Walton, New York
The Director of Sales works with the Regional Leader to grow the business and increase referrals for all AdaptHealth product lines in their assigned territory. This includes the development of a strategic sales plan as well as the identification of new opportunities and referral sources. This position requires substantial knowledge of the local referral base and the local competitive landscape.
Essential Functions and Job Responsibilities:
Ensures continuity between the hospital and the home care setting for all services to maximize revenue, ensure patient satisfaction, and to grow referrals
Maintains employee work schedules including assignments, job rotation, training, vacations, and paid time off, telecommuting, cover for absenteeism, and overtime scheduling.
Looks to establish new, profitable business on an ongoing basis in coordination with Regional and Service Line Leaders.
Oversees development and maintenance of Sales Action Plans in all service areas.
Owns compliance requirements for his/her team, evaluating individual performance and initiating corrective action as necessary to ensure region achieves goal of compliant referrals.
Enforces company policies and philosophies regarding the collection of patient’s financial responsibility and leads team in achieving regional goals for collection of patient financial responsibility.
Ensures each member of his/her team is competent to sell all services in the AH portfolio that are available in the region. This includes ongoing training, evaluation, and competency checkoffs.
Works with Regional Leader to drive the local strategic plan.
Assesses current and potential referral volumes and makes recommendations for strategies to increase growth.
Identifies programs, initiatives and service needs that could potentially increase company revenues, decrease costs and/or increase customer satisfaction.
Increases referral volume from assigned accounts by promotion within business lines and cross selling among business lines through regular and ongoing solicitation/facilitation of referral orders from assigned accounts.
Promotes products and services provided by AH to all health care professionals that they may encounter daily.
Understands and maintains balanced focus on most profitable business lines.
Attends trade shows for corporate promotion.
Educates physicians, nurses, case managers, discharge planners, home health agencies and therapists on company services, technology, documentation, and reimbursement guidelines as needed.
Assists and serves on multiple committees and project groups as requested by Senior Leadership.
Collaborates with other leaders in the organization to improve processes and patient experience.
Communicates regularly with other managers, the director, senior leaders, and other designated contacts within the organization.
Facilitates the procurement of 485’s or certificates of medical necessity among physician population for difficult to obtain documentation.
Participates in appropriate professional organizations and company groups.
Maintain patient confidentiality and function within the guidelines of HIPAA
Completes assigned compliance training and other educational programs as required
Performs other related duties as assigned
Management / Supervision:
Responsible for selection and hiring of qualified staff, ensuring an effective on-boarding, and providing comprehensive training and regular feedback
Accomplishes staff results by communicating job expectations; planning, monitoring, and appraising job results; coaching, counseling, and disciplining employees; developing, coordinating, and enforcing systems, policies, procedures, and productivity standards
Establishes annual goals and objectives for the department based on the organization’s strategic goals
Responsible for achieving organizational performance and retention goals, including timely completion of performance evaluations
Competency, Skills and Abilities:
Decision making skills
Direct sales and meeting sales goals
Expert communication and interpersonal skills
Strategic business partner
Ability to prioritize tasks and manage multiple projects
Strong analytical and problem-solving skills with attention to detail
Proficient use of Microsoft Office Suite – Excel, Word, and PowerPoint
Solid ability to learn new technologies and possess the technical aptitude required to understand flow of data through systems as well as system interaction
Education and Experience Requirements:
Bachelor’s Degree in Business or related field
Four years work related experience in sales
Exact job experience is sales management in a health care organization, pharmacy that routinely bills insurance or provides HME, IC or HH (Medicare certified) services
Prior DME care experience preferred
Valid and unrestricted driver’s license
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