SR SALES DIRECTOR

StateServ-HospiceLink provides industry-leading DME management solutions that simplify administration to boost operational efficiencies, contain costs, enhance quality of care, and ultimately increase patient satisfaction.  With our innovative technology and unmatched expertise, we provide the visibility and insights our clients need to make timely, informed decisions and drive meaningful results. We serve over 100,000 patients every day spanning all 50 states.

Essential Functions

Note: 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. Performs research and follows up on established leads to develop and manage a viable sales pipeline. Maintains complete information on the universe of Hospice and PACE prospects in a designated territory.
2. 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.
3. Develops relationships with the leadership and decision makers of hospice and PACE prospects in a designated territory and closes new business opportunities for the company. Takes the lead on selected hospice Requests for Proposals to ensure proper formatting, managing timelines, and a comprehensive and complete response is prepared for senior leadership’s review.
4. Meets with clients and attends conferences to effectively develop, maintain and strengthen multiple relationships with current client customers at corporate, regional and local levels and provides information and opportunities available from StateServ. Additionally, generates leads for prospective clients by effectively introducing the StateServ suite of services. Takes the lead to coordinate conference logistics to include client services, sales and marketing efforts including but not limited to the distribution of conference attendee lists, conference dinner coordination, collaborating with the VP of Sales to generate creative conference ideas to achieve conference objectives.

5. Collaborate with Regional Sales Directors and Sales Associates to teach, mentor and successfully onboard new team members by scheduling and conducting webinars, play an active role in shadowing new employees during their first 30-90 days to facilitate successful onboarding and touchpoints.
6. Provides regular status reports on work as described in the Company’s contact management system.
7. Develops compelling proposals and presents to decision makers. Negotiates and closes contracts to ensure win-win solutions are in place.

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 entail formal, direct supervisory responsibility.
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, Accounting, Business Administration, or a related field of study

Work Experience or Related Experience:
• Six plus years of direct sales experience is required or experience in which the incumbent has proven successful experience engaging, identifying and understanding the customers’ needs and closing the sale
• Operational experience in a hospice and/or PACE environment is strongly preferred
• Hospice, PACE, durable medical equipment, pharmacy, managed care or other pertinent health care services industry experience strongly preferred
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
• Excellent communication, presentation and interpersonal skills are required to perform the functions as described, including the ability to present compelling solutions, persuade key stakeholders and negotiate contracts
• A basic understanding of the operations of the durable medical equipment industry and hospice industry
• The ability to be proactive and self-directed utilizing good time management, decision-making, and organization skills is required. Incumbents must be able to prioritize multiple tasks
• A good understanding of StateServ’s products, technologies, selling strategies and internal business functions is necessary to become proficient and competent in this role
• Must have the ability to work in a fast pace entrepreneurial environment

Travel Requirements 

• Extensive travel is required including overnight travel at least 40% - 50% of the time to visit prospective clients

StateServ-HospiceLink offers a rewarding, casual, fun work environment to include competitive benefits and compensation.  We welcome new ideas and innovative thinkers. If you want to do meaningful work that is truly helping people, come join our growing team and make a difference!