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