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HIRING: Market Development Representative Lead
Location: Indianapolis, IN (Service Area: Indiana)
Schedule: Full-Time, Monday–Friday, 8:00 AM–5:00 PM
The Market Development Lead - Care at Home makes essential contributions to the achievement of the organization’s objectives as a field-based market development representative, consistently meeting the volume expectations for referrals and admissions. Maintains and grows current market share and grows new sources of business sufficient to support the branch’s business plan.
This position works with the Area Director, Business Development; Region Vice President, Market Development; or Vice President, Sales and branch Director, Operations on strategic market issues to maximize success. This role assists the Area Director, Business Development with the recruitment, leadership, management, training, and development of sales staff. Observes and reports trends, changes, and new opportunities to assist CommonSpirit Health at Home with planning and executing business growth strategies.
Essential Key Job ResponsibilitiesCore Responsibilities & Market Growth
- Mission & Values Alignment: Supports CommonSpirit Health at Home’s mission to exceed customer, associate, and shareholder expectations in delivering healthcare and support services with a caring family approach. Aligns with parent system (CommonSpirit Health) values, strategic goals, high standards of customer service, and People First Behaviors. Adheres to corporate compliance, HIPAA privacy standards, and organizational policies.
- Referral & Admission Targets: Meets or exceeds established monthly admission target(s) provided by the Area Director, Market Development, based on the branch monthly budget.
- Census & Territory Development: Responsible for census development through external and internal sales, marketing, and customer relations programs across existing and new accounts. Maintains up-to-date intelligence on assigned competitors (pricing, census, product information, and marketing strategies).
- System & Technical Administration: Maintains the territory management system and technical aspects of sales tracking and territory management programs; provides IT sales support as needed.
- Customer & Account Relations: Manages customer support initiatives. Regularly contacts key physicians and healthcare representatives. Performs calls/visits for assigned accounts and routinely accompanies Market Development Representatives - Care at Home to provide guidance, support, and assistance.
- Quality Improvement & Collaboration: Ensures departmental completion of and compliance with organizational quality improvement initiatives. Works closely across departments to enhance the patient experience and improve outcomes.
- Professional Standards & Efficiency: Displays acceptance and support of management decisions, maintains required in-service/continuing education units, demonstrates effective time management, and models professional behavior to encourage cross-departmental cooperation.
Managing Team Members & Leadership
- Performance Management: Creates an "expectation of excellence." Partnering with the Area Director of Business Development, sets performance goals, monitors results, and manages productivity systems for staff to maximize clinical value. Provides fair and accurate performance evaluations, frequent coaching, and mentoring to drive continuous performance improvement and morale.
- Account Records & Goal Alignment: Ensures staff maintain accurate, up-to-date key account records (background, contact history, objectives, referral trends). Drives sales and customer relations staff to accomplish referral and financial goals while maintaining high patient satisfaction and clinical quality.
- Recruitment & Staffing: Interviews, oversees the hiring process, and orients direct reports. Assists with recruiting and retaining qualified, customer-focused associates while monitoring recruitment and retention activities and costs.
- Culture & Regulatory Governance: Fosters a high-performing work environment characterized by open communication, mutual trust, and respect. Implements and maintains administrative practices, goals, and policies that ensure full compliance with applicable state and federal regulations.
Qualifications & Requirements
- Education: Bachelor of Arts or Science degree required; degree in Business or RN is preferred.
- Experience: Minimum of two (2) years of experience managing healthcare sales or customer relations staff, or working as a Care Transition Nurse or Market Development Representative in home healthcare and sales.
- Sales Knowledge: Strong sales knowledge, skills, and proven track record of selling to physicians, managed care staff, and healthcare professionals.
- Industry & Technical Expertise:
- Basic knowledge of the healthcare industry, Medicare, managed care, insurance reimbursement, accounting practices, and contracting.
- Proficiency with data tools and PRM applications (e.g., Salesforce).
- Strong knowledge of computer applications, including Microsoft Office and/or Google Workspace (Docs, Sheets, Slides), and territory management systems.
- Leadership & Interpersonal Skills:
- Excellent participative management skills with a demonstrated ability to attract, retain, lead, train, evaluate, and develop high-performing staff.
- Articulate communicator with strong presentation, interpersonal, and influencing skills.
- Energetic and self-motivated with demonstrated success in managing transitional stages and organizational growth.
- Excellent organizational, time management, and priority-setting skills.
- Licensing & Travel: Valid driver’s license, auto liability insurance coverage according to company policy, and the ability to travel as required.
