Job Categories: Sales

Regional Director of Business Development – Core Services

Job Description

 

 

Job Title:  Regional Director of Business Development-East

Department:  Business Development

Reports to:  VP of Business Development

Revised Date:  05/09/2022

 

POSITION SUMMARY:

The Regional Director of Business Development shall contribute to the growth of SCP Health by identifying, nurturing, qualifying, and closing sales opportunities for SCP Health’s Core Services of Emergency Medicine, Hospital Medicine, and Critical Care Services. The role is measured and rewarded on the ability to generate a volume of sales opportunities and closing deals in accordance with targets for program count, revenue, and profitability. The Regional Director of Business Development is responsible for understanding the individual business values, priorities, and initiatives of our prospective hospital clients then following a solutions-based sales model to guide problem solving and bring awareness and appreciation of SCPs capabilities and value. The successful Regional Director of Business Development will be very familiar with SCPs Core services as well as additional innovation service lines and understand the current hospital and healthcare ecosystem.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop sales strategies for target markets, accounts, and their executives in collaboration with the sales management team.
• Monitor market and account activity via target account websites, Definitive Healthcare, social media accounts and news feeds, competitor websites and announcements, etc.
• Prepare for and manage account planning sessions to develop action plans for penetrating target hospitals and health systems.
• Generate qualified leads on target accounts by call prospecting, crafting personalized messages, and delivering thought leadership marketing content addressing their specific issues.
• Manage, qualify, and make initial contact on new inbound business leads from sources that include referrals, inquiries, networking, SCP website, etc.
• Execute sales strategies by securing and leading client introductory meetings to ensure a thorough understanding of client requirements, buyer values, decision criteria, timing, with an emphasis on qualifying needs.
• Lead the proforma process to communicate key facts and recommendations to sales management and leadership team for their review and approval of financial and partnership construct.
• Lead the Proposal and deal process, in partnership with the Proposal Manager, by working collaboratively with finance and operations team to develop, review, and finalize proposals in order to advise the client of a solution.
• Facilitate the contracting process, negotiate program financial and operational start-up terms with hospital and health system CXOs.
• Manage data on all target accounts and changes in opportunity status in Salesforce.com, ensuring all activities and communications are logged

• Attend industry events to network with executives and represent SCP on a local and national level; participate in educational sessions, and advance overall knowledge of the industry
• Provide market and “voice of the customer” feedback to marketing and business development

 

EDUCATION/EXPERIENCE:

• Bachelor's degree in Business, preferably in marketing, public relations or similar field or equivalent work experience required
• 5+ years of health care services and solutions sales or relationship development experience
• Experience interacting with CxOs, physicians, and other healthcare providers
• Thorough understanding of the healthcare industry

KNOWLEDGE, SKILLS AND ABILITIES:

• Able to build trust and confidence with the utmost integrity
• Excellent communication skills both written and verbal
• Excellent general computer experience and typing skills
• Excellent knowledge of Microsoft Word, PowerPoint, Excel, and Outlook
• Excellent knowledge of LinkedIn, Salesforce, and Definitive Healthcare
• Detail-oriented with strong organizational skills
• High-energy, results-oriented self-starter with desire to exceed expectations
• Team player who can develop and maintain collaborative relationships across the organization

About the job

At Vation Ventures, we help innovative companies successfully navigate the technology landscape to support their growth journey and stay ahead of the competition. The ecosystem we’ve built and the solutions we offer are utilized by Fortune 500 companies, Venture Capital firms, start-ups, channel partners, OEMs, and end customers across the globe – to invest in new ideas, improve how they do business, and drive performance.

 

Every day we help forward-thinking leaders reshape how they innovate, providing them with access to powerful tools, technologies, and an ecosystem unlike anything currently in the market. This includes our research platform that enables companies to instantly source leading technologies, our bespoke innovation and go-to-market consulting services, and our global community of CXOs, VCs, and entrepreneurs.

 

About the Role:

 

We're looking for an Enterprise Account Manager with extensive organizational and program management skills and who thrives on building deep relationships with clients. You'll work with senior leaders and strengthen these relationships with our most important clients, and accelerate growth for Vation Ventures. You will execute business priorities, expand our product and services footprint, address client issues, manage existing engagements, and drive operational efficiencies to enhance our client experience.

 

 

Responsibilities

 

• Own a book of business for Vation Ventures enterprise accounts, be a trusted partner and consultant, and provide guidance on launching and optimizing Vation Ventures products and services across accounts
• Oversee customer account management, including negotiating contracts and agreements to maximize profit
• Identify growth opportunities and facilitate the renewal process with enterprise customers
• Maintain a deep understanding of the Vation Ventures products and services and speak/train customers about the most relevant features/functionality for their specific business needs
• Increase customer retention by conducting regular check-in calls for tactical items, and analyze and present the success metrics to your executive contacts via quarterly business reviews
• Effectively track metrics around client retention, user adoption, and other various KPIs
• Partner with the Product team to create tailored customer onboarding workshops and training based on predetermined business requirements
• Conduct customer business reviews to assess progress against desired business outcomes, determine opportunities for deeper feature engagement

 

Qualifications:

 

• 3+ years in a customer success or account management role, preferably customer-facing in a SaaS or Consulting organization
• Previous closing role experience where you were responsible for deal negotiation
• Strong communication skills and technical aptitude
• Enjoys working closely with customers to ensure complete satisfaction and adoption
• Excellent presentation and communication skills (both verbal and written) across all levels of an organization.
• High attention to detail, with a process and solution-oriented mindset
• Bachelor's Degree or Higher
• Demonstrated knowledge of the startup landscape
• Familiar working knowledge of channel partners and different routes to market
• Experience with Salesforce, Outreach, and ZoomInfo preferred
• You have your own unique talents – if you don’t meet 100% of the qualifications outlined above, tell us why you’d be a fit for this role

 

 

 

Compensation:

Vation Ventures is committed to fair and equitable compensation practices. The salary range for this position is between $70,000 to $95,000 with an OTE of $140,000 to $170,000. This position is remote-friendly, and compensation will ultimately be in line with the location in which the position is filled. Final compensation for this role will be determined by factors such as a candidate’s relevant work experience, skills, certifications, and geographic location.

