Regional Director of Sales
CorsoCare Hospice | Territory: Michigan, Ohio, and Indiana | Reports to: Senior Vice President
Position Summary:
The Regional Director of Sales leads CorsoCare Hospice's sales team and territory growth strategy across Michigan, Ohio, and Indiana. This leader develops strong salespeople, expands referral relationships, and builds sustainable growth across senior living, hospitals, skilled nursing facilities, physician practices, and other community partners.
As CorsoCare transitions from a building-centered Navigator model to broader territory ownership, this leader provides clear expectations, practical coaching, and accountability. The role strengthens existing senior living partnerships while developing a more diversified referral base throughout each market.
Success requires close partnership with clinical and operations leaders to deliver the 1440 Care Experience: Safety, Connection & Guidance, and Peace of Mind.
Required Experience:
• Five or more years of successful hospice or closely related healthcare business development experience.
• Sales leadership experience managing geographically dispersed teams.
• Demonstrated ability to recruit, coach, and improve sales team performance.
• Experience developing territories and referral relationships beyond affiliated or internally owned accounts.
• Strong understanding of hospice services, referral pathways, and the respective responsibilities of sales, intake, admissions, and clinical leadership.
• Ability to translate CRM data and market information into practical action plans and credible forecasts.
• Strong communication, relationship management, and problem-solving skills.
• Willingness to travel regularly throughout Michigan, Ohio, and Indiana, including overnight travel.
Preferred Qualifications:
• Bachelor's degree in business, marketing, healthcare administration, or a related field; equivalent relevant experience considered.
• Experience leading across multiple hospice markets or locations.
• Established relationships within the Michigan, Ohio, or Indiana healthcare community.
• Salesforce experience.
• Experience guiding teams through role changes, territory redesign, or expansion.
Responsibilities for Regional Director of Sales:
Lead and develop the sales team
• Recruit, onboard, coach, and retain high-performing hospice sales professionals.
• Establish clear territory ownership, account priorities, and individual development plans.
• Conduct regular field coaching, account visits, weekly one-on-ones, and team performance reviews.
• Teach consultative selling, hospice education, relationship development, and disciplined follow-up.
• Address performance gaps promptly through hands-on coaching and clear accountability.
Build territory growth plans
• Develop market-specific plans that identify opportunity, prioritize accounts, and guide deployment of sales resources.
• Strengthen existing senior living relationships while increasing business from external accounts.
• Expand relationships with hospitals, skilled nursing facilities, physician practices, senior living communities, and other appropriate referral sources.
• Build relationships with regional and executive decision-makers who influence multiple locations.
• Recommend territory adjustments, staffing investments, and market expansion priorities.
Create consistent sales discipline
• Establish expectations for meaningful account engagement, relationship development, responsiveness, and Salesforce documentation.
• Ensure each liaison maintains a current account plan, clear next steps, and an organized territory schedule.
• Lead regular pipeline reviews covering new opportunities, pending referrals, non-admissions, and prospects requiring continued follow-up.
• Coach the team to recognize and communicate signs of decline, gather relevant information, and engage clinical leadership appropriately.
• Build realistic forecasts based on account maturity, territory potential, historical performance, and referral trends.
Partner with clinical and operations leaders
• Maintain strong working relationships with Clinical Managers, intake, admissions, and hospice operations.
• Ensure potential admissions are brought to Clinical Managers for review and discussion, with clinical leadership guiding eligibility in collaboration with physicians.
• Participate in referral and non-admission reviews to identify barriers and coordinate timely next steps.
• Shadow account interactions and admission visits when needed to understand performance gaps firsthand.
• Resolve partner concerns with operations and ensure commitments are communicated clearly and followed through.
Strengthen the referral partner and family experience
• Help referral partners understand hospice services, referral processes, and how CorsoCare supports patients and families.
• Reinforce clear communication, timely responses, and reliable follow-through.
• Gather partner feedback and work with operations to address recurring service concerns.
• Ensure sales messaging accurately reflects approved services and clinical capabilities.
Maintain ethical sales practices
• Model patient choice, professional boundaries, accurate representation of services, and compliance with company policies.
• Ensure sales activities, expenses, educational programs, and account interactions follow approved compliance standards.
• Reinforce the distinction between hospice business development and general care coordination for non-hospice residents.
• Escalate compliance concerns promptly and partner with appropriate leaders on resolution.
