Area Director of Sales (Hospice)

At Coastal, we believe Hospice care is more than a service—it’s a calling. Every day, our team brings comfort, dignity, and peace of mind to patients and families facing life’s most delicate moments. With compassion at our core, we create a workplace where kindness leads, voices are heard, and every role carries purpose. If you’re looking to make a difference in the lives of others while being part of a team that feels like family, we’d love to welcome you.

Job Summary:

The Area Director of Sales is responsible, along with the ED/DHCS/ADO/RVP/VP of Sales/Market President, for meeting census growth goals for the program through supporting and monitoring the implementation of the sales model, supervision and deployment of sales model, supervision and deployment of Partnership Development Representative and sales training of site leadership and sales staff.

Essential Functions: 

• Provide leadership and accountability by coaching, developing, and retaining a high performing sales team.
• Demonstrate consistency in achieving both admit and census goals by monitoring and assessing the progress and development of each Account Executive/Territory. Prompt attention and action to any gap in performance to budgeted expectations and barriers related to these gaps.
• Develop Leads
• Responsible for achieving census growth goals for the program.
• Supports ED/DHCS/ADO/RVP/Market President if requested to manage Sales Representatives and admission staff.
• Monitors first and second sales activities and results to ensure effective implementation of sales model and strategy.
• Works closely with (VP of Sales and Marketing/Regional Sales Director) and Home Office Marketing staff to proactively surface sales needs and communicate competitive information, ideas and local re-equipment’s.
• Works jointly with ADO/RVP/Market President/VP of Sales to develop, implement, and maintain the annual marketing plan.
• Along with DHCS/ADO/RVP/VP of Sales/Market President, establishes direct relationships with large, preferred accounts, including physicians accounts, nursing homes, assisted living facilities, managed care companies and hospitals.
• Actively involved in the recruiting and hiring process for Sales Representatives.
• Works with local team to organize and coordinate events and conferences.
• Supports the contracting efforts of the regional and area teams, ED/DHCS/ADO/RVP and Sales Representatives as needed.
• Ensures compliance with corporate identity and admissions access standards.
• Has a duty to report any potential misconduct or violation of Empower of Conduct or federal or state laws and regulations.
• Supervise and manage the entire admission process, from marketing to intake/referral calls, through the admission process.
• Act as a brand champion, ensuring that the mission and vision of our company are understood and carried out with consistency.
• Develop department’s goals, construct strategies and plans, manage implementation and assess results.
• Participate in admission forecasting and budgeting.
• Maintain contacts with key referral sources and support long term business relationships.
• Assure that the Admissions Team makes appropriate contacts with referral sources to generate referrals to the program.
• Train and mentor, all admission staff in the proper procedures for smooth admission processes.
• Document professionally, accurately, and timely as required and according to procedures.

Additional Responsibilities: 

• Performs other duties as assigned or requested.
• Conforms to all applicable Agency policies and procedures.
• Participates actively in continuing education and in-services.
• Maintains confidentiality of patient information and business trade practices
• Assumes accountability for reporting incidents and complaints according to Agency policy.

Knowledge / Skills / Abilities:

• Organizational skills
• Ability to supervise in accordance with Agency’s policies and applicable laws.
• Ability to respond to common inquiries or complaints, regulatory agencies, or members of the business community.
• Time management
• Cooperative attitude
• Advanced written and verbal interpersonal communication
• Basic math skills related to patient care.

Age-Related Competencies:

Demonstrates the basic knowledge and skills necessary to identify age-specific patient needs appropriate for this position.

Information Management:

Treats all information and data within the scope of the position with appropriate confidentiality and security.      

Risk Management:

• Cooperates fully in all risk management activities and investigations.
• Keeps abreast of changes in health care law.
• Maintains Agency/program compliance with local, state, and federal laws as well as state accreditation standards.

Minimum Position Qualifications:

• Education: Bachelor's degree in a related field or a combination of education and experience will ensure the requisite skills
• Experience: 2-5 years of sales and marketing experience
• License / Certification: Driver’s license and proof of current auto liability insurance; no listing in the OIG Excluded Provider listing

Environmental Conditions:

Works under a variety of conditions in facilities and offices; ability to work flexible schedule, ability to travel locally; some exposure to unpleasant weather.  Moderate noise level; tasks may involve exposure to bloodborne pathogens; moderate stress and emotional demands. 

Physical Requirements: Sitting is required. Requires ability to always handle stressful situations in a calm and courteous manner. Requires working under some stressful conditions to meet deadlines and agency needs. Ability to travel.       

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities.