Monday, October 14, 2013

Regional Director of Sales and Marketing

About Extendicare

Extendicare REIT, through its wholly owned subsidiaries, operates 235 long-term care facilities across North America, with capacity for over 26,800 residents. As well, through its operations in the United States, Extendicare offers medical specialty services such as subacute care and rehabilitative therapy services, while home health care services are provided in Canada. The Company employs 34,000 people in the United States and Canada.

Regional Director of Sales and Marketing

Extendicare Health Services is currently interviewing experienced healthcare sales professionals for a Regional Director of Sales and Marketing opportunity! This position will work with our nursing centers located in Washington (2), Mount Vernon, Newburgh, Leavenworth, Dale, and Evansville, IN.

In this role you will lead a sales and marketing team of internal and external marketing staff to establish business relationships in the region and provide center and regional technical expertise regarding internal and external sales and marketing systems which result in census and revenue growth that meet and exceed regional budget expectations.

Qualified candidates will have five to seven years of sales experience which would include three of the years in a sales management role. Experience within the healthcare industry is highly preferred.


Oversees Directors of Provider Relations and Clinical Liasions


1. Manage personal set of key accounts.

2. Develop and implement Regional sales/marketing plans and strategies resulting in increased census mix/total, specifically related to Medicare, Managed Care and Total census.

3. Hire, coach, train and develop Regional sales/marketing force.

4. Coordinate and approve all product development activities within the Region.

5. Coordinate, develop, and approve all regional marketing events, educational programs, open houses, and other referral generating events.

6. Actively coach and train all sales/marketing team members through hands on training in the field.

7. Develop the Regional sales/marketing team members skills for planning and prioritizing sales opportunities and executing sales strategies that meet and exceed revenue/census goals.

8. Consistently evaluate efficacy of hands-on training and individual members skills by conducting coaching calls with both external/internal marketing/sales force.

9. Ensure coordination of lead generating marketing events that target potential quality inquiries, monitor and follow-up with RDO and Area Director of Sales and Marketing on results.

10. Work with Area Director of Sales and Marketing (ADSM) and Referral Managers to assure lead base management is followed while monitoring effective execution of outcomes and return of admissions in business units.

11. Assist ADSM in developing and implementing effective use of sales and admissions process in each center.

12. Assist in the negotiation and roll-out of all managed care and hospital contracts within the Region.

13. Develop Regional strategies with operations staff that result in revenue/census enhancement.

14. Consistently provides analysis and recommendations of census analytics to appropriate team members.

Market Knowledge and Planning

1. Maintains thorough knowledge of the Region, including the centers products and services and the market demands and trends.

2. Design, facilitate and lead sales/marketing strategy for the division. This may include but not be limited to weekly sales/marketing meetings, monthly sales/marketing training meetings, cluster meetings or operations sales/marketing meetings.

3. Assist with the development and management of marketing analytics/metrics as well as demographic data needed to determine market share and integration into marketing plans.

Key Account Management

1. At a minimum conduct a monthly review of key accounts to determine efficacy of sales/marketing strategy.

2. Complete a time-bound, measurable and specific competency /skills development plan for each sales/marketing team member.

3. Assist the sales/marketing team in developing a growing base of referral sources leading to a consistent flow of inquires, resulting in admissions and revenue growth.

4. Manage a list of key accounts that will benefit the Region or that present challenges with in specific areas.

5. Utilize specified sales/marketing management system to track sales/marketing activity.

6. Provide support and training for sales/marketing people on all corporate systems.

Census Growth

1. Drives census growth through collaboration with sales/marketing and Operations Team:

a. Manages a weekly review process with operations; Provides consistent feedback to operations on progress or challenges; Identifies performance situations and responds appropriately to Regional Director of Operations/Area VP; provides a written field trip report to Regional Director of Operations/Area Director of Sales and Marketing on Regional visits; Provides systematic communication among sales/marketing and operations to verify priorities, timeliness of projects, updates and success.

b. Works with Referral Managers/external sales/marketing persons to assure focus on sales activity resulting in increased census mix. Works closely with center management to assure qualified, competent staff are hired and trained in the role of Referral Manager/Sales/Marketing positions. Provides comprehensive training, as outlined in appropriate manuals.

c. Participates in center/regional planning meetings; Attends Operations meetings to inform and educate on sales/marketing programs as well as provide up-dates on key referral development.

d. Takes an active role in Annual Budget as well as P&L reviews. Provides assistance in problem solving and action planning where needed; Provides input regarding centers appearance, budgeting and capital needs; Provides expertise on marketing metrics and demographic analysis.

e. Provides monthly up-dates and reports sales/marketing activity through the designated data collection system to the RDO and Area Director of Sales and Marketing; Communicates effectively with peer managers using their expertise to coach toward team work.

f. Conduct performance evaluations of all direct reports.

Other Duties:

Performs other duties as directed by Area Director of Sales and Marketing


Education: Bachelors degree in Business Administration, Sales, Marketing, or related field.

Experience: 5-7 years of sales experience, including actual selling. At least three of those years, preferably the most recent years, would be in sales management roles with increasing responsibilities. Experience within the health care industry preferred.

Skills, Knowledge and Abilities: Ability to travel as needed. Strong proficiency in Microsoft Office Suite. Capacity to effectively engage in meaningful dialogue with senior management in a decisive and convincing manner. Presents persuasively and with conviction. Ability to read, write, speak and understand English. Possesses a valid drivers license and has access to a vehicle. Meets all health requirements, as required by law. Must be customer-focused. Proven track record of consistently achieving sales goals.


If you can hear yourself saying one of the following:

"Helping People Live Better."

"Revolutionizing Post-Acute Therapy."

"IT Solved."

A challenging and exciting career at Extendicare, ProStep or VCPI awaits you. We value our customers and our teams who care for them. We are enthusiastic about helping others by providing quality care, rehabilitation and IT services. If you are interested in a rewarding career, passionate staff, and a diverse team apply today.

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