Vice President of Sales and Marketing

The Vice President of Sales and Marketing will manage, motivate and incentivize the sales team to achieve budgeted patient census for Medicare A and other payor sources, and for ensuring constant focus on increasing top line revenue for the home care operations. Specifically, she / he must be adept at driving increased referrals and sales of Medicare certified home health services. The Vice President of Sales and Marketing will develop, maintain, drive execution, and report on efficacy of all sales and marketing strategies and plans. He / She will direct the day-to-day activities of each sales and marketing team member, with focus on ensuring that each team member’s individual effort is productively contributing to home health organizational objectives. The Vice President of Sales and Marketing will lead the sales team to drive top and bottom-line annual revenue growth by developing and enhancing customer relationships, cross selling, recruiting and retaining sales talent.

The Vice President of Sales and Marketing is also responsible for obtaining additional home care management contracts for the management company.

Essential Functions:

• Generate referrals and admissions from hospitals, physicians and facilities that drive achievement of budgeted patient census for Medicare Part A and other payors.
• Managing a sales strategy to achieve aggressive appropriate sales goals. This includes development of a strategic sales plans with aggressive and measurable goals and objectives that tie back to budgeted patient census.
• Develop and maintain relationships with key referral sources with a particular focus on those that can contribute to the company’s sales objectives.
• Plan and implement marketing strategies based on company needs. The plan should be written and include measurable objectives as well as plans for monthly reporting on goals achieved and those not achieved.
• Establish a professional presence and enhance agency brand.
• Develop quarterly sales, marketing, and recruiting strategies to establish and/or expand staffing business in current territory
• Maintain Operational Budget through achieving the “Minimum Performance Standards” as outlined each Fiscal Year which includes:
• Achieving standards for all minimum activity requirements including touches, sales calls and client visits
• Achieve top line revenue objectives within six months of hire date and ongoing
• Identify primary accounts for designated market with a focus on local contacts and establishing relationships of trust and supporting major accounts
• Address client and provider concerns and problems effectively and in a timely manner

Hire, train, and develop talent as needed to maintain a solid profitable team with growth based on need/revenue; coach/mentor and establish weekly expectations to perform job requirements

• Identify future business opportunities, developing current business

Experience:

• Minimum five years’ experience in health care marketing management; preferably in home care operations, ideally calling on physicians, hospitals, case managers, discharge planners, social workers and/or other related medical companies
• Experience in prospecting in home care marketing industry to demonstrate ability to market aggressively and deal tactfully with customers and the community

Skills:

• Ability to articulate the value of broad and comprehensive home health care service offerings
• Ability to bring relationships and prospective clientele to the agency promptly
• Basic Microsoft Office computer skills.
• Proven leadership skills with the ability to effectively manage change.
• Excellent verbal and written communication skills.
• Strong organizational skills and time management.

Education:

• Required, Bachelors’ degree
• Preferred, Masters’ degree

Licensure/Certification:

• Current driver’s license in good standing. It is the responsibility of the employee to renew their driver’s license before it expires in order to continue employment.
• Reliable transportation and auto liability insurance.

Physical Requirements:

• Sitting, standing, and walking required.
• Ability to handle stressful situations in a calm and courteous manner at all times.
• Requires working under some stressful conditions to meet deadlines and Agency needs.
• Ability to travel 60%.and more if needed as required to meet sales goals
• Estimated time allocation per job function: 20% sales management training program development and implementation of same. 70% sales management of area sales Director assisting and evaluating sales performance as ell as sales mentorship and sales team. Assisting with new revenue stream program development and implementing sales side of project.

Environmental/Working Conditions:

• Works under a variety of conditions in facilities and offices.
• Available to agency personnel in person or by telephone during the Agency operating hours and possibly after hours for emergencies.
• Some exposure to unpleasant weather.
• Heavy amount of travel required.
• Home base will be at the Company Support Center

Machinery/Tools/Equipment Requirements:

• Reliable transportation and auto liability insurance.
• Computer and basic office equipment.