Regional Sales and Marketing Director

Welcome to Genesis HealthCare! We're setting the standard for clinical excellence and responsiveness in meeting the unique needs of every resident and patient in our care. We're focused on becoming the recognized leader in clinical quality and customer satisfaction in every market we serve.

Position Description:

POSITION SUMMARY: Key field-based resource for developing, implementing and managing sales and marketing strategies to boost total census, mix and revenue in nursing centers and assisted living communities.

RESPONSIBILITIES/ACCOUNTABILITIES:
1. Directly supervises External Care Coordinators, dotted-line management of Admissions Directors/Customer Relations Managers/Directors to accomplish targeted census goals.
2. Implement and manage corporate systems to track inquiries, admissions, discharges, sales calls and other information necessary to monitor sales and business activity. Utilize measurement systems per company policy to communicate information to appropriate Sales, Marketing and Operations management personnel and develops strategies to meet company goals.
3. Conduct sales calls to targeted referral sources with service site and/or cluster Sales staff. Provide feedback and coaching on sales call performance.
4. Implement training and orientation programs to ensure center sales and marketing teams receive orientation and hands-on training sufficient to perform job responsibilities and meet job standards. Conduct classroom or one-on-one orientation and training sessions for Admissions Directors, cluster marketers, External Care Coordinators and service site back-up teams.
5. Lead Marketing personnel and center-based teams in development and implementation of marketing plans that set measurable objectives goals, target referral sources for sales call initiatives, and propose community awareness strategies.
6. Partner with operations and center-based teams to identify total census and census mix barriers and develop strategies to eliminate or minimize internal to census development barriers.
7. Consult with cluster and/or hospital-specific Care Managers responsible for assessing and routing customer referrals into service sites and communicating Genesis Health Care product to medical referral sources.
8. Implement and monitor market analysis and environmental analysis process at least once annually to gather competitor rates, census, mix, and program information. Communicate results to appropriate Operations and Marketing staff.
9. Manage sales process within assigned territory to identify key accounts and develops sales strategies with assigned sales representatives.
10. Conduct sub-regional and cluster sales/marketing meetings and/or teleconferences as appropriate to review census development initiatives, targets and performance.
11. Provide marketing support to the census of Genesis Health Care including managed care. Genesis Health Care is defined as the Genesis ElderCare Line and any owned, managed, joint-ventured, and/or affiliated businesses.
12. Participate in Regional and sub-Regional Operations financial reviews as requested.
13. Participate in corporate Marketing training programs as required.
14. Conduct local market research as necessary to identify new program, strategic alliance and managed care contract opportunities.
15. Implement reporting process and present performance results on a periodic basis to management and operations teams.
16. Performs all related duties as requested.


Qualifications:

SPECIFIC EDUCATIONAL/VOCATIONAL REQUIREMENTS:
1. Four-year degree required. Masters degree in Business Administration, Marketing, or Health Care Management preferred.
2. Five to 10 years experience in healthcare industry required and regional healthcare market experience preferred.
3. Multi-facility management experience or health care product or service sales experience preferred.