Sales-Marketing - Director Sales, HME

Thrive Skilled Pediatric Care’s purpose is simple, to provide high quality clinical home care to medically fragile children so they can grow and flourish to their full potential. We deliver this through our commitment to our purpose, our passion for what we do, and our pride in contributing to the health and wellbeing of children and their families.  

 

As a member of the HME Division Senior Leadership team, the National Director, Sales & Marketing leads all sales and marketing efforts, including strategy and business development activities that require professional contact with medical providers, hospitals/facilities, professional associations, and other health related groups and institutions, to apprise them of Thrive SPC’s Home Medical Equipment services. The National Director, Sales & Marketing will implement training programs and protocols that provide team members with the knowledge, skills, and abilities to effectively represent Thrive SPC in the home medical equipment market. Responsible for monitoring service provision through ongoing quality assurance sales calls with referral source contacts and serve as a public awareness representative for Thrive SPC. The National Director, Sales & Marketing will partner with the National Resource Center Marketing team to drive involvement in public education and community activities relative to home health care services and durable medical equipment.

 

§  Must possess a bachelor’s degree in marketing, business, communications, or a related health field, and/or equivalent years of experience

§  Minimum of 10 years’ sales experience, preferably 7+ years in durable/home medical equipment and/or in-home care or health care. Experience in matrix leadership preferred

§  Demonstrated experience leading a team

§  Demonstrated success in consistently delivering on expected sales performance

§  Demonstrated success in establishing long-term relationships and partnerships with a broad range of people and institutions

§  Proven ability to develop, implement, and execute a sales and marketing plan

§  Possess a desire to help others grow and learn

§  Excellent oral/written communication and interpersonal skills

§  Requires proficiency in MS Office (Word, Excel, Outlook, PowerPoint)

§  Active involvement in local industry/trade groups

§  Valid driver’s license in good standing

§  Responsible for identifying, developing and executing strategic growth opportunities for the HME division

§  Drive business development activities and help establish strong relationships with new and existing referral sources

§  Identify and drive best practices throughout the sales organization

§  Partner with Senior Vice President Operations, - HME and HME Division Controller to establish the annual budget

§  Meet or exceed quarterly and annual goals

§  Partner with Service Division Location Leaders to ensure company goals are met with shared Area Manager resources

§  Ensure all compliance standards are met or exceeded

§  Manage HME Area Manager Team in the execution of the specific regional business plans

§  Mentor, develop and upgrade the overall capabilities of the sales organization

§  Establish onboarding program for new Area Managers and all ongoing training protocols

§  Create and manage sales team performance metrics and goals

§  Lead by example: hands-on, field-oriented leadership style that provides energy, passion and direction for the team

§  Play an active role in the interview process for Area Manager openings

§  Partner with National Resource Center Marketing team on creating or updating all marketing materials

§  Meets with new referral sources, key accounts, assisting the sales team with establishing relationships, prospecting, negotiating, and maintaining business relationships

§  Conduct ongoing meetings with referral sources and other applicable health professionals to monitor quality assurance issues and facilitate education regarding Thrive SPC services

§  Implement new Thrive SPC programs and protocols with the goal of providing higher quality client services, improving internal and external communication, and addressing concerns or problem areas raised by clients, families, physicians, and other entities receiving services

§  Participate in community education functions, such as public speaking at community group meetings or awareness events and provide education on pediatric home health services available through Thrive SPC as appropriate

§  Oversee timely submission of sales plans, activity, account profiles, expense reports, and other documents

§  Other duties as assigned

 

§  Ability to function as a polite and cooperative team member with a positive attitude

§  High degree of integrity – maintains confidentiality, supports mission, vision and values, conducts self in professional manner; adheres to company policies and procedures

§  Proven ability to promote teamwork and cooperation within and across departments

§  High level of initiative

§  Technically proficient in applicable software and systems

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Can work effectively in both independently and in a team environment

§  Strong analytical and problem-solving skills

§  High level of detail orientation

§  Professional and effective verbal and written communications

 

§  Embraces Healthy Organization culture and practices and promotes ThriveSPC’s Core Values

§  Gains the trust of others through truthful communications and honest, constructive feedback

§  Creates an employer-of-choice culture by modeling high performance and behavior standards and holding team members accountable by providing regular performance review and assessment and ongoing feedback

§  High comfort level engaging in and resolving conflict in an emotionally intelligent manner

§  Demonstrates empathy for the concerns of others within and outside the organization

§  Always acts with the greater good of our clients and organization in mind

§  Relates well to people at all levels inside and outside of the organization

§  Makes good decisions based on analysis, wisdom, experience, and judgment

§  Solves difficult problems through rigorous analysis, probing of resources, and looking beyond the obvious

§  Consistently exceeds goals and pushes self and others to excellence

 

§  Extensive travel as required, self-scheduled by National Director, Sales & Marketing

 

Physical Demands: 

§  Frequently remain in a stationary position

§  Occasional moving about, particularly within the office, or moving about in and to travel to patient homes

§  Occasional repetitive use of hands/arms, legs, and/or neck/back, particularly concerning patient care, vehicle use, typing, writing, phone & computer use, grasping, transporting objects

§  Continuous communication: verbal and written, in-person, phone, and electronic

§  Occasional lifting, transport, and positioning of up to 60 pounds, particularly concerning medical equipment and patient care

§  Occasional moving, such as reaching and reaching overhead, pushing and pulling, bending over, crouching and kneeling, all particularly concerning, but not limited to, patient care and medical equipment

§  Occasional fine manipulation, coordination, and grasping, particularly concerning patient care and medical equipment

§  Occasional ability to inspect patients and medical equipment

§  Occasional ability to be alerted by patients, caregivers, and alarms, including but not limited to, alarms with flashing lights or sirens, particularly concerning medical equipment

§  Occasional ability to traverse to and within patient properties, which are preceded by and contain a variety of terrain

§  Occasional effective handling of stress and emotions, particularly concerning patient care and employee relations

§  Frequent analytical thinking, particularly concerning problem resolution

§  Frequent use of a laptop computer and desktop setup

§  Occasional operation of a vehicle

§  The ability to work without supervision

§  The ability to learn and follow process manuals

 

Risk Hazards:

§  Occasional risk of sharp objects and tools

§  Occasional risk of mechanical equipment and moving parts, particularly concerning medical equipment

§  Occasional risk of chemical hazards

§  Frequent risk of biological hazards

§  Continuous low to moderate noise

§  Occasional slippery floors/surfaces

§  Occasional risk of electrical hazards

§  Occasional risk of dust

§  Continuous working alone

§  Occasional working with others

§  Occasional exposure to outside environment: heat, cold, humidity

§  Occasional risk of the varying environments of patient homes, which could include but are not limited to: heat, cold, dirty air, dust, odors, fumes, gases, noise, wet and/or slippery floors/surfaces, uneven ground, stairs, and electrical hazards