OverviewThe Regional Vice President of Business Development (RVPBD) is responsible for leading, developing, and optimizing business development performance across a designated multi-state region. This role serves as the senior sales leader between the Vice Presidents of Business Development and the EVP of Business Development and Strategic Growth, ensuring consistent execution of Gentiva's growth strategy while driving admissions, census growth, market share expansion, referral development, and sales leadership effectiveness.
The RVPBD provides strategic oversight and leadership to a team of Vice Presidents of Business Development and their respective sales organizations. This position partners closely with Operations, Clinical Leadership, Human Resources, Marketing, and Executive Leadership to achieve sustainable growth and exceptional customer experience while ensuring alignment with organizational goals and values.
Essential Functions
General Duties & Responsibilities
- Adheres to Organization's Policies and Procedures.
- Acts as a role model within and outside the Company.
- Performs duties as workload necessitates.
- Maintains a positive and respectful attitude.
- Communicates regularly with executive leadership regarding regional performance, opportunities, and risks.
- Demonstrates effective time management and prioritization skills.
- Participates in leadership meetings, committees, strategic planning sessions, and special projects.
- Recommends innovative approaches to improve business development effectiveness and operational execution.
- Maintains compliance with federal, state, and company regulations.
- Consistently promotes the Company's core values.
- Completes all required compliance and leadership training.
Essential Functions of Position
Regional Growth Leadership
- Develop and execute regional business development strategies that support enterprise growth objectives.
- Lead and manage a team of approximately 4-6 Vice Presidents of Business Development across assigned markets.
- Drive accountability for admissions, census growth, market share, referral development, revenue, and profitability targets.
- Translate corporate commercial strategies into actionable regional execution plans.
- Identify growth opportunities, market trends, competitive threats, and emerging service opportunities.
Sales Leadership & Performance Management
- Establish consistent sales leadership standards, performance expectations, and operating rhythms across all assigned territories.
- Conduct regular business reviews with VPBD leaders to evaluate performance, pipeline activity, referral trends, and market opportunities.
- Analyze regional sales performance data and implement corrective action plans where necessary.
- Ensure adoption and execution of sales methodologies, CRM utilization, and business development best practices.
- Monitor productivity and effectiveness of sales teams and recommend organizational changes as needed.
Talent Development & Succession Planning
- Coach, mentor, and develop VPBD leaders to enhance leadership capabilities and organizational effectiveness.
- Build and maintain a robust succession pipeline for future sales leadership positions.
- Partner with Human Resources to identify high-potential talent and create development plans.
- Participate in recruitment, selection, onboarding, and retention efforts for sales leadership positions.
- Foster a culture of accountability, engagement, inclusion, and continuous improvement.
Cross-Functional Leadership
- Partner with Regional Presidents, Regional Vice Presidents of Operations, Clinical Leadership, and Executive Directors to align growth initiatives with operational capacity and patient care standards.
- Facilitate collaboration between sales and operations to improve referral conversion, patient experience, and market performance.
- Serve as the senior escalation point for complex market challenges, customer concerns, and strategic opportunities.
Strategic Market Oversight
- Evaluate territory design, account assignments, staffing models, and resource allocation across the region.
- Identify opportunities to improve market penetration, referral source engagement, and competitive positioning.
- Lead strategic initiatives involving new markets, service expansion, acquisitions, integrations, and commercial transformation efforts.
- Participate in annual strategic planning and budgeting processes.
- Executive Leadership Responsibilities
- Serve as a key member of the Growth Leadership Team.
- Provide executive-level reporting and recommendations to EVP of Business Development and Strategic Growth.
- Represent the organization at industry events, community organizations, and strategic partner meetings.
- Support enterprise-wide initiatives and special projects as assigned.
About You
Knowledge/Skills/Abilities/Expectations:
- Extensive knowledge of hospice, palliative care, home health, and healthcare business development practices.
- Strong understanding of sales operations, market development, referral management, and customer relationship strategies.
- Proven ability to lead leaders in a multi-market healthcare environment.
- Strong financial acumen, including forecasting, budgeting, and performance analysis.
- Excellent strategic planning, communication, presentation, and influencing skills.
- Ability to effectively navigate complex matrix organizations.
- Experience driving organizational change and leading large-scale initiatives.
- Demonstrated success developing high-performing sales cultures.
Education/Experience:
- Bachelor's Degree required; Master's Degree preferred.
- Minimum 8-10 years of progressive healthcare sales leadership experience.
- Minimum 5 years leading multiple sales leaders or senior business development teams.
- Demonstrated success achieving sustained growth across multiple markets.
- Experience leading large, geographically dispersed teams.
- Hospice, home health, post-acute care, or healthcare services experience strongly preferred.
Licensure / Certification
- Valid driver's license and automobile liability insurance required.
We Offer
Benefits for All Associates (Full-Time & Per Diem):
- Competitive Pay
- 401(k) with Company Match
- Career Advancement Opportunities
- National & Local Recognition Programs
- Teammate Assistance Fund
Additional Full-Time Benefits:
- Medical, Dental, Vision Insurance
- Generous Paid Time Off + 7 Paid Holidays
- Wellness Programs (Telemedicine, Diabetes Management, Joint & Spine Concierge Care)
- Education Support & Tuition Assistance
- Company-paid Life & Long-Term Disability Insurance
- Voluntary Benefits (Pet, Critical Illness, Accident, LTC)
