About the job
Description
At SCP Health, what you do matters
As part of the SCP Health team, you have an opportunity to make a difference. At our core, we work to bring hospitals and healers together in the pursuit of clinical effectiveness. With a portfolio of over 8 million patients, 7500 providers, 30 states, and 400 healthcare facilities, SCP Health is a leader in clinical practice management spanning the entire continuum of care, including emergency medicine, hospital medicine, wellness, telemedicine, intensive care, and ambulatory care.
Why You Will Love Working Here
- Strong track record of providing excellent work/life balance
- Comprehensive benefits package and competitive compensation
- Commitment to fostering an inclusive culture of belonging and empowerment through our core values – collaboration, courage, agility, and respect.
What You’ll Be Doing
The Business Development Associate shall contribute to the growth of SCP Health by driving top-of-funnel lead generation, supporting territory planning, and aiding the sales team in executing administrative tasks. The Associate will work closely with assigned sales teams to achieve quarterly and annual revenue targets. The Associate is tasked with understanding SCP’s target customer and applying this knowledge to the Healthcare marketplace to craft compelling messaging to generate market interest. The Associate will be tasked with generating leads through cold and warm outreach. In addition, The Associate will support business initiatives as assigned within the territory to drive short and long-term market successes. From facilitating initial conversations & developing teamwide best practices to supporting strategy and administrative actions, you will be an integral member of the organization.
- Conduct in-depth market analyses on target accounts and their executives. Monitor their activity via target account websites, Definitive Healthcare, social media accounts, news feeds, competitor websites and announcements, etc.
- Generate qualified leads using a cadence of outreach on target accounts through identifying potential areas of need and interest, making contact (through calls and emails) with the appropriate decision-makers, articulating SCP business value, and delivering thought leadership marketing content that addresses specific CxO financial, clinical, and operational concerns to stimulate interests, secure initial introduction/presentation and transition to the appropriate sales team
- Develop, maintain, and cultivate relationships with appropriate decision-makers should they not be sales qualified at the time of initial contact
- Manage, qualify, and make initial contact on new inbound business leads (cold & warm) from sources that include; referrals, inquires, networking, SCP website, etc.; secure initial introduction/presentation on qualified leads and transition to the appropriate sales VP; initial contact should include the ability to ask probing questions to help the prospect see problems or challenges they didn’t realize existed; framing conversations around solutions showcasing SCPs abilities
- Identify new hospital/health system target accounts by leveraging multiple lead management tools, including; salesforce, definitive Healthcare, telephone solicitation, email, social media, and direct mailings
- Continuously research and participate in meetings that will enhance knowledge and understanding of value proposition for SCP service offerings, healthcare industry, target hospitals and hospital systems (both national and regional), current hospital/hospital system clients, proposals, competitors, best practices
- Provide follow-up to stalled business through calls, email, and working with outside contacts to develop potential opportunities for re-approach
- Provide support to the Business Development team in the completion of Account Plans and deal pursuit strategies, chasing down internal inputs where needed
- Manage data on all target accounts (hospital/health system info and executive contacts) and changes in lead status in Salesforce.com, ensuring all activities, and communications are logged;
- Partner with the sales team to support territory strategy through market research, driving internal alignment, and data/system accuracy
- Support special projects as assigned; Partner cross-functionally to support short and long-term strategies for market success, such as partnering with marketing to support campaigns and trade shows as well as driving competitive intelligence
- Champion internal processes to ensure process adherence and desired outcomes.
- Meet or exceed quotas & assigned MBOs
Who/What we are looking for:
- You have a Bachelor’s degree in business, preferably in marketing, public relations, or a similar field or equivalent work experience preferred
- You have 3-5 years of healthcare sales, relationship development, or customer success experience
- You have experience interacting with CxOs, physicians, and other healthcare providers
- You have thorough understanding of the healthcare industry, hospital market, and corporate structures
- You are able to build trust and confidence with the utmost integrity
- You have excellent communication skills, both written and verbal
- You have excellent general computer experience and typing skills
- You have excellent knowledge of Microsoft Word, PowerPoint, Excel, and Outlook
- You have excellent knowledge of LinkedIn and Salesforce
- You are detail-oriented with strong organizational skills
- You have high-energy, results-oriented self-starter with a desire to exceed expectations
- You are a team player who can develop and maintain collaborative relationships across the organization
- You are comfortable with cold and warm outreach