Director, Growth & Business Development

Job description

We're unique. You should be, too.

We're changing lives every day. For both our patients and our team members. Are you innovative and entrepreneurial minded? Is your work ethic and ambition off the charts? Do you inspire others with your kindness and joy?

We're different than most primary care providers. We're rapidly expanding and we need great people to join our team.

The Director, Growth and Business Development directs, establishes, maintains, and plans the policies, metrics, and goals for sales growth and business development for a defined geographic area. The incumbent in this role is responsible determining how to drive business development, revenue, and profit to achieve the company's ambitious goals. He/She is the key driver of the market/division's membership and business growth and is accountable for ensuring consistent, profitable growth in sales revenues through positive planning, deployment and management of strategic sales objectives. The Director, Growth and Business Development executes ideas, strategies and action plans to improve short- and long-term sales and profits.

ESSENTIAL JOB DUTIES/RESPONSIBILITIES:

• Develops a sales strategy and tactics and works with Director, Center (DoC) or Executive Director, Center (EDoC) to achieve.
• Creates functional strategies and specific objectives to develop payer partners and build, maintain and enhance community relationships and partnerships.
• Manages the market/division's overall sales growth through the development, training, coaching, and performance of sales personnel and support staff. Accountable for growth number; collaborating with Center Dyads to achieve.
• Identifies areas of sales deficiency, which are opportunities for growth, and executes strategies to minimize disenrollment and decreases in membership.
• Collaborates with the IMG teams and works with Sales leaders to identify prospective new business partners and build and maintain community connections.
• Attracts, recruits, hires, develops, motivates and retains high-impact sales staff. Measures and monitors high performers and effectiveness of ability to coach.
• Develops specific plans to ensure revenue growth in company services - patient enrollment. Reviews progress of sales roles throughout the market/division.
• Collaborates with Sales leaders to develop sales strategies that improve market share in all product lines. Assists sales personnel in establishing personal contact and rapport with key local communities serving Medicare-eligible seniors.
• Collaborates with Sales leaders to establish and control budgets for community events. Reviews expenses and recommends economies.
• Coaches & develops relationship of team and shared performance management with DoC/EDoC.
• Educates sales team by establishing programs and/or seminars in the areas of new account sales and growth, sales of emerging services and multi-service sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business & financial issues on contracts. Holds regular meeting with sales staff.
• Accurately forecasts annual, quarterly and monthly revenue streams. Provides quarterly results assessments of sales staff's productivity.
• Coordinates proper company resources to ensure efficient and stable sales results. Formulates sales policies, practices and procedures.
• Interprets short- and long-term effects on sales strategies in operating profit.
• Participates in selection of Membership Growth Consultants (MGCs). Accountable for Sales Agents.
• Performs other duties as assigned and modified at manager's discretion.

KNOWLEDGE, SKILLS AND ABILITIES:

• Highly developed business acumen and acuity
• Expert knowledge and understanding of Sales and Business Development functions, techniques, best practices, methods and strategies
• Excellent listening, negotiation, leadership, relationship building, and influential (but not pushy) skills
• Outstanding written and verbal communication and interpersonal skills. Expertise in Representative relations
• Keen business sense, with the ability to find creative business-oriented solutions to problems
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Ability to drive the sales process from plan to close
• Ability to articulate the distinct aspects of products and services; ability to position products against competitors
• Ability to understand the impact of operational initiatives from a salesperson's perspective
• Highly analytical/data-driven. Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends
• Proven success working in a fast-paced, high-growth environment
• Proficient in Microsoft Office Suite products including Word, Excel, PowerPoint and Outlook, database, and presentation software including SalesForce
• Ability and willingness to travel locally, regionally and nationwide up to 20% of the time
• Spoken and written fluency in English
• This job requires use and exercise of independent judgment

EDUCATION AND EXPERIENCE CRITERIA:

• BA/BS degree in Marketing, Business Administration, Economics or a closely related field required OR additional experience above the minimum may be considered in lieu of the required education on a year-for-year basis
• MBA, MHA or Master's degree is a related discipline preferred
• A minimum of 10 years' sales and salesforce management work experience required; preferred management experience in developing and growing a sales team
• Direct-to-Patient sales and marketing experience preferred
• Experience managing local marketing events. Direct Marketing Organizations experience a plus; Health Plan provider group experience a strong plus
• Experience working for a large, best practice, healthcare firm a plus
• A valid Class C or D or State equivalent driver's license, issued by the State of current employment, required.
• Current, personal automobile insurance needs to be equal or greater than your state, county or city requirements
• Must have $100,000 No-Fault or Personal Injury (PIP)/$300,000 Property Damage Liability (PDL) Limits requirement on the personal automobile insurance policy.
• Incumbents in this role will be subject to bi-annual Motor Vehicle Record (MVR) checks to ensure proper compliance
• Since driving to various locations plays an integral role in satisfying the basic requirements of the job duties, it is imperative that all Directors maintain a valid driver's license with a clean record.