Hospice - Area Sales Manager

Job Goal:

To develop business partnerships generating hospice referral growth by making effective sales contacts, calls, and presentations. Serves as the agency staff representative with physicians, facilities, discharge planners, and community agencies. Responsible for the overall development and referral growth of assigned territory as well as within AE team.

Essential Functions: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Responsible for the overall development and referral growth of assigned territory, including facilities, physicians, home care providers, and community agencies.
• Develops, implements, and evaluates quarterly and annual territory plans to achieve growth goals and to implement agreed upon strategies and actions.
• Develops business relationships with providers by making effective sales calls and presentations to targeted referral sources.
• Maintains professional and clinical knowledge of provider services. Acts as liaison between referral partners and agency to communicate information about new products, programs, and service delivery.
• Meets with patients and families to discuss Hospice services the department-specific agency-level , follow up,agreed-upon services, individual needs/concerns, and manage expectations, as needed.
• Takes the initiative in building relationships within the Intake department and with the appropriate patient care resources staff to assure the establishment of effective communication with referral sources and internal stakeholders.
• Updates and maintains customer and competitor profiles, logs daily call activity, and documents plans for follow up activities with referral sources.
• Serves as agency staff liaison with physicians, facility nurses, social workers, discharge planners and community agencies; works with various community agencies to facilitate the delivery of appropriate services for potential patients.
• As requested by the Director of Business Development, participates in marketing efforts for the purpose of educating the healthcare community about hospice programs, including physician calls, lunch and learns, health fairs, speaker’s bureau, and CEU programs for healthcare providers.
• Prepares monthly tracking reports on referral sources and keeps agency informed of key marketplace changes relating to providers and competitors.
• Understands that teamwork is a crucial part of our business, and is able to work well with colleagues, no matter the circumstances. Using individual skills, cooperates with others, and accepts and provides constructive feedback despite any personal conflicts between individuals involved.
• Utilizes current Agency and/or department specific software to complete assignments.
• Provides mentorship to Account Executive team members to foster agency level growth.
• Assists manager in determining Account Executive portfolio and call routes for team
• Any other Job duties assigned that promote growth through sales initiatives.

services, the department-specific agency-level follow-up

The above statements are only meant to be a representative summary of the major

duties and responsibilities performed by incumbents of this job. The incumbents may be requested to perform job-related tasks other than those stated in this description.

Supervises: Account Executives

#LowLC1

Position Intake Form

Job Title

ASM- Hospice

FMLA Status (FT/PRN)

FT

Agency

Fairmont Hospice

Coverage Area (Zip code)

Richmond

Schedule availability needed / On call required?

M-F 8-5, Weekends and after hours if required

Pay range

$110k- $120K

Targeted Start Date

2 weeks 12/01/2025

Special experience needed

Hospice Sales management experience Required and BOB required

Critical Need (Y/N)

Yes, 911

Additional information

Must be flexible to cover large territory

IT Requirement

Tablet

Interview Team (Designees)

Dawn Wolda, Josh Ingle

Approved by (approver’s name)

Stacie Bratcher, VP Hospice