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Sales Strategy & Business Analysis Lead

JOB-ID: 11795

Job Title Category Location Job Type Posted
Sales Strategy & Business Analysis Lead Management/Leadership Miramar, FL 33025 Full-Time 08-27-2021
The Sales Strategy & Analysis Lead is responsible for development of sales strategies and execution plans for centrally supporting VITAS programs as well as leading external customer engagement strategies. The role proactively monitors organizational sales trends as well as external sales opportunities and will create and execute strategic opportunities to grow sales while collaborating with internal stakeholders to ensure high quality offering of services.

Ownership of organizational sales opportunities both internal & external with electronic referrals, direct messaging, and other interoperability opportunities

  • Serves as subject matter expert on electronic referral and other interoperability opportunities for the organization. Proactive in helping the organization identify risk areas as well as opportunities in new arenas and current business enhancements
  • Account Manager for existing and new electronic vendors which includes contracting, support with new locations, and other proactive opportunities to strengthen VITAS in the electronic referral space
    • Collaborate and coordinate with Care Connection Center for enhancements opportunities and changes to platform:
      • Improvements to Service Delivery
      • Ensure seamless onboarding for new programs and new referring facilities
    • Provide support to program sales opportunities:
      • Initial and ongoing training via Evolution Sales Training to ensure sales leadership has basic understanding of how opportunities within electronic referrals pace with hospitals and other account types
      • Provide local sales team expertise and support in messaging VITAS capabilities to accounts to ensure maximal use of the electronic referral platform
      • Sales go-to market strategy & execution include creation of sales aids and associated training for new market and new facility opportunities 
    • Lead Direct Messaging and other interoperability sales opportunities and initiatives
      • Drive Direct Messaging engagements in tandem with field leadership
      • Help operations leadership and programs to properly vet opportunities to ensure business case and rational lead to long-term growth. Also helps to identify any potential risks associated.
      • Proactive approach including sales strategy support, customer engagement/expectations and ongoing execution to ensure business case established upfront and continues throughout execution

Proactive and Ad Hoc Analysis and Strategy Development for Organization’s Internal Opportunities

 

  • Proactive assessment of internal opportunities using organizational tools such as enterprise data warehouse and other associated reporting to support specific regions, programs, and other market segment opportunities.
  • Provides structured presentation of proposed strategies based on findings to support growth and/or development
  • Provides ongoing analysis to measure outcomes of strategy
    • Territory analysis
      • Analyzing potential of territories
      • Analyzing existing distribution of account potential among territories
    • Market analysis
      • Analysis on how to approach existing markets
        • SWOT Analysis for
          • VITAS
          • Competition
          • Referral Sources
    • Budget analysis and recommendations based on specifics to sales team functions
    • Development of standardized infrastructure for sales assessment tools to improve business accountability of local market leadership and regional leadership
      • Of Individuals/Programs/Regions
      • Develop tools to improve sales team development & accountability

Proactive and Ad Hoc Analysis and Strategy Development for Organization’s External Opportunities

  • Proactive assessment of external opportunities using organizational tools such as enterprise data warehouse and external business intelligence information to support sales opportunities that align with VITAS footprint (regional and national).
  • Ability to leverage electronic referral, direct messaging and interoperability opportunities to integrate into strategy
  • Provides structured presentation of proposed strategies based on findings to support growth and/or development
    • Advanced alternative payment models
    • Health plans and large Manage Service Organizations (MSOs)
    • Large hospital/nursing home, and assisted living facility chains
    • Large physician group practices
  • Analysis and direction on how to approach new markets
    • Enter
    • Acquire
    • Avoid

Collaborate with Sales Central Support & Strategy/Innovation Teams, Central Support Departments, Operations Leadership, and other Internal Stakeholders to support organizational sales growth initiatives

  • Strong communication and collaboration with Sales Central Support and Strategy and Innovation Team members to ensure sales training and strategy direction are in alignment with overall organizational goals. Work together to develop strategies, define accountability, and execute as team.
  • Work collaboratively with internal stakeholders throughout the organization including partnering with IT, Care Connection Center, EDW, Compliance, and Marketing to execute business strategies.
  • Provide support to our Regional Operations Leadership team by assessing challenges and opportunities based on feedback and independent analysis to propose solutions
  • Collaborates with local market General Manager and DMD to best understand operational opportunities that drive sales.
  • Makes recommendations to the VP of Sales and Executive Leadership Team on the sales division as well as strategies.
  • Identify areas where cross functional team members should be included in the sales process.
QUALIFICATIONS
  • Advanced in business analytics in order to forecast growth opportunities
    • Advanced Microsoft Excel skillset
    • Advanced Microsoft Power Point skillset
  • Able to demonstrate experiences of developing strategies and solutions to drive sales portfolio of business
  • Minimum of 2 years of experience in working with customer facing Healthcare Information Technology (HIT)
  • Demonstrates experiences of developing strategies and solutions to drive sales
  • Sales experience and/or formal sales training program preferred
  • Demonstrated prioritization and organization skills including close attention to detail
  • Ability to work effectively as a team leader/member must be a strength.
  • Understanding of collaboration with cross-functional teams to develop actionable plans.
  • Flexibility with travel requirements of the role
  • Ability to prepare and execute presentations to others
  • Demonstrated ability to write effective business plans and sales plans
  • Working knowledge of healthcare trends and how they apply to the position 
EDUCATION
  • Master’s degree preferred
  • Bachelor’s degree in Business Administration, Healthcare Administration  or related discipline from an accredited institution required
SPECIAL INSTRUCTIONS TO CANDIDATES
  • EOE/AA M/F/D/V

Why VITAS Healthcare and What Do They Offer Me?

VITAS Healthcare is the nation’s leading provider of end of life care. We provide our employees opportunities for professional growth, advancement and competitive benefits.

Benefits Include:

- Competitive compensation 
- Health, dental, vision, life and disability insurance
- Pre-tax healthcare and dependent care flexible spending accounts
- Life insurance
- 401(k) plan with numerous investment options and generous company match
- Cancer and/or critical illness benefit
- Tuition Reimbursement
- Paid Time Off
- Employee Assistance Program
- Legal Insurance
- Roadside Assistance
- Affinity Program
Choose a Career with VITAS

We offer a variety of full-time, part-time and per-diem employment opportunities. You can choose to work day or night shifts, weekdays or weekends.

Employees earn competitive salaries and have the flexibility to choose a benefits package suitable to their own needs and lifestyle.