POSITION SUMMARY:
The National Sales Director (NSD), Hospice is a strategic, mission-driven leader responsible for setting and driving the national sales vision and growth strategy for BAYADA’s Hospice practice in alignment with BAYADA’s mission, vision, and long-term goals. This role leads and develops sales leaders, creating alignment and accountability from national strategy to local market execution. The NSD builds and scales repeatable, data-driven sales strategies, capabilities, and infrastructure that drive sustainable referral and census growth, strengthens market performance, and supports expansion across multiple states and markets, while staying committed to quality, compliance, and the patients and families we serve.
Working closely with Practice President, Operations, Marketing, Finance, and Clinical leadership, this role translates strategy into measurable results, identifies growth opportunities, and strengthens sales effectiveness across the practice. The NSD brings the ability to inspire teams, develop sales leaders, accelerate change, and think and act strategically across a large, complex, multi-state organization.
Travel up to 60%, including multi-state and overnight trips, based on business needs.
MINIMUM QUALIFICATIONS:
- Exemplifies characteristics of The BAYADA Way: compassion, excellence and reliability.
- Four (4) year college degree.
- Minimum of six (6) years of Director-level and above hospice sales leadership experience, including leading sales leaders, within complex, multi-state, or multi-site organizations.
- Proven track record of driving growth, achieving measurable results, and building and scaling sales infrastructures.
- Experience building, leading, and developing high-performing sales leaders and teams through coaching, mentoring, and intentional succession planning.
- Strategic thinker who translates national strategy into effective local execution.
- Proven ability to build and manage strategic relationships with health systems, payers, and strategic referral partners.
- Effective communication and presentation skills, with the ability to clearly explain complex topics to diverse audiences.
- Experience partnering with executive leadership on enterprise strategy, business priorities, and industry trends.
- Track record of negotiating with and influencing executives and external partners.
- Sound judgment and the ability to work independently while prioritizing competing demands and partnering across functions and levels in a complex, fast-changing environment.
- Analytical and business acumen, including use of CRM systems, sales analytics, market intelligence, and reporting tools to inform strategy and evaluate performance.
- In-depth understanding of the hospice industry and broader health care landscape, including payer dynamics, reimbursement, and competitive and market trends.
- Working knowledge of regulatory and compliance standards, including those governing referral relationships, sales, and marketing practices.
- Ability to travel up to 60%, including multi-state and overnight travel, depending on business needs.
- Ability to read, write, and communicate effectively in English.
- Acceptable pre-employment assessment results.
PREFERRED QUALIFICATIONS:
- MBA or other advanced degree
- Experience supporting Mergers & Acquisitions, Joint Venture, or other growth initiatives.
PRIMARY RESPONSIBILITIES:
Culture and Foundation
- Demonstrate and communicate the core values of BAYADA and The BAYADA Way.
- Develop a deep understanding of BAYADA's mission, services, people, organization, policies, and procedures, and use it to guide hospice sales strategy.
Strategy and Growth
- Create and implement national business development strategies and tactics that advance BAYADA's hospice sales and growth objectives, translating them into effective local execution while staying close to market-level opportunities, barriers, and field needs.
- Monitor changes in health care policy, hospice reimbursement and regulation, delivery systems, and competitive pressures nationally, and develop strategies and tactics in response.
- Work in partnership with Marketing to develop and maintain an effective national marketing and market development strategy, ensuring sales leaders and their teams adapt it to local markets.
- Partner with Corporate Development, M&A, and Joint Venture leadership to support due diligence, market entry, and integration of new hospice markets and acquisitions.
Compliance and Quality
- Ensure all sales and marketing activity, including referral relationships and incentive practices, meets regulatory and BAYADA compliance standards.
- Partner with Operations and Clinical leadership to align referral growth with capacity, ensuring appropriate admissions, strong referral-to-admission conversion, and timely access to care.
Performance Management
- Set and standardize sales Key Performance Indicators (KPIs), including quarter over quarter, year over year, and performance against growth plan, across all divisions and offices. Cascade goals through sales leaders and follow up to ensure achievement.
- Oversee the preparation and execution of the Annual Growth Budget and Quarterly Business Planning processes and other sales reviews at the office, division, and national level.
- Prepare monthly, quarterly, and annual national growth forecasts, rolling up results across all divisions, and use sales analytics and market intelligence to evaluate performance and guide decisions.
Sales Leadership and Talent
- Lead sales leaders nationally through clear communication of vision, strategic guidance, and active coaching and development. Hold them accountable for the performance of their field marketing and business development teams against growth plan objectives, including through field visits, observations, and measurement of results.
- Recruit, hire, and develop high-potential sales leaders, building a strong national leadership bench and succession plan for the hospice sales organization.
- Ensure effective hiring, orientation, training, development, and retention standards are established and followed consistently across all divisions and offices for hospice sales employees.
- Build, standardize, and scale sales processes, CRM utilization, incentive plans, and performance metrics across all divisions to enable consistent, best-practice execution nationally.
Relationships and Partnerships
- Establish and maintain relationships with major referral partners, health systems, payers, national and strategic accounts, and other key decisionmakers.
- Partner with the Practice President on hospice strategy and business priorities, and report on sales performance, forecasts, and market opportunities to the Executive Team and Board as needed.
- Build effective relationships and collaboration with internal departments at the national level, such as Operations, Marketing, Finance, Clinical, Communications, and Compliance, and foster teamwork across the practice, especially with Home Health and the broader BAYADA enterprise.
OTHER RESPONSIBILITIES
- Maintain current knowledge of, and follow, BAYADA policies and procedures and government/contract regulations.
- Perform related duties as required or requested by supervisor.
BAYADA believes that our employees are our greatest asset
- Base Salary: $160,000 - $175,000/year depending on qualifications
- Bonus: Performance-based quarterly incentive opportunity
Why you'll love BAYADA:
- BAYADA Home Health Care offers the stability and structure of a national company with the values and culture of a family-owned business.
- Award-winning workplace: proud to be recognized as a Best Place to Work by Newsweek, Forbes, and Glassdoor.
- Weekly pay
- AMAZING culture: we are a mission driven nonprofit organization, focused around three core values of compassion, reliability, and excellence.
- Strong employee values and recognition: we utilize a BAYADA Celebrates page for daily recognition, along with Hero spotlights, Key Action of the Week meetings to connect back to our mission and celebrate staff, discounts/perks and partnerships, an Awards Weekend trip, and more.
- Check out our blog: https://www.bayada.com/search?q=Newsweek
- Benefits: BAYADA Home Health Care offers a comprehensive benefits plan that includes the following: Paid holidays, vacation and sick leave, vision, dental and medical health plans, employer paid life insurance, 401k with company match, direct deposit and employee assistance program. To learn more about BAYADA Home Health Care benefits, https://www.bayada.com/benefits
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As an accredited, regulated, certified, and licensed home health care provider, BAYADA complies with all state/local mandates.
BAYADA is celebrating 50 years of compassion, excellence, and reliability. Learn more about our 50th anniversary celebration and how you can join in here.
BAYADA Home Health Care, Inc., and its associated entities and joint venture partners, are Equal Opportunity Employers. All employment decisions are made on a non-discriminatory basis without regard to sex, race, color, age, disability, pregnancy or maternity, sexual orientation, gender identity, citizenship status, military status, or any other similarly protected status in accordance with federal, state and local laws. Hence, we strongly encourage applications from people with these identities or who are members of other marginalized communities.
