Director of Business Development

It's fun to work in a company where people truly BELIEVE in what they're doing!

Our intention is to have employees who are passionate about making their personal mission statement come to life each day at work! Be it through providing healing, eradicating loneliness, contributing to efficiencies, streamlining processes, being dependable, sparking creativity or something else, the demonstration of HOW you do your job is just as important as WHAT you do in your job.

Alongside our valued employees, we are making a difference throughout the state of Ohio in the lives of those that need healthcare or those embracing the next chapter of their lives. Sustained members of our team demonstrate accountable behavior and share our values of customer service, innovation, inclusion, integrity, financial stewardship, leadership and care.

The Corporate Manager of Business Development provides support to all sales staff, from strategic planning and lead generation growth through conversion and market share increase by overseeing the development and implementation of an agreed upon brand marketing plan and training program that will meet both personal and business goals of expanding customer base in the assigned market area. The Corporate Manager of Business Development oversees and coaches the location business development teams to drive towards the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company mission and values.

Essential Activities and Tasks

People Management and Development - 50%

• Conducts new employee education with each new sales person.

• Supports quarterly assigned communities and sales staff to increase census or SOC

• Provides weekly report regarding use of CRM’s

• Coaches and influences the work of the location Directors of Business Development and their teams regarding the performance expectations of their positions, including completing ride along reports for each person.

• Provide support for those communities/offices who may be missing sales staff.

• Fosters a positive work environment that attracts, retains, and motivates employees.

• Interviews, selects, and orients new employees.

• Defines, establishes, and promotes performance expectations so staff understands and demonstrates excellence through high quality and consistent performance.

• Evaluates job performance of staff in accordance with the company policy and procedure and provides developmental guidance to staff for improved performance and growth.

• Monitors accountability with organization requirements prescribed by the Employee Handbook. 

• Participates in the development, planning, scheduling, conducting, and monitoring of in-service training programs, on-the-job training, and orientation programs for departmental staff.

• May assist to ensure that there is a reasonable and sufficient plan for staffing should a direct report be absent or a position be vacant.

• Responds timely and thoughtfully to questions, requests, and work product from departmental staff that has been provided for review and approval.

Engagement and Growth Management - 35%

• Directs, trains, and coaches sales growth staff in meeting and/or exceeding their activity, conversion, and sales growth goals. 

• Accompanies the location Director of Business Development, Executive Director, or sales growth and brand marketing staff in sales calls, creation of programs, and delivery of projects.

• Understands and conveys clearly the services and program proposal models. 

• Maximizes all opportunities in the process of closing a referral resulting in market share growth.

• Teaches a repeatable successful process to all sales growth staff.

• Consultatively engages with and makes recommendations to prospects and patients of the various services the organization offers.

• Directs and oversees the local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop and manage the database of qualified leads through referrals, inbound sales, face-to-face cold calling on referral sources, direct mail, email, and networking.

• Tracks and analyzes market and performance trends of their teams via the Brand and Growth Dashboard Scorecard and Reporting.

Brand Marketing and Relationship Management - 10%

• Meets and/or exceeds revenue and other sales growth targets established for each location.

• Creates and submits detailed business information for pricing and presentation of solutions to identified prospects’ business needs.

• Trains and demonstrates technical selling skills and product knowledge in all areas listed above that allows them to give effective presentations of the organization’s customer relationship development sales growth program.

• Demonstrates the ability to carry on business conversations with key decision makers.

• Identifies and develops referral sources for each assigned life plan community or agency office focused on maintaining a productive working relationship with key customers. 

• Sources and develops patient relationships and referrals in the assigned territory.

• Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize revenue.

Strategic Planning - 5%

• Directs education on all systems, sales growth techniques, forecasting, and business planning

• Maintains a system and process of training on accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of the CRM to maintain accurate records to maximize territory potential.

• Contributes to and directs the implementation of company brand marketing plans as needed.

• Works closely with life plan community leadership and corporate operations and finance to identify, evaluate outcomes, and service new business opportunities.

• Participates and contributes to the development of educational programs offered to patients, prospects, and company employees.

• Works with the creative services team to develop and update marketing materials, including the website and other digital media.

 All other duties as assigned.

Qualifications

Education

• Bachelor's degree in a related field required.

• Masters degree in related field preferred. 

Experience

• Five years sales/marketing experience required.

• Three years health care sales and marketing experience required.

• Proven sales track record required.

• Multi-site responsibilities preferred.

• Proficiency with Windows, Microsoft Office (Word, Excel, PowerPoint), and the internet required.

• Proficiency with a Customer Management System (CMS) required.

Other Requirements

• Must be able to read, write, speak, and understand the English language.

• Must possess a valid driver's license and acceptable driving record. Must be insurable under professional liability and crime coverage policies as specified by insurance carrier underwriting standards.

Working Conditions and Special Requirements

• Sitting - Up to 8 hours/day

• Standing - Up to 4 hours/day

• Walking - Up to 4 hours/day

• Lifting, transferring, pushing or pulling equipment/supplies. - Up to 25 pounds

• Driving - Up to 6 hours/day

• Travel % / Overnight Travel - Regular

• Work weekends, evenings, and holidays. - Special circumstances

• On-call availability - 24/7 for emergencies

• Risk Category for Exposure to Bloodborne Diseases - III