Director of Sales - Senior Care Division - Capital Health Services - Gables Care Center

We offer a comprehensive Benefit package to Full Time Employees:

• PTO
• 401-k with Company match
• Health Insurances
• Company Paid Life Insurance
• Tuition Reimbursement
• Employee Assistant Program
• Same day pay through PayActiv
• Uniform Allowance

Job Description Summary

Responsible for developing and executing a clearly defined sales strategy in a manner that supports consistent census growth in all skilled nursing and rehabilitation centers with an emphasis on seamless admissions.

Essential Job Functions/Responsibilities

• Assuring the establishment of positive working relationships with current and potential referral sources Relationship building assumes acquiring a working knowledge of referral source’s pain points, needs, expectations, organization, vision, mission and purpose. Directors of Sales are expected to have a grasp of the dynamics, politics and culture that impact decision making so that building and maintaining viable partnerships with hospitals and other referral sources is possible.
• Mentoring, supporting, and “overseeing” direct sales staff and community marketers in collaboration with administrators. (All direct sales staff will report directly to their administrators). This includes timely review of schedules, calendars, weekly activity reports and referral logs. Providing strategic oversight of sales activities and meaningful participation in the sales process and community outreach. Establishing and maintaining accountability for direct sales staff and community marketer’s activity. Understanding, promoting, teaching and selling clinical and operational strengths of our individual centers and programming.
• Building and monitoring company image, reputation and brand awareness in compliance with company vision, mission and core value statements. Upholding and promoting a positive company culture by exemplifying and practicing CHCN’s core values at work. Exhibiting professionalism and strength of character while representing CHCN.
• Planning for and participating in the on-boarding process and sales and customer service training for direct and indirect sales staff.
• Leading sales calls and holding monthly and quarterly sales meetings (or as frequently as needed).
• Maintaining a working knowledge of pertinent arenas including government agencies, community outreach programs, advocacy organizations and all payor sources including ACOs, bundled payment programs, CMS, private insurance and others as they relate to admissions and sales.
• Continuously conducting market assessments and developing sales plans designed to meet volume projections. Completing on-going analysis of CHCN providers and CHCN’s competitor’s positioning in the marketplace and sharing information with appropriate personnel. Developing quarterly strategic sales plan for each community.
• Working in tandem with direct supervisor (Senior VP of Sales and Marketing), COO of CHCN, VP of Operations, other executive leadership and local Administrators to create and execute winning strategies. Helping sales teams meet expectations and goals while demonstrating autonomy, organization, assertiveness, flexibility and cooperation in performing job responsibilities.
• Conduct monthly admission audits for each facility to assure successful admission compliance.
• Conduct tour training; creating tour guidelines/routes with talking points while educating on tour documentation and inquiry management.
• Conduct periodic admission satisfaction surveys, mystery shops and real time interviews.
• Work together with Administrator on constructive follow up regarding Admission Director performance as it relates to customer service, timeliness, professionalism and maintaining a tour ready center.
• Work with the Sr. VP Sales and Marketing to meet or exceed census goals with an expectation of constant growth or improvement.
• Look for opportunities to minimize lost business and repair relationships as needed.
• Monitor the conversion of all referrals.
• Assist in the development of success stories, back home tracking, google reviews and other opportunities for feedback.
• Other duties as assigned.

The above statements are intended to be a representative summary of the major duties and responsibilities performed by incumbents of this job. The incumbents may be requested to perform job-related tasks other than those stated in this description. p. At Capital Health Care Network, our company culture is built on the following seven essential skills of teamwork:

Active Listening: Team members listen to each other’s ideas. They are observed validating ideas through active listening and “piggy-backing” (or building) off each other’s ideas.
Communication: Team members communicate. They are observed interacting, discussing, and posing questions in an effort to fortify understanding and dispel miscommunication.
Persuading: Team members use persuasion. They are observed exchanging, defending, and rethinking ideas with the greater good in mind.
Respecting: Team members respect the opinions of others. They are observed encouraging and supporting others’ ideas and efforts.
Helping: Team members help. They are observed offering assistance to each other.
Sharing: Team members share. They are observed sharing ideas, information and influence.
Participating: Team members participate. They are observed participating in social media, campaigns, and projects.