Competencies: Consistently exceeds and/or leads sales team/region in following core competencies:

W.A.C. (Willing. Able. Coachable)

Willing:  Provides solutions and turns challenges into opportunities.  Demonstrates strong proficiency of responsible market and account base and incorporates strategies, leverage resources, provide solutions. Able:  The representative is able to apply training, coaching and knowledge in order to grow accounts forward on the VITAS Brand Bonding Ladder.  Coachable:  Representative consistently implements and executes DMD coaching with sense of urgency.  Consistently exceeds or shows strong progression in selling skill area expectations. 

Demonstrates Account Progression & Sales Methodology:

Able to assess customer Brand Bonding Ladder level in order to develop and execute sales strategy to effectively grow the account. Leverages the VITAS sales methodology for messaging during sales calls.      Remains up to date regarding market specific awareness and leverages and develops plans according to it.  Possesses a strong sense of urgency in execution of sales strategy. Representative is proficient in selling clinically and is a subject matter expert in hospice diagnoses:  Cardiac, Lung, Alzheimer's-Dementia, Oncology.  The Representative leverages program SME (Subject Matter Expert) clinical resources such as Medical Director, PCA for higher level opportunities effectively. Leverages CRM tool to effectively document what was learned about customer/ sales messaging for the purpose of account development. Effectively manages territory as if it’s a business.  Representative is able to manage a budget and effectively allocate educational resources. Uses VITAS targeting methodology.  Increases frequency and service levels based on account utilization. Uses Quarterly Sales planning data as a vehicle to appropriately target with appropriate reach and target frequency. Uses Quarterly Sales Plan to route geographically to maximize reach & frequency. Leverages CRM to effectively document customer interactions for the purpose of improvement of targeting for the next quarter. Demonstrates ability to leverage internal data/ trends, hospice market intelligence, and other quantitative market information to develop appropriate target selection. 

Implements VITAS Sales Model

Is an active listener and able to adapt style and message based on customer needs.  Asks open ended probing questions during sales calls. Effectively demonstrates VITAS Sales Model during customer interactions including use of sales aids. Sells with features & benefits.  Is able to sell specific to the disease state & needs uncovered. Is able to overcome objections quickly and transition back into the call cycle.  Incorporates CRM as a means to appropriately document relevant information in order to progress sales calls.

Leader, Team player & Demonstrates the VITAS Values

Serves as a mentor for other members on the team.  Collaborates with members on the sales team.  Is seen as a "go to" by others for advice.  Leverage opportunities within geographic area.  MENTOR.  Works cohesively and leverages opportunities with VITAS internal customers:  VITAS Medical Director & Team Physicians, Team Managers and overlapping team disciplines, PCAs, Admissions RNs, Sr. Leadership.  Attends team meeting at least two times per quarter. Overall demonstrates the VITAS Values. QUALIFICATIONS Participates and stands out as a leader in competitive team environment that involved individual accountably and teamwork Able to demonstrate examples on critical thinking and created solutions Past military service a plus Experience with volunteer organization a plus Strong customer service, sense of urgency and problem solving skills Time Management and Organizational Skills  Ability to manage a territory, to conduct sales calls and to generate sales by building long term business partnerships Strong interpersonal skills within all levels of an organization Ability to provide proof of recent, top sales awards and achievements Provides documentation of consistent goal attainment in previous position(s) Graduated from advanced sales trainings Has been an effective mentor for new hires and peers Demonstrates career progression in sales positions Excellent presentation, negotiation and relationship-building skills Excellent oral and written communication skill Ability to work outside of normal business hours (8-5), evenings and weekends as needed. Ability to navigate within a CRM tool and proficiency in Outlook, Word, Excel, PowerPoint, and iOS devices Ability to develop clinical knowledge base to support VITAS sales efforts Integrity and customer focus: ethical, moral conduct, customer services Reliable transportation Able to expense minimal (i.e. lunches, snacks, breakfasts) customer education when approved with expectation of reimbursement from company Ability to work on various assignments simultaneously Strong interpersonal skills within all levels of the organization

 

EDUCATION Bachelor’s degree from an accredited college or university or the international equivalent preferred. Master’s degree is a plus. Industry related courses, certifications are a plus Other acceptable licenses include: RN, LPN/LVN, SW SPECIAL INSTRUCTIONS TO CANDIDATES EOE/AA M/F/D/V