REPORTING RELATIONSHIPS:

Oversees 3 – 5 Regional Directors of Sales & Marketing.

  
ESSENTIAL FUNCTIONS:

1.                              Creates and promotes a “Rainmaker” sales team culture. 2.                              Leads the development of the overall sales and marketing strategy for the area including definition of marketing goals and objectives and defining the manner and style in which the regions will be positioned in the respective market places, which includes the ability to identify salient patterns, process information conceptually, and sort through extraneous data to arrive at appropriate solutions, goals and objectives.  Must also possess the capacity to generate innovative ideas that require the ability to synthesize information in a relevant and meaningful fashion. 3.                              Oversees the development of the regional marketing strategies. Ensuring these plans identify short and long term sales strategies and marketing objectives for positioning the facility; establishing and enhancing the reputation of the facilities in the region; ensuring widespread recognition of the facilities in the region by the community and medical practitioners that they serve. 4.                              Meeting with referral sources as necessary to facilitate contractual arrangements, resolve issues or introduce new product or service lines. 5.                              As a supervisor, this position is responsible for systematically arranging time, resources, issues and relationships in such a way as to produce desired organizational outcomes, creating a vivid sense of meaning and purpose in others by articulating organizational goals, objectives and vision in a manner that people can identify with, possessing the ability to motivate others to follow, preparing written evaluations of assigned employees, enforcing company policies with authority to issue Disciplinary Action Reports as needed, authorizing suspension of employees for rules violations, initialing time records to authorize variances, participating in the two tier interview process for regional sales and marketing positions, participating in all other positions at discretion or as directed by the Area Vice President or Vice President of Sales and Marketing, and participating in training programs and assisting in the orientation of new staff. 6.                              Providing an ongoing analysis of regional/area performances from a marketing and sales perspective. This management report should include:  Trends and analysis on admissions, referrals and discharges by region and area, which should include meaningful and strategic recommendations; Assessment of each region’s progress on execution of strategic marketing plans, noting positive and negative performance issues and include course of action; Review the weekly tracking reports. Recommend adjustments to each region’s tactics based upon the weekly trends; Review regional reports and discuss observations with the RDSM. 7.                              Will conduct quarterly audits to ensure that sales systems are in place, providing training and resources as required and instituting a course of corrective action when necessary.  This includes setting meaningful and concrete priorities in relation to audit outcomes and anticipating and creating contingency plans to manage corresponding processes. 8.                              In conjunction with the Vice President of Marketing & Sales this position will plan, direct and coordinate overall public relations strategy for the area’s health care facilities; work with Corporate Director of Communications to identify items relevant for press releases and ensure the consistency in the release of information to the press and quality of its appearance to assist the Health care facility staff to manage any adverse issues that may be introduced via the media; Assist in the development and communication of talking points for referral sources. 9.                              Implement, train and reinforce sales and marketing policies and procedures and compliance of the marketing systems of each to ensure the consistency and effectiveness of the company programs and brand. 10.                          Execute co-marketing calls and mentoring calls with the RDSM and RRM focusing on improving the sales skills of each team member. 11.                          Organize and execute orientation for new Regional Directors of Sales and Marketing and Regional Referral Managers. 12.                          Provide ongoing sales training to the Regional Director of Sales & Marketing, Director of Provider Relations, referral managers and facilities. 13.                          Coordinate and complete mystery shops, audits, etc as necessary. 14.                          Develop and maintain personal sales accounts to market and sell Extendicare programs and services. 15.                          Provide consultation to the acquisitions group as they assess facilities; assisting with due diligence as needed. 16.                          Communicate with the Regional Director of Sales and Marketing and the Regional Director of Operations about concerns regarding the compliance to the admissions process or marketing systems.  Make recommendations to the VP of Sales and Marketing on policy and procedures as well as sales and marketing strategies.  Confront disengagement and indifference by presenting an achievable and compelling alternative.  Capacity to identify, sort out and resolve drivers of dysfunction to resolution. 17.                          Conducts training programs, seminars, and conferences for all levels of sales and marketing staff. 18.                          Writes material for new training programs; reviews, evaluates, and modifies existing and proposed programs and coordinates appropriate changes. 19.                          Identifying and defining present and future training needs by coordinating and conducting needs analysis. 20.                          Designs and administers training and development surveys to determine the effectiveness of training programs.

 
Other Duties:

Attends and participates in in-service training, performance improvement (“PI”) committees and other meetings as scheduled and directed.  Performs other duties as directed by facility management.

 
MINIMUM QUALIFICATIONS:

Education: High School Diploma or equivalant.   Experience: At least one year of experience working in a sales and marketing environment, preferably in a health care setting.   Skills, Knowledge and Abilities: 50% multi-state travel required.  Capacity to effectively engage in meaningful dialogue with senior management in a decisive and convincing manner. Presents persuasively and with conviction. Ability to make outside sales calls.  Ability to relate positively, effectively and appropriately with residents, families, community members, volunteers and other facility, regional and area staff. Possess special interest in, and a positive attitude about, working with long-term care residents and the elderly. Ability to read, write, speak and understand English. Possesses a valid driver’s license and has access to a vehicle. Meets all health requirements, as required by law.