 

Benefits:

Vation Ventures offers Health Insurance, Dental Insurance, and an unlimited PTO policy.

Vation Ventures is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, or any other protected status.

Digital Sales Director

About Strategus

We’re a programmatic OTT/CTV provider that has executed over 17,000 campaigns nationwide with local partners and national brands. We pioneered the first programmatic OTT/CTV campaign and are committed to staying ahead of an ever-changing marketplace.

 

We’re looking for a Digital Sales Director in the XXX market to join our sales team of high-performing and tech-savvy individuals. While our office is based in the Denver area, we’re a remote organization that is hiring from coast to coast!

 

Here are some of the problems you’ll be solving:

• You’re directly responsible for new revenue generation, which includes prospecting and developing new relationships across multiple channels and verticals
• Partnering with clients from the beginning of the sales process to the end (prospecting to closing)
• Assembling complex proposals and recommendations for new and existing clients
• Working closely with clients and internal teams to ensure everyone has a strong understanding of the expectations and KPIs for the campaign and working closely with internal teams to ensure campaign fulfillment
• Attend weekly meetings with other sales personnel to review products, forecasts, and pipelines
• Maintain expert knowledge of all Strategus products and services, serves as a subject matter expert within the market to provide consultative support to customers

 

You’ll be considered for this role if:

• You’ve consistently demonstrated the ability to hit quota on an annual basis
• You’ve got 5+ years of outside sales experience, ideally in the OTT/CTV digital ad space
• Building a book of business comes naturally to you, especially with a company that isn’t a household name
• Digital ad sales strategy and execution, including experience using multiple tech platforms to amplify your sales strategy and tactics
• You enjoy a fast-paced environment and working with lots of different people
• You are a driver, a conqueror and are not intimidated by a business that is growing rapidly; as part of that process, Strategus needs your input and experience to help us evolve

 

Here is the technology you’ll be working with:

• Salesforce
• MediaRadar
• Salesloft
• Chorus.ai
• LinkedIn Sales Navigator
• Zoom

 

Here’s why you would want to work at Strategus:

• A group of people who are both hard working and smart… and happen to be an absolute blast to work alongside
• Flexible PTO for those days that you just can’t avoid… or for the ones you plan!
• A fun and challenging work environment to keep you engaged and growing.
• 401k plus matching, medical/dental/vision plans, short term disability, parental leave, etc.
• Everyone on the team is extremely value-driven and works incredibly hard to meet our ambitious goals.
• We’re constantly growing – that can lead to a little bit of chaos from time to time, but we always work it out and it never prevents us from staying ahead

Account Manager 

About You

• You believe in going above and beyond to deliver a legendary customer experience.
• You're ambitious, highly motivated and thrive in a fast-paced environment.
• You're passionate about growing and fortifying client relationships.
• You're creative and enjoy using data to tell a story.
• You recognize client's goals and make recommendations that deliver results.
• You thrive on change, innovation and have a "yes and" attitude.
• You're ready to be part of a growing company who's leading the industry in What's Next in OTT/CTV Advertising.

About Strategus

• We consistently blow our growth numbers away year over year… and have for the last 7 years running!
• We're an innovative leader in programmatic OTT/CTV advertising, optimization, targeting, reporting, and analysis. While others are just getting started, we've been exclusively focused on perfecting our approach to OTT/CTV advertising since 2015.
• We're on a mission to hire the best and are committed to creating exceptional employee and client experiences, where everyone is respected, fully engaged, and strives for growth.

You'll lead the most important aspects of the client experience

• Partner with the Sales Directors to provide an exceptional client onboarding experience.
• Operate as the lead point of contact for clients and internal team members regarding campaign management and execution.
• Facilitate collaboration across multiple teams (Sales, Ad Ops, Finance, Product, Vendors) to ensure the goals of your clients are exceeded.
• Build and fortify long-lasting client relationships.
• Partner with Ad Ops to manage and execute (optimization recommendations) campaigns.
• Utilize resources to troubleshoot campaigns and find solutions.
• Turn performance data into insights and recommendations.
• Grow existing client base by identifying new opportunities for products and services that will enhance the client's marketing strategy.
• Present campaign performance to clients.
• Lead Internal & Client Campaign Kick Off calls, Campaign Reviews and QBR's with Clients.

What makes Strategus the best job you've ever had?

• We're an innovative company where everyone has an opportunity to contribute to the overall success of our team.
• We're constantly growing, learning, and trying new things, it's exciting and keeps us ahead of the curve.
• Our office is based in the Denver area, but we're a remote organization that is hiring from coast to coast.
• We are collaborative and hard-working, not to mention an absolute blast to work alongside.
• We are value-driven and work incredibly hard to meet our ambitious goals.
• A fun and challenging work environment to keep you engaged and growing.
• Flexible PTO, 401k plus matching, medical/dental/vision plans, short-term disability, parental leave, etc.
• Learning platforms to invest in your growth and development.