Director of At Home Sales and Product Development
Director of At Home Sales and Product Development Goodwin House is a 2020 Top Workplace in the DC region, according to The Washington Post! ABOUT GOODWIN HOUSE Goodwin House has been uplifting the lives of older adults and those who care for them since 1967. Based in Northern Virginia, we are a premier, mission-driven, not-for-profit organization, committed to exceptional service and personalized care. Our family of services includes two senior living communities, an innovative continuing care at home program, health care services, hospice, home health services, rehabilitation therapy and the Goodwin House Foundation. In all, we support 2,000 older adults across Northern Virginia. JOB SUMMARY : The Director of At Home Sales and Product Development has a remarkable opportunity to grow a pioneering program in senior living and care - the "at home" model. This opportunity has the power to change the quality of life, health and financial outcomes for thousands of older adults who desire to "age in place". This position is responsible for achieving census, growth goals and product viability and development for Goodwin House at Home. To achieve census and growth goals, the Director of Sales will develop and implement innovative and superior sales techniques and approaches; implement strategic objectives to sustain and grow market appeal of At Home products; develop new strategies to grow the prospect pipeline and cultivate a dynamic sales team. To achieve and advance product viability and financial success, this leader will assess the appeal and viability of innovative market offering, and initiate and implement recommendations to accelerate this service line's business strength and platform for future growth. DUTIES: 1. Lead the analysis and review process for GHAH contract and product market appeal and financial viability, including identification of contract and service adjustments to support appeal and viability. 2. Achieve and strive to exceed the census and growth goals for Goodwin House at Home as established in each fiscal year's budget. 3. Design and direct the implementation of a highly successful lead and sales cultivation program. 4. Guide and maintain an effective customer relationship management program and all sales analytics that inform strategies to build and grow GHAH census. 5. Identify, vet, pursue and implement partnerships and new services that contribute to the market appeal and financial viability and growth of Goodwin House at Home. 6. Develop and cultivate a partnership with the GHAH Director of Member Services that results in high member satisfaction and retention and supports the financial viability of GHAH beginning at the application phase. 7. Design and implement a complete suite of sales performance analytics to project census and to anticipate and overcome barriers to future success. 8. Establish sales cultivation and sales KPIs and prepare required monthly and quarterly reports on census information and pipeline cultivation. 9. Recommend actions to enhance and expand market positioning and advance GHI as an innovative leader in senior living services. 10. Assure GHAH's compliance with Goodwin House policies, procedures and standards of excellence. QUALIFICATIONS: Bachelor's Degree in Business, Marketing or related field. Master's in Business Administration, Marketing or Long-Term Care/Health Administration not required though greatly valued. A minimum of five years of progressive sales experience in senior living, geriatric health care services, long-term care insurance/related insurance products or similar sales experience. Three years of experience of reviewing and analyzing product market appeal and financial viability and providing and implementing recommendations to overcome shortfalls and gaps. Five years of experience as a principal sales manager with responsibilities for leading and managing a sales team; cultivating sales team morale and engagement and individual team member career development; collaborating with organizational peers on matters relating to marketing and sales; leading product innovation and profitability and sales strategy development and implementation. Proven ability to foster relationships with team members/direct reports, members, prospects, residents, organizational leadership, peers, the public and referral partner organizations. Consistent discretion and judgment related to advising prospects on financial and member agreement issues. Ability to analyze prospects' financial and insurance requirements, and ability to communicate complex issues involving contracts and finances. WHY WORK FOR GOODWIN HOUSE? We are proud to offer the following to Full-Time Staff and exceptional benefits for Part-Time Staff who meet eligibility requirements (*): Life Insurance Disability Insurance *Financial assistance with US Citizenship application *Tuition Assistance *Paid Time Off *401(k) Plan *Fitness Center *Student Loan Repayment Assistance And More Goodwin House provides a supporting and enriching work environment, and is proud to be an Equal Opportunity Employer as well as an AARP Employer Pledge Signer.