Senior Director, Healthcare Sales at Covenant Living · Covenant…

Senior Director, Healthcare Sales

Location: Covenant Living Communities and Services- Skokie, IL

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The Senior Director, Healthcare Sales leads regional healthcare sales and business development for Covenant Living’s skilled nursing and assisted living communities, ensuring census, occupancy, and revenue goals are achieved. As a senior leader within the national sales division, this role collaborates with healthcare sales leadership and cross-functional teams including Operations, Finance, Marketing, and Communications to optimize revenue and drive growth across all healthcare product lines.

Working in collaboration with and under the strategic oversight of the Vice President of Sales, the Senior Director manages outreach and referral relationships, analyzing sales performance metrics, and developing and executing regional and local sales strategies. The Senior Director provides training and guidance to healthcare sales personnel, supports implementation of central office initiatives and policies, and works closely with community leadership to ensure alignment.

While part of the national sales system, the position requires frequent engagement with local sales and operations teams to ensure seamless execution of plans and programs, fostering innovation and continuous improvement to meet organizational objectives and revenue targets.

This role promotes collaboration and alignment across the national sales team, creating synergies and working as one unified sales system across all levels of living. Responsibilities include supporting peers, sharing best practices, and coordinating efforts to ensure consistency, efficiency, and excellence in achieving organizational sales goals.

ESSENTIAL RESPONSIBILITIES:

• Serve as the regional lead for healthcare sales and business growth with oversight of an assigned portfolio of Covenant living (healthcare) communities both skilled and assisted living for the purpose of achieving census/occupancy and revenue goals.
• This role is also responsible and accountable for managing the business development of the organization’s services line of products.
• Accountable for management of sales efforts, including but not limited to the review of all sales related analytics and outcomes, assisting in the development of local or national healthcare strategies, managing execution, fostering professional referral relationships, and education to healthcare sales with community and central office leadership.
• Frequent communication with teams, developing strong relationship building and closely monitoring the metrics in collaboration with community and central office leadership.
• Accountable for supporting and monitoring the implementation of sales plans, strategic opportunities in the marketplace, central office initiatives and policies while collaborating with the CO Sales team and leadership.
• In alignment with national sales, provide recommendations and/or enhancements to services, pricing, and programs to increase marketing effectiveness and respond to changing market demands.
• Direct healthcare sales workforce strategies, including recruitment, onboarding, retention, training program design, performance reviews, commission policies and related procedures.
• Working within the framework established by national sales leadership, develop sales guidelines and goals for healthcare sales teams to achieve occupancy outcomes; ensure systems are in place for developing and cultivating sales to exceed enterprise goals through analyzing high performing sales strategies, new development recommendations, market positioning and influence improvement in real time to generate positive sales conversions.
• Partner with the Vice President of Sales to develop and implement sales strategies for each community to maximize occupancy.
• Utilize tools such as PowerBI, CRM, and call tracking systems to assess and report on sales activity, coach teams on lead management and pipeline development.
• Interface and align efforts with AVP Community Operations and Executive Directors on campus reviews to identify and assist communities with increasing healthcare sales and occupancy.
• Partner with and leverage the strategic direction of the Chief Marketing and Digital Strategy Officer and Director of Marketing guidance to develop tactical lead-generation marketing plans, including events, campaigns and collaborate on marketing strategies including promotional materials, events, and messaging.
• Ensure compliance with national healthcare sales protocols, training, initiatives, and budgets.
• Guided by enterprise-wide sales leadership priorities, develop and implement quarterly sales plans and submit weekly activity and outcome reports. Engage with VP Sales to design and execute strategic sales and marketing tactics to drive business outcomes for healthcare product lines; lead presentations for new business and speaking engagements.
• Represent and advance the organization’s mission through collaboration with healthcare sales teams; identify new market areas and trends to recommend enhancements.
• Build relationships within the senior care profession by attending trade events, networking opportunities, and hosting provider learning experiences.
• Perform other duties as assigned.

