Manager of Sales Development

The Sales Development Manager works under the supervision of the Vice President of Business Development. Oversees planning and development of new and existing sales training programs to support meeting growth targets. Creates sales training materials for orientation, continuing education and clinical programs for business development team. Assures compliance with applicable regulations, policies, procedures, guidelines, and standards. Performs other duties as assigned.

PRIMARY JOB DUTIES

1.0       70%    QUALITY OF WORK:

1.1       25%     Increases public awareness of the agency as demonstrated by:

• Collaborate with Sales Managers to identify key target accounts to promote clinical programs to drive referral volume.
• Responsible for meeting and/or exceeding referral and admission goals for clinical programs.
• Management of clinical programs, innovative care pilots, and readmission initiatives, including but not limited to accountability to optimize usage, and oversight of key performance indicators (KPI) and goals.
• Develop training and education for business development team on new and existing programs; while working collaboratively with clinical leaders to promote new and existing evidence based clinical programs and innovative care models that improve engagement with strategic partners to support business growth and incorporate all lines of business, focusing on quality and operational efficiencies across the organization.
• Work directly with the Manager of Population Health to review performance and develop/refine the strategy to maximize KPI achievement.

1.2        5%     Interprets and demonstrates knowledge of agency policy, JACHO and regulatory standards for referral sources as evidenced by:

• Demonstrates a current working knowledge of Medicare, Medicaid and State Grant deadlines.
• Interprets department policies, procedures and reimbursement guidelines for sales staff and hospital/facility staff.
• Disseminates JCAHO, Medicaid and Medicare standards regarding agency services for sales staff and referrals sources.

1.3       40%    Increase overall sales volume as demonstrated by:

• Creation of standardized sales training materials for orientation, programs and ongoing education.
• Collaborate with the Communications Manager to develop sales collateral.
• Development of sales tools and job aids to support BD.
• Coordinate with PH Clinical Manager for standardized annual skills check offs for AE and Sales Managers.
• Increasing internal knowledge of clinical programs, along with intentional focus on maximizing marketing opportunities to promote growth
• Collaborate with Sales Managers to identify individual AE educational needs and assist with development of action plans.

2.0       10%    PRODUCTIVITY/USE OF TIME

2.1       10%     Organizes and performs work effectively and efficiently as evidenced by:

• Participating in continuous performance improvement and completing all required educational programs for the agency and profession.
• Recognizing and performing duties in an independent manner.
• Accepting personal responsibility for the completion and quality of work outcomes.
• Assists other team members to ensure completion of all work assignments.
• Meeting productivity expectations.
• Maintaining a clean and safe environment.

3.0       10%    TEAMWORK

3.1       10%     Demonstrates positive interpersonal relations in dealing with all members of the agency (i.e. co-workers, supervisors, physicians, etc.) as evidenced by:

• Demonstrating respect for team members.
• Managing stress and personal feelings without negative impact on the team.
• Maintaining positive attitude about assignments without negative impact on the team.
• Promoting professional / personal growth of co-workers by sharing knowledge and resources.
• Working collaboratively and cooperating with all members of the management team.

4.0       10%    MISSION, VISION, VALUES

4.1       10%    Maintains and promotes customer loyalty.

• Responds to all customers in a courteous, sensitive and respectful manner.
• Abides by the confidentiality and ethics policies of Well Care.
• Completes the review period without formal disciplinary action.
• Presents a clean and neat appearance in personal attire and one’s work area.
• Performs his/her job in accordance with documented procedures established to maintain the safety and health of patients, employees and visitors.

JOB SPECIFICATIONS