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SNF Clinical Sales Director
Department: Polaris Group, an Assembly Health Company
Reports To: Senior Vice President, Channel Development
Compensation: Base Salary $80-100k plus Commission $80-$100k, OTE: $160-200k
Position Summary
Polaris Group, an Assembly Health company, is seeking an experienced SNF Clinical Sales Director to lead business development efforts for our Skilled Nursing Clinical Consulting practice.
For more than 30 years, Assembly Health and Polaris Group have partnered with skilled nursing and post-acute care providers to improve clinical quality, regulatory compliance, operational performance, reimbursement, and organizational excellence. Our experienced consultants deliver practical solutions that help providers navigate today's increasingly complex healthcare environment.
The SNF Clinical Sales Director is responsible for developing and executing a strategic business development plan to expand Polaris Group's Clinical Consulting business by acquiring new clients, strengthening existing relationships, and identifying opportunities for long-term growth. This individual will serve as a trusted advisor to skilled nursing organizations by identifying operational, clinical, and regulatory challenges and aligning those needs with Polaris Group's broad portfolio of consulting solutions.
The ideal candidate possesses meaningful Skilled Nursing or Long-Term Care clinical and/or operational experience that enables them to understand customer challenges and serve as a trusted advisor. Business development or sales experience within the healthcare industry is strongly preferred. Success in this role requires executive presence, consultative selling skills, industry credibility, and the ability to build long-term relationships with owners, executives, administrators, and clinical leadership.
Key Responsibilities
Business Development
- Develop and execute a strategic business development plan to grow Assembly Health and Polaris Group's Clinical Consulting business.
- Identify, develop, and close new business opportunities across the Skilled Nursing and Post-Acute Care market.
- Build relationships with owners, CEOs, CFOs, COOs, corporate clinical leadership, regional operators, nursing home administrators, Directors of Nursing, and other executive decision-makers.
- Generate new opportunities through prospecting, referrals, networking, conferences, webinars, strategic partnerships, and thought leadership activities.
- Develop opportunities for both recurring clinical service offerings and one-time consulting engagements, with an emphasis on building long-term client relationships.
- Maintain an active sales pipeline, accurate forecasts, and customer activity within Salesforce CRM.
- Consistently achieve or exceed assigned sales goals.
Consultative Sales
Conduct discovery meetings to understand customer challenges and recommend appropriate Polaris Group solutions, including:
- MDS Consulting and Remote MDS Services
- Medicare & PDPM Consulting
- Regulatory Compliance Consulting
- Clinical Operational Assessments
- Other clinical consulting services developed by Polaris Group
Client Relationship Management
- Develop trusted, long-term relationships with executive leaders throughout the Skilled Nursing industry.
- Serve as a strategic advisor by understanding client objectives and identifying opportunities where Polaris Group can deliver measurable value.
- Expand existing customer relationships through additional Polaris clinical consulting services.
- Partner with consulting leadership to ensure a seamless transition from sales through implementation while maintaining executive relationships throughout the engagement.
Internal Collaboration
- Collaborate with Assembly Health and Polaris Group consulting leadership to develop customized client solutions.
- Partner with Marketing on lead generation campaigns, webinars, conferences, and thought leadership initiatives.
- Coordinate with Assembly Health's SNF Revenue Cycle Management sales organization when customers may benefit from complementary Assembly Health services while maintaining clear ownership of Polaris Group's Clinical Consulting portfolio.
- Provide customer and market feedback to support service development and strategic planning.
Industry Leadership
- Represent Assembly Health and Polaris Group at national, regional, and state healthcare conferences and industry events.
- Maintain current knowledge of industry trends, CMS regulations, reimbursement changes, staffing challenges, and competitive offerings.
- Establish Assembly Health and Polaris Group as trusted resources within the Skilled Nursing industry through relationship development and professional engagement.
Qualifications
Required
- Skilled Nursing and/or Long-Term Care clinical and operational experience, with a strong understanding of the challenges facing providers in today's healthcare environment.
- Knowledge of CMS regulations, the survey process, Five-Star Quality Rating System, PDPM, MDS, Medicare reimbursement, and Skilled Nursing operations.
- Demonstrated ability to develop business, build executive relationships, and achieve growth objectives.
- Strong consultative selling, relationship management, negotiation, and executive presentation skills.
- Excellent written and verbal communication skills.
- Experience managing opportunities using Salesforce or a comparable CRM platform.
- Highly self-motivated with the ability to work independently while collaborating effectively across sales, operations, marketing, and executive leadership.
Preferred
- 5+ years of successful business development or sales experience, preferably selling services to Skilled Nursing, Long-Term Care, or Post-Acute Care providers.
- Established relationships with Skilled Nursing owners, operators, administrators, corporate clinical leaders, or executive leadership.
- Experience selling healthcare consulting or professional services.
- Bachelor's degree in Business, Healthcare Administration, Nursing, Marketing, or a related field (or equivalent professional experience).
Core Competencies
- SNF / Long Term Care Industry Knowledge
- Strategic Business Development
- Executive Relationship Management
- Strategic Account Planning
- Presentation & Communication
- Organization & Time Management
- Initiative & Self-Motivation
Success Measures
The successful candidate will:
- Achieve or exceed annual bookings and revenue objectives.
- Build and maintain a healthy, sustainable sales pipeline.
- Develop executive-level relationships across the Skilled Nursing industry.
- Expand Assembly Health and Polaris Group's presence within both existing and new customer organizations.
- Successfully collaborate with consulting operations, marketing, and other Assembly Health business units.
- Represent Assembly Health and Polaris Group professionally at customer meetings, conferences, and industry events.
- Contribute to the continued growth and market leadership of Assembly Health and Polaris Group's Clinical Consulting practice.
Travel Requirements
This position requires approximately 10–15% travel, including customer meetings, executive presentations, and attendance at industry conferences.
Why Assembly Health and Polaris Group
Assembly Health and Polaris Group have been trusted advisors to Skilled Nursing and post-acute care providers for more than three decades. Our experienced team helps organizations improve quality, strengthen regulatory compliance, optimize operations, enhance reimbursement, and achieve measurable performance improvements.
As the SNF Clinical Sales Director, you will have the opportunity to work alongside nationally recognized experts while helping providers solve some of their most complex operational and clinical challenges. You will play a key role in expanding Polaris Group's impact and supporting the organization's continued growth as part of Assembly Health.
Compensation for this role is based on a variety of factors, including but not limited to, skills, experience, qualifications, location, and applicable employment laws. The expected salary range for this position reflects these considerations and may vary accordingly. In addition to base pay, eligible employees may have the opportunity to participate in company bonus programs. We also offer a comprehensive benefits package, including medical, dental, vision, 401(k), paid time off, and more.
All official recruitment communications from Assembly Health will originate from an @assembly.health email address. Candidates are encouraged to carefully verify sender domains and remain vigilant against potential impersonation attempts. Communications from any other domain should be considered unauthorized.
