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Regional Director of Sales – Hospice
Danbury Senior Living. Recruit, onboard, coach, and retain high-performing hospice sales professionals .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in hospice sales leadership, including recruiting, coaching, and developing high-performing teams while managing territory ownership and account priorities. Proficient in relationship management with healthcare providers and translating market data into actionable sales strategies.
Highest-signal resume keywords
Hospice Sales LeadershipTerritory DevelopmentRelationship ManagementSalesforce ExperienceHealthcare Business Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Consultative SellingMarket-Specific PlanningForecastingPerformance ReviewAccount Prioritization
Soft Skills
CoachingCommunicationProblem-SolvingTeam Performance ImprovementRelationship Development
Tools & Technologies
SalesforceCRM Data Analysis
Industry Keywords
Hospice ServicesHealthcare CommunityReferral PathwaysClinical LeadershipCompliance Standards
About the role
Key responsibilities & impact- Recruit, onboard, coach, and retain high-performing hospice sales professionals
- Establish clear territory ownership, account priorities, and individual development plans
- Conduct regular field coaching, account visits, weekly one-on-ones, and team performance reviews
- Teach consultative selling, hospice education, relationship development, and disciplined follow-up
- Address performance gaps promptly through hands-on coaching and clear accountability
- Develop market-specific plans that identify opportunity, prioritize accounts, and guide deployment of sales resources
- Strengthen existing senior living relationships while increasing business from external accounts
- Expand relationships with hospitals, skilled nursing facilities, physician practices, senior living communities, and other appropriate referral sources
- Build relationships with regional and executive decision-makers who influence multiple locations
- Recommend territory adjustments, staffing investments, and market expansion priorities
- Establish expectations for meaningful account engagement, relationship development, responsiveness, and Salesforce documentation
- Ensure each liaison maintains a current account plan, clear next steps, and an organized territory schedule
- Lead regular pipeline reviews covering new opportunities, pending referrals, non-admissions, and prospects requiring continued follow-up
- Coach the team to recognize and communicate signs of decline, gather relevant information, and engage clinical leadership appropriately
- Build realistic forecasts based on account maturity, territory potential, historical performance, and referral trends
- Maintain strong working relationships with Clinical Managers, intake, admissions, and hospice operations
- Ensure potential admissions are brought to Clinical Managers for review and discussion, with clinical leadership guiding eligibility in collaboration with physicians
- Participate in referral and non-admission reviews to identify barriers and coordinate timely next steps
- Shadow account interactions and admission visits when needed to understand performance gaps firsthand
- Resolve partner concerns with operations and ensure commitments are communicated clearly and followed through
- Help referral partners understand hospice services, referral processes, and how CorsoCare supports patients and families
- Reinforce clear communication, timely responses, and reliable follow-through
- Gather partner feedback and work with operations to address recurring service concerns
- Ensure sales messaging accurately reflects approved services and clinical capabilities
- Model patient choice, professional boundaries, accurate representation of services, and compliance with company policies
- Ensure sales activities, expenses, educational programs, and account interactions follow approved compliance standards
- Reinforce the distinction between hospice business development and general care coordination for non-hospice residents
- Escalate compliance concerns promptly and partner with appropriate leaders on resolution
Requirements
What you’ll need- Five or more years of successful hospice or closely related healthcare business development experience
- Sales leadership experience managing geographically dispersed teams
- Demonstrated ability to recruit, coach, and improve sales team performance
- Experience developing territories and referral relationships beyond affiliated or internally owned accounts
- Strong understanding of hospice services, referral pathways, and the respective responsibilities of sales, intake, admissions, and clinical leadership
- Ability to translate CRM data and market information into practical action plans and credible forecasts
- Strong communication, relationship management, and problem-solving skills
- Willingness to travel regularly throughout Michigan, Ohio, and Indiana, including overnight travel
- Bachelor’s degree in business, marketing, healthcare administration, or a related field; equivalent relevant experience considered
- Experience leading across multiple hospice markets or locations
- Established relationships within the Michigan, Ohio, or Indiana healthcare community
- Salesforce experience
- Experience guiding teams through role changes, territory redesign, or expansion