Vice President Sales, Hospice

Vice President of Sales (Multi-Site Hospice), California

Position summary

The Vice President of Sales, California is a key executive leadership role responsible for developing and executing a strategic sales plan to drive census growth, expand market share, and increase revenue across all California hospice locations. This executive will lead, mentor, and motivate a multi-site business development and sales team to achieve ambitious growth targets while ensuring compliance with state and federal regulations. The ideal candidate is an experienced, dynamic leader with a strong background in the hospice industry and a deep understanding of the California healthcare market.

Key responsibilities

Strategic leadership

• Develop sales strategy: Create and execute a comprehensive, data-driven sales and business development strategy to meet or exceed census and revenue goals for all California locations.
• Market analysis: Conduct ongoing market analysis, competitive research, and demographic studies to identify new growth opportunities and refine sales strategies.
• Budgeting: Collaborate on the development of sales budgets and resource allocation to ensure optimal financial performance and return on investment.
• Reporting: Monitor, analyze, and report on sales performance metrics, key performance indicators (KPIs), and progress toward goals to senior leadership.

Sales team management

• Recruitment and training: Lead the hiring, onboarding, and training of a high-performing sales team, including Sales Directors, Managers, and Liaisons.
• Coaching and mentoring: Provide ongoing coaching, performance feedback, and professional development to sales leaders and their teams to ensure continuous improvement.
• Performance management: Set clear sales goals, quotas, and expectations for the team, and manage performance to ensure consistent achievement of targets.
• Collaboration: Work closely with clinical and operational leaders across all sites to ensure seamless coordination and alignment of sales activities with patient care and service delivery.

Relationship management and business development

• Referral source partnerships: Cultivate and maintain strong relationships with key referral sources, including physicians, hospital systems, skilled nursing facilities (SNFs), assisted living communities (ALFs), and other community organizations.
• Managed care contracts: Develop and negotiate service contracts and pricing with managed care organizations and other payers to expand market access.
• Community outreach: Represent the organization at industry events, networking functions, and community activities to promote brand visibility and awareness.
• Direct support: Conduct field visits with sales team members to model best practices and provide direct support as needed.

Qualifications

Required

• Extensive hospice sales experience: Minimum of 10 years of progressive hospice sales and leadership experience, with a proven track record of exceeding census and revenue targets.
• Multi-site management: At least 3–5 years of experience overseeing multi-site sales teams within the healthcare industry.
• California market knowledge: Demonstrated experience and strong knowledge of the hospice market, referral patterns, and regulatory landscape in California.
• Healthcare regulation expertise: Deep understanding of federal and state regulations governing hospice care, including Medicare guidelines.
• Education: Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field is required.
• Communication: Excellent verbal, written, and public presentation skills.
• Driver's license: A valid driver's license and acceptable driving record are required for travel throughout the state.

Preferred

• Prefer they live anywhere in the Southern California market and have a heavy presence there.
• Existing relationships with health plans and key referral sources in the California market.
• Master's degree in a relevant field.

Core competencies

• Strategic thinker: Ability to translate business goals into actionable sales strategies.
• Dynamic leader: Skilled at motivating, mentoring, and developing a high-performing team.
• Data-driven decision-making: Proficient in using sales data, CRM systems, and market trends to drive strategy and performance.
• Relationship-builder: Proven ability to build and nurture strong, trust-based relationships with both internal and external stakeholders.
• Ethical and compliant: Commitment to professional ethics and strict adherence to all company policies and healthcare regulations.