Position Summary:
The Vice President of Hospice Sales is responsible for the strategic development, leadership, and execution of the organization's hospice sales and business development initiatives. This position oversees sales leadership and personnel, establishes growth strategies, develops key referral relationships, and ensures achievement of budgeted admissions, census growth, and market expansion objectives. The Vice President of Hospice Sales works collaboratively with executive, clinical, and operational leadership to drive organizational growth, strengthen market presence, develop high-performing sales teams, and ensure sales activities align with the organization's mission, financial goals, and regulatory requirements.
ESSENTIAL JOB FUNCTIONS/RESPONSIBILITIES- Develops, implements, and oversees the organization's overall hospice sales and business development strategy to achieve established admission, census, and growth objectives.
- Establishes and monitors annual, quarterly, and monthly sales goals, admission targets, and market performance expectations in collaboration with executive leadership.
- Provides executive leadership, direction, and accountability for all hospice sales and business development personnel, including regional and market-level sales leadership.
- Ensures achievement of budgeted admissions, census growth, referral development, and overall sales performance across all hospice markets.
- Develops and maintains strategic relationships with key referral sources, including hospitals, skilled nursing facilities, assisted living facilities, physicians, health systems, and other healthcare providers.
- Identifies opportunities for geographic expansion, increased market penetration, new referral partnerships, and strategic business development initiatives.
- Reviews and analyzes sales reports, referral trends, admission conversion rates, market share, and competitor activity to evaluate performance and identify growth opportunities.
- Collaborates with executive leadership to develop sales budgets, financial projections, and market-specific growth plans while monitoring performance against established objectives.
- Oversees the recruitment, hiring, training, development, and retention of qualified sales personnel and ensures appropriate sales team structure and staffing across all markets.
- Establishes performance expectations and accountability standards for sales leadership and personnel through regular sales meetings, performance reviews, coaching, and development initiatives.
- Collaborates with clinical and operational leadership to ensure appropriate coordination of referral management, timely admissions, staffing capacity, and patient care services.
- Develops and implements strategies to improve referral-to-admission conversion rates, strengthen referral source relationships, and address underperforming markets.
- Ensures all sales and marketing activities are conducted in accordance with applicable federal and state regulations, organizational policies, and ethical business practices.
- Evaluates the effectiveness and return on investment of sales and marketing initiatives, ensuring responsible management of departmental resources and expenditures.
- Maintains current knowledge of hospice industry trends, regulatory changes, market conditions, reimbursement developments, and competitive activity to guide business development strategies.
- Establishes and maintains effective communication and collaboration with executive leadership, clinical operations, admissions, finance, and external referral partners to support organizational objectives and sustainable growth.
The above statements are intended to be a representative summary of the major duties and responsibilities performed by incumbents of this job. The incumbent may be requested to perform job-related tasks other than those stated in this description.
POSITION QUALIFICATIONS- Bachelor's degree in Business Administration, Healthcare Administration, Marketing, or a related field required; Master's degree preferred.
- Minimum of five to seven years of healthcare sales and business development experience, preferably within the hospice industry.
- Minimum of three years of progressive sales leadership experience, preferably overseeing regional or multi-market sales teams.
- Demonstrated track record of achieving admission growth, census objectives, referral development, and revenue targets.
- Strong understanding of hospice operations, healthcare referral development, market dynamics, and applicable regulatory requirements.
- Demonstrated ability to develop and execute strategic business plans, manage budgets, and evaluate sales performance.
SKILLS REQUIRED- Demonstrated ability to supervise, lead, and develop professional and administrative personnel.
- Excellent leadership, communication, negotiation, presentation, and relationship-building skills.
- Strong business acumen with the ability to analyze sales performance, financial reports, and market trends.
- Demonstrated ability to recruit, motivate, develop, and retain high-performing sales teams.
- Ability to establish accountability, drive results, and manage multiple markets and priorities.
- Ability to market hospice services effectively and deal tactfully with referral sources, customers, and the community.
- Demonstrates autonomy, organization, flexibility, sound judgment, and professionalism.
- Must possess a valid driver's license, reliable transportation, and automobile insurance in accordance with organizational requirements. Travel to assigned markets is required.
