Director of Sales And Business Development

Job Description:

The Vascular Institute of Chattanooga (VIC) Director of Sales hires, manages, and coaches a team of seasoned sales professionals. Engages key decision-makers at various levels of healthcare organizations, including (but not limited to) hospitals, physician practices, dialysis access centers, integrated health networks, and self-insured employers. Develop and continuously analyze key data points to meet quarterly sales targets and drive patient referrals by maintaining existing and expanding sources. In this key sales leadership position, the Director of Sales will participate in weekly (and quarterly) VIC leadership meetings to share sales activity data/metrics, comment on sales rep performance, and provide input on growth strategies.

Education, Training, and Years of Experience:

• Bachelor’s degree in marketing, business, nursing, or healthcare administration - Required - Master's Degree - Preferred
• A minimum of 5 years of experience directly supervising a highly functioning sales team with call points in physician offices, hospitals, dialysis centers, etc. - Required
• Experience selling medical services, pharmaceutical products, medical equipment or devices to physicians/surgeons - Required.
• A proven track record of exceeding sales targets with demonstrated career progression as a result of leading effective sales initiatives is required.
• Experience presenting to key decision-makers in c-suite positions at hospital systems, insurance companies, self-insured employers, etc. - Preferred

Position Responsibilities:

• Develop and implement strategic sales plans to achieve company growth objectives.
• Lead and manage a team of sales professionals to meet and exceed quarterly targets.
• Excellent written and verbal communication skills are required.
• Prepare and present a detailed sales team performance metrics analysis in weekly/quarterly leadership team meetings.
• Analyze referral trends, develop a plan to maintain referral volume, identify future growth opportunities, continuously monitor progress, and hold the team accountable for results.
• Detail-oriented and demonstrates advanced organizational and time management skills.
• Complete weekly ride-along with reps and document performance in a field coaching firm (FCF). Distribute to direct report, physician owners, and director of operations within 24 hours.
• Responsible for developing and implementing a strategic marketing plan to grow referrals from existing and new referral sources.
• Personally responsible for maintaining a specific territory and documenting sales activities in the CRM.
• Maintain professional working relationships with internal and external customers; act as a liaison between referring offices and VIC.
• Ability to effectively work with and through physicians, customers, and other personnel collaboratively and cooperatively to improve provider relationships.
• Ability to analyze referral trends/data and develop and implement a sound business development strategy based on reported data.
• Maintain a solid personal presence with referral sources characterized by honesty, integrity, and caring.
• Adheres to professional and ethical standards—compliance with all HIPAA compliance policies.
• Identify and attend regional/national meetings as required to promote VIC. Overnight/weekend travel is occasionally required.

● Collaborate with VIC providers and the operations team to immediately resolve complaints or concerns reported to the sales team by referral sources.

• Respectful, Professional, Competent

Skills and Abilities:

• Ability to speak, read, write, and communicate professionally and effectively.
• Professional, reliable, predictable, and punctual.
• Adhere to all VIC handbook policies and dress codes.
• May be required to work weekends and/or evenings if needed to attend professional meetings, events, and meet project deadlines.