Lead Sales Advisor in Ann Arbor, Michigan at Hospice of Michigan

Job Summary: In addition to performing the functions of an Advisor: proactively developing and maintaining professional relationships between NorthStar Care Community and its referral sources (hospitals, LTC facilities, physicians, managed-care organizations, independent medical clinics/offices and other health care professionals) in assigned territories, the Lead Advisor is involved in activities that enhance best practice at NorthStar Care Community. The Lead Advisor is a role model for new and current employees, represents his/her discipline’s perspective and facilitates communication across the Regional Market Operations Group.

• Proactively follows up and interacts with guests, customers and employees in a courteous and professional manner at all times.
• Assists with interviews and selection of new employees.
• Assists in developing field orientation program materials, including creating tools and job aids, and identifying resources to enhance job performance.
• Develops individualized learning plans, with weekly and daily schedules, and revises the learning plan during training to meet the needs of the new employee.
• Instructs the new employee through a variety of methods, including debriefing after field experiences and providing appropriate feedback.
• Performs appropriate checks for accurate customer records required for good account maintenance.
• Reviews Call Rotation, 90 Day Plans, and Book of Business to ensure quality practice.
• Assists in evaluating new and current veteran employees including joint field visits and observations as needed with occasional travel within the marketing regions.
• Participates in developing marketing policies and procedures as requested.
• Participates in quality improvement initiatives, as requested.
• Completes and analyzes monthly reviews of assigned team’s marketing and customer satisfaction information to assist in developing ways to meet business objectives.
• Assists in identifying, developing, and evaluating marketing strategy, based on organizational objectives and market characteristics.
• Completes environmental assessment activities as assigned as part of the annual Strategic Plan and Marketing Plan update process.
• Proactively works with referral sources to meet their needs, which might include flexible hours.
• Proactively works with the team in assigned territories to develop and implement specific marketing and customer service tactics and actions, and to effectively resolve any customer complaints.
• Communicates in a timely manner with market operations director(s), and clinical managers of assigned teams.
• Assists in identifying the aggregate learning needs of Advisors.
• Represents the perspective of stakeholders including service lines, geographic areas, members of the discipline, and patients/families.
• Works directly with marketing director(s) and each clinical manager to develop a marketing and customer service orientation among team members.
• Collaborates with market operations director(s) and clinical managers to develop annual and short term marketing plans that promote growth.
• Proactively participates as a member of organizational marketing operations team and attends monthly meetings to oversee the deployment of the Marketing Plan. Attends quarterly Market Operations Training.
• Works collaboratively and actively participates in team functions and meetings.
• Travels to the geographic area of new employees as needed, to assure quality professional development for all new employees.
• Responsible for professional relationship development with referral sources in assigned territory. Territory assignments may be for specific market segments or for multiple market segments
• Proactively conducts education sessions and in-services for the Teams on topics that will support the customer service functions provided by team members.
• Initiates, leads, and directs new business proposals for region related business; works with corporate staff to coordinate activities.
• Actively participates in internal and external education, training, in-services and other activities to promote personal and professional growth.
• Adjusts to changes in workload/schedules based on changing departmental/organizational priorities.
• Makes presentations to targeted customer groups and attends community meetings to increase both awareness of and interaction with the NorthStar Care Community.
• Actively participates in activities that promote the missions of NorthStar Care Community in the community.
• Adheres to organizational Code of Conduct, policies, procedures, protocols and processes and all regulatory and legal requirements.
• Models the C.A.R.E. Model of Service: courtesy, acknowledgement, response and empathy.

• Bachelor’s Degree required. Concentration in business, health care administration or related field preferred. An Associate’s degree and/or the equivalent amount of progressive work experience may be considered.
• A minimum of three (3) years of progressive sales/marketing experience required; five (5) years preferred. Possesses at least the equivalent of one (1) year full-time NorthStar Care Community marketing experience in the same position as new employees he or she will be orienting. This marketing experience should be within the previous two (2) years.
• A licensed registered nurse or other professional with a patient care background that has sales/marketing experience is preferred.
• Full-time employment status is required.
• Identified by a departmental leader as having excellent overall rating of “meets expectations” on the annual evaluation.
• Must possess excellent interpersonal skills, sound judgment, effective organizational, prioritization and follow-through skills, attention to detail, tact, dependability, emotional intelligence and the ability to promote positive, constructive relationships with communication and collaboration at all levels with the ability to maintain confidentiality.
• Demonstrated ability to close deals that lead to increased business.
• Displays ability to navigate through and instruct others on NorthStar Care Community systems and resources.
• Demonstrates expertise in identifying and accessing appropriate external and community support resources.
• Must demonstrate strong proficiency in Microsoft Office products.
• Must be able to read, write and speak English and be able to effectively communicate orally and in writing in internal and external relationships for all essential job functions.
• The physical demands of the position include: vision, effective speech and hearing for extensive telephone contact; repetitive motion; driving or riding in a motor vehicle; standing, sitting, walking, bending, reaching, and stretching; and lifting up to twenty five (25) pounds unassisted.
• Proof of current tuberculin testing required. Will not be allowed patient/facility contact until tuberculin clearance is documented.
• Must be able to work variable hours/shifts and/or days, including weekends, based on business and referral source needs. Must have the ability to occasionally work extended days, as necessary.
• Must have reliable transportation.
• Must be eligible to work in the United States.