The Hospice Growth Lead is responsible for cultivating and expanding relationships with larger operator groups, managing these partnerships with a focus on the broader brand ("logos"), as well as individual community locations. This person will build and sustain long-term relationships, aiming to maximize client retention and satisfaction while actively identifying growth opportunities that drive revenue. This role requires a strategic perspective to recognize each operator group as a gateway for business expansion, targeting upsell, cross-sell, and partnership growth at the organizational level. Responsibilities include project management, strategic planning, sales support, and tailored engagement strategies, positioning each account as a valued, long-term partnership that can evolve in alignment with Rendever's growth objectives.
Key Responsibilities
- Account Expansion Strategy: Identify expansion opportunities across assigned operator groups (~50 per pod).
- Discovery & Proposal Creation: Engage decision-makers, run needs analysis, and prepare proposals for multi-site deployments.
- Deal Execution: Negotiate contracts, secure signatures, and coordinate with the Customer Success Manager for onboarding.
- Pipeline Management: Maintain accurate forecasts and ensure 5coverage of the quarterly expansion quota.
Customer Retention and Satisfaction
- Develop and implement strategies to enhance satisfaction and loyalty across operator brands, analyzing group-level needs to provide tailored, data-driven solutions.
- Collaborate with the Rendever sales team to streamline onboarding, ensuring consistent engagement across multiple communities within operator groups.
- Design and execute effective customer retention tactics focused on maintaining and expanding brand-level partnerships.
- Identify challenges at both the community and operator levels, positioning Rendever as the ideal system-wide solution.
- Build and nurture long-term relationships with operator brands, focusing on opportunities for logo-based growth.
- Leverage feedback and performance metrics to enhance usage and satisfaction at the brand level.
- Oversee operator group initiatives and growth projects, maintaining focus on strategic account expansion.
- Tailor system usage strategies based on aggregated client feedback and key market insights at the brand level.
- Regularly assess operator needs, using data insights to provide effective, group-based solutions.
- Ensure a high percentage (>70%) of portfolio partners within each operator group are using Rendever systems at least twice per month.
- Maintain a net revenue retention rate of no less than 100% across managed operator groups.
Revenue Generation
- Quota achievement by consistently meeting or exceeding sales targets.
- Ongoing pipeline development, which includes the creation and management of qualified growth opportunities through networking, regional/national conferences, corporate meetings with current partners, cold calls, and inbound leads.
- Sales enablement through the accurate and timely management of all sales activities, pipeline management, and opportunity management within our CRM (HubSpot and Salesloft).
- Identify opportunities for revenue growth within our current partner network, with a specific focus on partners presenting a land and expand opportunity.
- Continuously identify revenue growth opportunities with current clients, through either Rendever's referral program, upsell opportunities, or expansions. Execute strategies that will grow partnerships and increase revenue streams.
- Cultivate relationships with key stakeholders to understand their needs and align our offerings with their goals.
- Foster insights, provide recommendations, and take a hands-on approach in enhancing account-based marketing strategies within our growth accounts
- Negotiate partnership contracts to maximize revenue growth.
- Utilize project management skills to support client initiatives and growth plans.
- Support partnership groups with regular meetings, calls, product tutorials, and data reporting sessions.
Day to Day
- Maintain a high level of attention to detail in all tasks.
- Manage multiple tasks and competing priorities effectively.
- Stay flexible and responsive to evolving market trends and client needs.
- Analyze customer data to inform strategy and drive performance improvements.
- Possess in-depth knowledge of Rendever's product offerings.
- Create and manage weekly call lists for categorized community partners.
- Exhibit excellent time management skills to meet deadlines and prioritize tasks.
- Communicate effectively, both verbally and in writing, during client interactions.
- Follow up on community requests promptly and other needs related to Community Engagement.
- Generate action items based on insights from Google Alerts and industry news.
- Maintain knowledge of the hospice industry and its trends.
- Exhibit empathy, strong listening, and interpersonal skills in client communications.
- Practice patience when addressing client concerns and challenges.
- Use CRM tools (e.g., HubSpot) for tracking account management activities.
- Maintain a strategic perspective in all account management activities.
- Demonstrate adaptability and resilience in dynamic environments, actively listening to community needs in order to tailor engagement strategies and support growth.
- Approach interactions with authenticity to build trust and inspire Rendever usage
Requirements- 2-3 years experience working within the hospice industry
- Ability to travel to local, regional, and national meetings
- Maintain CRM data input and cleanliness
- Manage Outbound/Inbound sales prospecting
- Serve as an expert of the Rendever product suite and industry
Benefits- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Work From Home
- Stock Option Plan
