The Role
The Associate Vice President of Sales will lead and motivate a sales team, develop sales strategies, manage key customer relationships, and ensure achievement of sales targets. Responsibilities include recruitment, training, reporting on sales metrics, and collaborating with marketing for branding programs.
Summary Generated by Built In
The Sr. Director / AVP of Sales at GuideStar Eldercare (GSE) is a high-performing individual contributor responsible for driving new business development and sales growth within a defined region. This is a field-based consultative sales role, not a people-management position.
Success in this role requires established relationships within skilled nursing facilities (SNFs), post-acute care organizations, and long-term care operators, as well as the ability to develop new partnerships with clinical and operational leaders.
The role focuses on prospecting, relationship development, and closing new contracts with nursing home operators and post-acute providers. The ideal candidate has a strong track record selling into skilled nursing and post-acute care environments and thrives in a territory-based, relationship-driven sales role.
This position is responsible for achieving regional sales targets, maintaining a strong sales pipeline, and effectively communicating the value of GuideStar’s neurobehavioral and dementia care services to healthcare providers.
Responsibilities
- Drive new business development within skilled nursing and post-acute care settings across an assigned region.
- Build and maintain strong relationships with nursing home operators, regional leadership, and clinical decision makers.
- Identify, develop and close new contracts with skilled nursing and long-term care organizations.
- Conduct in-person meetings, presentations, and facility visits with prospective clients.
- Maintain a consistent pipeline of opportunities and achieve monthly and quarterly sales targets.
- Utilize CRM tools to track pipeline, manage territory activity, and forecast sales.
- Monitor market trends, industry developments, and competitor activity within the long-term care industry.
- Provide regular sales reports and updates to leadership regarding pipeline activity, market feedback, and sales performance.
- Represent GuideStar Eldercare at industry events, association meetings, and networking opportunities within the long-term care sector.
- Collaborate with internal clinical and operational teams to ensure successful client onboarding and partnership development.
- Travel regularly within the region to develop and maintain key partnerships.
- This position is primarily field-based, and travel by car is required weekly. Overnight travel may be approximately 0–10% of the time.
- Reliable transportation is required. A company fleet vehicle may be provided after 90 days based on performance.
Experience
- Bachelor’s degree required
- 7+ years of healthcare sales experience
- Strong existing relationships within skilled nursing, long-term care, or post-acute care organizations
- Demonstrated success in consultative healthcare sales and contract closing
- Proven ability to build and grow a territory through relationship-based selling
- Experience selling into nursing home operators, regional leadership, or corporate long-term care organizations
- Track record of meeting or exceeding sales quotas
- Experience managing territory strategy, sales pipeline, and CRM reporting
- Strong presentation, communication, and relationship-building skills
- Highly organized with strong territory management and follow-through
- Ability to strategically identify opportunities and close complex healthcare sales
- Valid driver’s license and active auto insurance
- Ability to pass background testing, including motor vehicle record review and drug screening.
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 care population. GuideStar is led by CEO and Founder Dr. Steven L. Posar, alongside our clinical team of expert physicians, psychiatrists, gerontologists, neurologists, and psychologists, who work with our clinical staff to find the best possible outcomes for our shared patients. Our neurologically based model ensures proper diagnosis and treatment, which improves care outcomes for patients with dementia, neurocognitive impairments, and/or psychiatric conditions.
GuideStar is dedicated to rigorous clinical care protocols and exceptional documentation and communication, based on the most up-to-date research and practice. Our dedication is underscored by our own research and desire to educate the greater long-term care industry. Most recently, our research on antipsychotic reduction through neurologic protocols was published in JAMDA in September of 2023. Associations and publications our research has been featured in include: PALTC, McKnight’s, AAGP, OHCA, and AAIC.
GuideStar Eldercare provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
GuideStar is committed to the full inclusion of all qualified individuals. As part of this commitment, GuideStar will ensure that persons with disabilities are provided reasonable accommodations. If you need accommodation please contact us at [email protected]
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The Company
What We Do
GuideStar Eldercare's mission is to enhance the quality of life for our patients by easing their suffering while actively promoting their safety, functionality, and dignity. GuideStar Eldercare provides neurobehavioral and psychiatric services to long-term care facilities in Indiana, Michigan, Texas, Kentucky, and Ohio.
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