Essential FunctionsNote: The essential duties and primary accountabilities below are intended to describe the general content of and requirements of this position and are not intended to be an exhaustive statement of duties. Incumbents may perform all or most of the primary accountabilities listed below. Specific tasks, responsibilities or competencies may be documented in the incumbent's performance objectives as outlined by the incumbent's immediate supervisor or manager.
1. Lead the development and execution of sales strategies for emerging PACE (Program for All-Inclusive Care of Elderly), SNF (Skilled Nursing Facilities), and Hospital-at-Home markets, including creating go-to-market plans, and establishing sales objectives aligned with company goals.
2. Cultivate and manage strong relationships with existing channel partners, providing them with necessary support to maximize sales potential.
3. Understands client contracts with regard to terms and conditions, renewal dates, and any additional service amendments. Works effectively to ensure mutually satisfactory agreements and renewals that maximize services for the client while achieving company profitability targets.
4. Mentor and train regional sales teams across emerging markets. Provide coaching and training to ensure the team is equipped to achieve business objectives.
5. Identify and pursue new business opportunities and partnerships in emerging markets. Lead efforts to establish the company's brand, product offerings, and competitive position in these regions.
6. Drive revenue and sales growth in emerging markets by increasing market share and developing key customer relationships. In partnership with senior sales leadership, establish KPI's and sales targets, and monitor performance to ensure goals are met.
7. Cultivate relationships with strategic partners, distributors, and key customers in target regions. Negotiate contracts, manage partnerships, and ensure successful execution of joint initiatives.
8. Work closely with marketing, product development, operations, client services, and finance teams to ensure alignment on product offerings.
9. Stay abreast of the latest trends, regulatory changes, and economic factors in emerging markets. Utilize market insights to adapt sales strategies and anticipate challenges.
10. Monitor sales pipeline, expenses, and ROI for sales initiatives within emerging markets. Provide regular reports on sales performance, market trends, and business developments to senior leadership. Use data and analytics to refine sales strategies and optimize performance.
Marginal or Additional Functions
1. Enters and captures contact information in the contact management database to build out territories, manage activities, and ensure information regarding customer interactions, trainings, and reports are up-to-date. Monitors and reports on activities and provides relevant management information.
2. Performs other duties as assigned or apparent.
Supervisory and Managerial Responsibility
• This position does not have direct supervisory responsibility but does involve mentoring and influencing other members of the sales team.
Knowledge, Skills & Abilities
Education, Licensure or Certification:
• A thorough knowledge and understanding of general business management as normally obtained through the completion of a Bachelor's Degree in Marketing, Finance, Business Administration, or a related field of study.
Work Experience or Related Experience:
• Proven experience (7+ years) in sales leadership, with a strong background in driving growth in emerging markets
• At least 5 years of experience in a senior sales leadership level (VP, Director, or similar) preferred
• Demonstrated success in scaling sales operations in diverse, high-growth markets
Specialized Knowledge, Skills & Abilities:
• A thorough knowledge of common sales communication techniques, identification of the clients' value proposition and presentation of solution based sales. The ability to utilize this knowledge to engage prospective clients, effectively develop proposals and solutions and negotiate contracts is required.
• The means and ability to work from a home office to accomplish objectives and tasks as described
• Self-motivated and goal-oriented with a passion for driving results
• Familiarity with CRM software and sales reporting tools
• Ability to travel as needed
• Knowledge of the hospice industry, durable medical equipment, PACE (Program for all Inclusive Care for Elderly), SNF (Skilled Nursing Facilities), and Hospital-at-Home programs is a plus
• Strong analytical skills and experience working with data to drive decision-making
• Strong collaboration skills both within a team and across functions to leverage strengths and experiences to create the best outcome
• A detail orientation, good organization skills and a self-motivated mentality with an ability to prioritize workload
• The ability to project a professional image in appearance, communications and actions is required to represent the Company appropriately
• Exceptional interpersonal skills are required as is the ability to accept feedback
• Incumbents must have the ability to operate in a fluid and fast paced environment
Travel Requirements and Conditions
• Position may involve frequent travel as required by business needs.
Work Environment, Conditions and Demands
• Work is generally performed in an office or remote office environment in which there is only minimal exposure to unpleasant and/or hazardous working conditions.
Physical Requirements and DemandsNote: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions as described.
• Regular eye-hand coordination and manual dexterity is required to operate office equipment. The ability to perform work at a computer terminal for 6-8 hours a day and function in an environment with constant interruptions is required. At times, incumbents are subject to sitting for prolonged periods.
