Senior Director of Sales, Hospice

Job Description

Client Summary:

A provider of home-based care services, including health, hospice, and personal support
Focused on expanding nationally through growth, acquisitions, and new market entry
Targets mid-sized markets with increasing demand for senior care
Operates under a model that combines local expertise with centralized support
Emphasizes service quality, clinical standards, regulatory compliance, and employee experience
Aims to build a strong, scalable presence in the home care space

Position Responsibilities:

Market Growth Partnership: Serve as a strategic partner to each location’s Executive Director, aligning sales strategies to local market conditions, opportunities, and growth goals.
Care Navigator Development (Dotted-Line Oversight): Coach and mentor Care Navigators within assigned markets, providing field support, performance feedback, and growth-oriented development, while reinforcing accountability to local leadership.
Sales Strategy Execution: Support local teams in the development and execution of market-specific plans to increase referral relationships, admissions, and brand visibility.
Field Engagement: Conduct regular field visits and joint sales calls to assess execution, identify coaching opportunities, and model best-in-class sales behaviors.
Performance Management: Track and analyze sales KPIs (admissions, referral conversions, coverage activity), providing actionable insights to Executive Directors and sales staff.
Training and Onboarding: Oversee the onboarding and ongoing development of new Care Navigators to ensure effective ramp-up and sustained performance.
Cross-Functional Collaboration: Collaborate with marketing, clinical, and operations teams to ensure cohesive messaging, seamless patient transitions, and exceptional customer experience.
Regional Sales Planning: Participate in organizational sales strategy discussions, providing insight into market trends, referral dynamics, and performance gaps.

Experience & Skills:
Required Experience and Qualifications:

5+ years of progressive sales leadership experience, preferably in home health, hospice, or healthcare services.
Demonstrated ability to grow multi-site or multi-market sales performance in a decentralized leadership model.
Proven track record of meeting and exceeding referral and admissions targets.
Strong coaching, mentoring, and interpersonal skills; ability to influence without direct authority.
Deep knowledge of home health or hospice services and referral networks.
Proficiency with CRM systems, EMRs (e.g., HCHB), and performance analytics tools.
Ability to travel regionally to support field teams (approx. 50% travel).
Bachelor's degree preferred in Business, Healthcare Administration, Marketing, or related field.

Compensation $130k-$175k