EDUCATION AND WORK EXPERIENCE:

• Required Degree: Bachelor’s degree in business, Public Health Administration, Communication or Marketing
• Preferred Degree: Bachelor's degree in business, Public Health Administration, Communication or Marketing or 5 years healthcare setting with SNF experience
• Preferred Certificate(s): N/A
• Experience:
  • Minimum of 5 years’ experience in Sales experience in healthcare sales in SNF setting required
  • Minimum of 3 years management / supervisory experience across multiple states/locations.
  • Experience mentoring, motivating, and developing staff. Experience as a manager of people.
  • Experience understanding senior living operations with well-developed campus operations knowledge.
  • For-profit business experience is a plus.
  • Experience in a multi-site organization required.
  • Experience in Skilled Nursing / Long Term care is required.
  • Experience building relationships in a matrix organization is a plus.
  • Experience with assessing clinical capabilities

KNOWLEDGE, SKILLS, AND ABILITY:

• Strong interpersonal skills, to mentor and grow the team and build relationships.
• Good conflict management skills, to reduce and resolve conflict without a lot of noise.
• Creative mindset, with ability to generate creative solutions to problems and new ideas that can drive business development.
• Excellent communication skills, both oral and written. Must demonstrate strong consistency and business professionalism in communication skills to effectively work with residents, families, physicians, and staff.
• Good judgement and discretion.
• Business mindset, with ability to proactively seek out opportunities to better the business.
• Ability to work effectively in a matrix environment and ability to partner with other groups across the organization.
• Ability to consistently meet hard deadlines. Ability to prioritize activities to deliver results and achieve deadlines.
• Strong ability to build positive relationships and manage relationships effectively.
• Ability to be resourceful and forward thinking.
• Problem solving mindset, with desire to continuously improve operations.
• Proven ability to lead team effectively to achieve successful business results.
• Well versed in regulatory requirements.
• Strong technology skills, including proficiency in Microsoft Office Suite as well as ability to work with dashboards, spreadsheets, data manipulation, and medical record navigation.

PHYSICAL REQUIREMENTS:

• Regular, predictable attendance is required.
• Sufficient physical ability and mobility to work in an office/community setting.
• Ability to stand or sit for prolonged periods of time.
• Ability to occasionally stoop, bend, kneel, crouch, reach, and twist.
• Ability to lift, carry, push, and/or pull light to moderate amounts of weight up to 50 lbs.
• Ability to operate various equipment based on department and weather conditions.
• Engaging in repetitive movements of wrists, hands, and fingers - typing and/or writing.
• Clarity of Vision:
  • For near visual acuity Clarity of vision at approximately 20 inches or less (i.e., working with small objects or reading small print), including use of computers.
  • For far visual acuity, Clarity of vision at 20 feet or more. This is not just the ability to see a person or object, but the ability to recognize features as well.
  • For peripheral vision, observing an area that can be seen up and down or to right or left while eyes are fixed on a given point.

COMPETENCIES:

• Leadership: Guide and inspire a high-performing Customer Success team that achieves and exceeds revenue targets while fostering customer loyalty and growth
• Customer Success: As a customer advocate build strong relationships with our customers, understanding their needs and ensuring their success with our platform. Promote increased adoption and expansion of our solutions within customer organizations
• Continuous Improvement: Advocate for and implement a culture of continuous learning and improvement within the team. Drive initiatives that improve customer satisfaction and team efficiency
• Account Strategy: Define and execute strategies to drive customer retention, renewal, upsell, and cross-sell, contributing directly to our growth objectives
• Cross-Functional: Collaboration Collaborate with other departments to align on company goals, relay customer feedback, and ensure a unified customer experience

#Corporate

$149,360.00 - $244,913.00 per year

Reasonable Pay Estimate

A reasonable estimate of the pay range for this position is $149,360.00 - $244,913.00 per year. There are numerous factors taken into consideration in determining the actual offered rate of pay, including but not limited to: job-related qualifications, experience, skills, education, geographic location, and consideration of internal and external equity.

For full time employees, we offer a generous benefits package that includes:

• Medical, dental and vision insurance

• Employer paid group term life and disability

• Paid Time Off (PTO) & six paid holidays

• 403(b) with a 3% employer match

• Fitness center use at most facilities.

• Various voluntary benefits:

• • Life, AD&D

  • Tuition assistance and scholarships

  • Employee assistance program

  • Legal services, home/auto insurance, discount purchasing program

  • Pet Insurance

For more information about Covenant Living and CovenantCare at Home, please visit www.covliving.org or www.covenantcareathome.org.

Covenant Living and CovenantCare Home Health and Hospice are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, or any other characteristics protected by local laws, regulations, or ordinances.