GuideStar Eldercare

Sales

• The Vice President Sales agrees to work as reasonably scheduled by GSE.
• Assist in sales strategy development.
• Recruit, train, and coach a sales team with members operating in multiple states.
• Set monthly sales targets and motivate sales team. Manage the team resources and operations to deliver profitable growth.
• Prepare reports with data regarding sales metrics, individual sales development representative performance, and mission-related objectives.
• Develop plans and strategies for developing business and achieving company sales goals.
• Create a culture of success and ongoing business and goal achievement.
• Define optimal sales force structure.
• Build a sales force in the healthcare industry that top sales performers want to join.
• Manage customer expectations and contribute to a high level of customer satisfaction.
• Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets.
• Define and coordinate sales training programs that support company sales objectives and enable staff to achieve their potential.
• Define sales processes that drive desired sales outcomes and identify improvements where and when required.
• Put in place the infrastructure and systems to support the success of the sales function.
• Provide detailed and accurate sales forecasting.
• Compile information and data related to customer and prospect interactions.
• Monitor customer, market, and competitor activity and provide feedback to company leadership team and other company functions.
• Work closely with the marketing department to establish successful branding programs and sales support programs.
• Manage key customer relationships and participate in closing strategic opportunities.
• Travel for in-person meetings with customers and partners to develop key partnerships is a requirement of the position. Travel may also be required for ride-alongs or other sales development activities.

Associate Vice President – Sales

Account Manager

• The AM agrees to work as reasonably scheduled by Company.
• Primary function of this role is to meet vertical sales goals established within the Heads in Beds (HIB) initiative. Autonomous field sales (growing referrals), independent decision-making, and building relationships with clients.
• Must have reliable transportation between home and all assigned facilities in sales region.
• Manages the implementation of GSE services with facility sites.
• Provide education to facility staff regarding the referral process as well as informational materials.
• Support clinician-facility interactions and serve as liaison; introduce providers to key facility personnel and expediate the onboarding (including facility walk-thru) and support of clinical providers with administrative issues encountered in facilities (passwords, EMR access, etc.).
• Develop client service improvement strategies in conjunction with GSE regional, clinical, marketing, and operations management/teams. Lead the implementation of such strategies.
• Serve as primary GSE contact with facility staff. Maintain up-to-date records of facility contacts. Perform soft surveys of customer satisfaction. Track and trend client issues to identify patterns that require process improvement.
• Services provided by the AM shall be performed almost exclusively at independent and distinct facilities (i.e. nursing homes and assisted living facilities). Travel by car may be required daily, of which overnight stays may be approximately 5-10%.
• Meet established monthly vertical sales goals for Heads in Beds initiative.
• Performs audits to identify patients within facilities who are eligible for GSE services. Consult with long term care facility staff to strategize and implement a referral plan.
• Maintain and grow relationships with staff at client facilities.

• Provide excellent customer service, retention and growth of existing accounts, and sales.
• Sustain rapport with key accounts by making periodic visits – exploring specific needs; anticipating new opportunities.
• Achieves sales operational objectives by contributing sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing quality and customer-service standards; resolving problems; completing audits; identifying trends; determining system improvements; implementing change.
• Identifies sales opportunities by identifying customer needs; identifying new patients in need, forecasting projected business; establishing targeted market share.
• Accomplishes organization goals by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
• Protects organization's value by keeping information confidential.