Overview
The Vice President Sales (VP Sales) at GuideStar Eldercare (GSE) is the glue that holds a fast-paced sales team together, providing the training, motivation and accountability needed for our team of Sales Development Representatives to reach monthly goals established by company leadership. The VP Sales will assist in sales strategy development, stay informed with industry/competitor changes, and gain expertise in GSE services. This position is responsible to recruit, train, and coach a highly functioning, successful sales team that attracts top performers. This involves delegating tasks, setting deadlines, assigning sales targets, and motivating the team. The VP Sales will provide reports related to sales goals, metrics, productivity, and projections as requested by the Executive team.
Responsibilities
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.
Experience
Bachelor’s degree required
Years of experience (10+ years/15 years preferred)
Healthcare industry experience, especially in long term care, preferred
Successful, proven experience:
Building a go-to-market strategy and corporate sales plan
Building and growing a sales channel
Closing xxx-figure deals
Monitoring and evaluating sales development rep progress against state expectations, in addition to aligning and changing behavior with performance expectations.
Managing a team of 5-10 sales development representatives.
Managing key customer relationships and closing strategic opportunities.
Utilizing a CRM to manage team sales tasks, pipeline, and closing data
Hiring and onboarding sales representatives
Building and managing a territory
Working within a small/medium company environment
Providing status reports with market and customer feedback to Executive team
Demonstrated ability in all aspects of sales leadership.
Able to pass background testing, including motor vehicle record review and drug screening.
Valid driver’s license
Active auto insurance policy
Must have reliable transportation.
Additional All GuideStar employees must be vaccinated against COVID-19 and flu. GuideStar follows all applicable laws; for more information, contact humanresources guidestareldercare.com.
WHAT MAKES US GREAT
GuideStar Eldercare is the national leader in neurobehavioral long-term care services, providing expert neuropsychiatric and dementia care services to nursing homes and memory care facilities. GuideStar Eldercare's mission is to enhance the quality of life for patients by easing their suffering while actively promoting their safety, functionality, and dignity.
We believe in bringing the highest level of clinical care to the long-term care population. GuideStar is led by CEO and Founder Dr. Steven L. Posar, alongside our clinical team of expert physicians, psychiatrists, gerontologists, neurologists, and psychologists, who work with our clinical staff to find the best possible outcomes for our shared patients. Our neurologically based model ensures proper diagnosis and treatment, which improves care outcomes for patients with dementia, neurocognitive impairments, and/or psychiatric conditions.
GuideStar is dedicated to rigorous clinical care protocols and exceptional documentation and communication, based on the most up-to-date research and practice. Our dedication is underscored by our own research and desire to educate the greater long-term care industry. Most recently, our research on antipsychotic reduction through neurologic protocols was published in JAMDA in September of 2023. Associations and publications our research has been featured in include: PALTC, McKnight’s, AAGP, OHCA, and AAIC.
GuideStar Eldercare provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
GuideStar is committed to the full inclusion of all qualified individuals. As part of this commitment, GuideStar will ensure that persons with disabilities are provided reasonable accommodations. If you need accommodation please contact us at careers@guidestareldercare.com
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Responsibilities
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.
Experience
Bachelor’s degree required
Years of experience (10+ years/15 years preferred)
Healthcare industry experience, especially in long term care, preferred
Successful, proven experience:
Building a go-to-market strategy and corporate sales plan
Building and growing a sales channel
Closing xxx-figure deals
Monitoring and evaluating sales development rep progress against state expectations, in addition to aligning and changing behavior with performance expectations.
Managing a team of 5-10 sales development representatives.
Managing key customer relationships and closing strategic opportunities.
Utilizing a CRM to manage team sales tasks, pipeline, and closing data
Hiring and onboarding sales representatives
Building and managing a territory
Working within a small/medium company environment
Providing status reports with market and customer feedback to Executive team
Demonstrated ability in all aspects of sales leadership.
Able to pass background testing, including motor vehicle record review and drug screening.
Valid driver’s license
Active auto insurance policy
Must have reliable transportation.
Additional All GuideStar employees must be vaccinated against COVID-19 and flu. GuideStar follows all applicable laws; for more information, contact humanresources guidestareldercare.com.
WHAT MAKES US GREAT
GuideStar Eldercare is the national leader in neurobehavioral long-term care services, providing expert neuropsychiatric and dementia care services to nursing homes and memory care facilities. GuideStar Eldercare's mission is to enhance the quality of life for patients by easing their suffering while actively promoting their safety, functionality, and dignity.
We believe in bringing the highest level of clinical care to the long-term care population. GuideStar is led by CEO and Founder Dr. Steven L. Posar, alongside our clinical team of expert physicians, psychiatrists, gerontologists, neurologists, and psychologists, who work with our clinical staff to find the best possible outcomes for our shared patients. Our neurologically based model ensures proper diagnosis and treatment, which improves care outcomes for patients with dementia, neurocognitive impairments, and/or psychiatric conditions.
GuideStar is dedicated to rigorous clinical care protocols and exceptional documentation and communication, based on the most up-to-date research and practice. Our dedication is underscored by our own research and desire to educate the greater long-term care industry. Most recently, our research on antipsychotic reduction through neurologic protocols was published in JAMDA in September of 2023. Associations and publications our research has been featured in include: PALTC, McKnight’s, AAGP, OHCA, and AAIC.
GuideStar Eldercare provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
GuideStar is committed to the full inclusion of all qualified individuals. As part of this commitment, GuideStar will ensure that persons with disabilities are provided reasonable accommodations. If you need accommodation please contact us at careers@guidestareldercare.com
#J-18808-Ljbffr