The Regional Director of Sales & Business Development is responsible for promoting the services of the regional facilities, providing continual training and monitoring the sales and business development activity of the facility sales teams and clinical liaisons in market territory. The Regional Director of Sales & Business Development shall know the policies and procedures of the facility and be prepared to follow them throughout their daily routine. Responsible for actively managing short and long term-leads to qualify prospects and move them through the sales process, converting sales leads to reservations via telemarketing, personal contacts and networking. Must manage census daily for region assigned in order to assist the facility to meeting their goals. Maintain a working knowledge of the local market place tends and competitors to assist in development of sales and advertising strategies and action plans. Develop a strategic business development plan which addresses Hospitals, Physician, Managed Care Organizations and other tactical partners.

Essential Functions

Maintain thorough knowledge of the community’s products and services to effectively and accurately represent the community to referral sources and prospects

Maintain a served-market analysis defining the total market, company market share, competitive market share, and available market share in your region

In conjunction/coordination with the facility sales team, Clinical Liaisons, Administrator, VPO, Admissions Coordinator, Corporate Director of Sales Management, and SVP of Business Development and implement long range plans for the facility and in its effort to establish and maintain our advertising and public relations programs

Assist the facility in contacting the news media when new programs, promotions, etc. are implemented with the facility that will be beneficial to the facility and community alike

Keep the Administrator and/or Admissions Director informed of newspaper, radio, and television accounts of noteworthy items of general interest that may have an impact on our facility or the regulations that govern our facility

Identify, build, and develop an effective network of community and professional sources for potential resident referrals and establish relationships that ensure continuing opportunities for the facility and the company to include but not limited to attending and setting up meetings with C-suite Hospital Meetings, Accountable Care Organizations, Bundle Payment Programs, Case Management, etc

Qualify prospects, conduct meetings and community tours with identified prospects and develop an organized sales approach to effectively move prospects through the sales process Maintain an accurate record of current sales statistics, competitive analysis and other information. Promote the company in a positive manner and effectively communicate our values to residents, visitors, coworkers, and the community Work with the Clinical Liaison, Admissions Director and/or Admissions Coordinator to establish a creative sales and advertising plan for the community.  Seek advertising sources and coordinate public relations efforts Drive facility in achieving revenue growth, payor mix, and revenue goals by selling the facility’s products and services externally Impact local community representing and positioning our company as the industry leader Assist with the development of company advertising and promotional activities to include trade shows, open houses and conventions Work in the role as the Clinical Liaison, Admissions Director in the temporary absence of one until the position is filled Report weekly schedule, tasks, census information, plans, etc to Regional Vice President of Operations, SVP Business Development and Corporate Director of Sales Management Responsible for taking calls from Clinical Liaison, Administrators and/or Admissions Directors/Coordinators for a possible denial of an inquiry Participate/ give input in the disciplinary action or action plans given to a Clinical Liaison, Admissions Director and/or Admissions Coordinator May have to work in the role as an additional Admissions Director for a facility in the event that the facility needs assistance with their admissions efforts Conduct Daily Huddle Calls for region Audit and Train Users Docusign Admissions Documents Conduct Secret Shopper Calls as assigned Responsible for Holiday on call schedule completion Implement and maintain Central Admissions process within company/ region when assigned Read and familiarize self with State and Federal Nursing Facility regulations Read and familiarize self with Nursing Facility 5-Star program along with Regency facility ratings and understand how to respond to referral sources/ family members/ potential patients about ratings Stay current and familiarize self with current healthcare and community trends including but not limited to Alternative Payment Models and changes in accounts, competitors or healthcare community Must be able to take calls after hours and/or on weekends  Other duties as assigned by Supervisor