AVP, Business Development - Hospice

Overview

The Area Vice President (AVP) of Business Development is responsible for identifying and pursuing new
business opportunities to drive growth and revenue for assigned area or territory. The AVP is responsible
for leading a team of Community Liaisons and works closely with the RVP of Business Development to
develop and execute business development strategies, including market analysis, competitor research,
and partnership development. The AVP of Business Development also supports the negotiation and
closing of new business deals, manages client relationships, and ensures customer satisfaction. They
play a crucial role in supporting the company's market presence and achieving its financial goals. Strong
analytical, communication, and negotiation skills are essential for success in this role

Responsibilities

• Implements the sales and marketing strategies to grow and expand the Hospice business in
assigned Area
• Directs the implementation of sales strategy through discussions with the area business
development team
• Monitors and maintains data on market area including competitors and marketing strategies and
works with the RVP of Business Development to develop a comprehensive marketing plan
designed to meet budgetary volume projections
• Manages and directs the area business development team in planning in-services, presentations,
and in addressing issues with referral sources
• Initiates and coordinates contract negotiations with agencies, funding sources, facilities, insurance
companies, and managed care organizations
• Supports and promotes company philosophy to referral sources in the community
• Implements the sales and marketing strategies to grow and expand the Hospice business in
assigned Area

• Directs the implementation of sales strategy through discussions with the area business
development team
• Monitors and maintains data on market area including competitors and marketing strategies and
works with the RVP of Business Development to develop a comprehensive marketing plan
designed to meet budgetary volume projections
• Manages and directs the area business development team in planning in-services, presentations,
and in addressing issues with referral sources
• Initiates and coordinates contract negotiations with agencies, funding sources, facilities, insurance
companies, and managed care organizations
• Supports and promotes company philosophy to referral sources in the community
• Develops and maintaining comprehensive working knowledge of organization's markets including
but not limited to key referral sources, competitors, governmental agencies, and major payer
groups and applies this knowledge to effective sales planning and positive public relations.
• Monitors current industry and marketplace changes and opportunities for competitive advantage
• Participates and contributes to the annual budgeting process for the Hospice Division for the
respective area of responsibility.
• Holds leaders (business development) and teams accountable for the achievement of monthly,
quarterly, and annual budgets and business / clinical quality goals
• Provides leadership, mentoring, coaching and development to direct reports
• Responsible for reporting on plans and achievement of business, admission and clinical / quality
goals to division leadership.
• Responsible for recruiting, interviewing, hiring, and training of direct reports
• Monitors turnover in the area of responsibility. Ensures proper hiring, training, and development of
newly hired staff. Works closely with support departments to achieve
• Routine collaboration with payer contracting to negotiate the strongest contracts
• Monitor metrics proactively to effect change in a positive direction before month end
• Collaborate with business partners and use appropriate resources to accurately forecast monthly
admissions/growth
• Assigned territory and area of operation can change based on business need

Qualifications

• Bachelor's degree in Marketing, Business Administration or related field
• Ten years experience in hospice and/or home health business development
• Five years experience leading business development professionals
• Proven success in the development and execution of strategic marketing plans
• Excellent presentation and public speaking and sales skills
• Experience in strategic planning and collaboration with executive, sales, product development
and key operational groups

• A deep and broad professional network that aligns to our target client base preferred
• Demonstrated track record in building new book of business, client relationship management, and
evidence of closing and growing accounts preferred

• Strong analytical, communication, and negotiation skills
• Ability to work with remote teams with units in multiple locations
• Relationship building skills