Regional Sales Director, Home Health

BAYADA Home Health Care, is seeking an experienced Home Health Sales leader to fill the role of Regional Sales Director.  The Regional Sales Director will be a strategist and a leader able to guide the sales team to achieve budgeted sales plan while also implementing BAYADA’s vision, mission, and long-term goals. This role will require the ability to implement strategies that allow the company to grow and scale quickly, while guiding teams on the ground to manage a current base of business. The Regional Sales Director will have a strong background in hiring, training, and developing people for long-term performance in home health sales and will be comfortable working with and influencing other BAYADA functional areas and demonstrate the ability to motivate and energize teams, accelerate change, and think strategically. 

This position requires in-depth knowledge of Medicare Certified Home Health services and sales and previous experience leading sales teams for Medicare Certified Home Health across multiple states and regions.

Regular, on-going travel to offices is required.  Approximately 75% travel is anticipated.

Primary Responsibilities:

• Direct the Regional Sales Team within the specified Home Health region in developing a vision and strategic plan to guide expansion within the prescribed geography
  • Partner with the Regional Director of Operations in Home Health to achieve the broader Region’s goals and strategies
• Drive and represent BAYADA’s values and mission
• Create and implement effective business development strategies that lead the team toward achievement of BAYADA Sales and growth objectives.
• Set Sales Key Performance Indicators (KPI’s) (Qtr. over Qtr., Yr. over Yr. and meets or exceeds growth plan) on a quarterly basis. Follow up as appropriate and ensure achievement of goals
• Recruit, hire and develop excellent Sales leaders such as Area Sales Directors and Marketing Managers
• Participate as the Regional representative for establishing and prioritizing strategic sales initiatives for the Home Health practice
• Provides supervision, strategic advice, and guidance to the Area Sales Directors to keep them focused on meeting our growth plan objectives.
• Establish and maintain effective formal and informal links with major customers, key decision-makers, and other stakeholders.
• Provide sales management, budget control, compensation guidance.
• Working in partnership with Marketing, develop and maintain an effective local marketing and market development strategy to promote BAYADA services to the broadest base of clients within a region
• Represent the company in negotiations with customers, suppliers, government departments and other key contacts to secure the most effective contract terms for the company
• Oversee the preparation of Quarterly Business Reviews and other Regional Sales reviews
• Oversee the efficient and effective day-to-day operation of the Regional Sales team through supervision, guidance, and accountability.
• Provide leadership through effective communication of vision and active coaching and development while taking appropriate action to hold teams accountable to objectives.
• Ensure effective hiring, orientation, training, development, and retention of dedicated home health sales staff.
• Provide guidance and coaching through field visits, observations, and measurement of results.
• Identify changes in healthcare policy, delivery systems, and competitive pressures to develop and implement strategies and tactics accordingly.
• Prepare quarterly and annual growth forecasts.
• Foster effective teamwork between the region, across the practices, especially in partnership with BAYADA Hospice and among the entire BAYADA Enterprise
• Establish effective relationships and collaboration with all internal departments at BAYADA (Marketing, Finance, Customer Service, Clinical Operations, Communications)

Minimum Qualifications:

• At least a bachelor's degree is required
• Strategic thinker with the ability to communicate key messages clearly and concisely
• A proven record of success in senior level management, preferably in the healthcare industry
• Excellent command of written and spoken English
• A minimum of 5 years senior level Medicare Certified Home Health sales management experience including managing people and resources
• Demonstrate strong coaching and people development skills
• Demonstrated exemplary leadership and business skills while developing and managing business relationships
• Demonstrate strong negotiating skills
• Proactive communication skills with the ability to negotiate contracts and develop support at the Executive level
• Proactive communication skills with a collaborative and inclusive personal style. The individual is equally comfortable working with a small dynamic group as well as in front of a large audience
• Well organized with excellent follow up skills
• Excellent analytical and problem-solving skills
• Ability to assess and develop people for growth and higher-level opportunities
• Ability to make effective and persuasive presentations on complex topics to public groups and or Executive Team
• An ability to travel up to 75%, dependent upon location and demands of the business
• Proven experience working with executive audiences, communicating company and industry wide topics, and getting involved with the details and managing the challenges that exist in every part of a complex organization
• Requires high degree of initiative, judgment, discretion, decision-making and self-direction to accomplish multiple goals of client practices and solutions.
• In depth understanding of challenges that face health plans and health care in general is required.