Associate Vice President of Sales

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.
• Abletopassbackgroundtesting,includingmotorvehiclerecordreviewanddrugscreening.
• Valid driver’s license
• Active auto insurance policy
• Must have reliable transportation. 

All GuideStar employees must be vaccinated against COVID-19 and flu. GuideStar follows all applicable laws; contact humanresources@guidestareldercare.com for more information.
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 car