The Business Development Associate supports the Global Markets Americas strategy by engaging in activity that increases the healthcare industry relationship pipeline, client satisfaction and loyalty with our existing clients; maximizes penetration with our target market to increase share and impact; and prospecting and capturing business with new clients. This role works in partnership with the healthcare team (Program Manager, Marketing Strategist, GRE, Leadership Solutions Partners (designers and facilitators), Implementation Partners and other subject matter experts to meet clients' business needs and advance CCL's mission. With guidance from the Healthcare Director, the Business Development Lead (BDL) participates in business activities such as: working new leads, prospecting, and managing existing client accounts, researching industry trends, and aligning CCL health continuum efforts to messaging and relationships. The Business Development Lead ensures optimal presentation of CCL's capabilities, materials, and the full portfolio of products to CCL clients and prospects.
Principal Duties and Responsibilities
Effectively articulates CCL's mission and value proposition with clients, prospects and partners.
Strategically deploys business development resources to help the organization create specific new business opportunities, nurtures existing business by maintaining relationships and engages CCL alumni with a focus on the Healthcare Vertical.
Responsible for prospecting a geographic territory or vertical along with Strategic Business Partners (who oversee the territory), including developing and implementing client acquisition strategies and leveraging marketing efforts.
Leads or participates in client relationship management teams in developing and implementing client acquisition, retention, and growth strategies.
Responsible for managing, updating, and communicating a robust pipeline from lead/prospect identification through contract.
Leverages Client Relationship Management systems to capture critical account and pipeline information for use with account teams, sales partners and the broader enterprise.
Initiates contact with clients through strategic discussions led by the Healthcare Director. With the appropriate subject matter expert(s) involved, assesses client needs to determine desired learning outcomes. Links outcomes to CCL portfolio for the client and sells ability to deliver outcomes by articulating CCL's value proposition.
Manages client satisfaction, along with support of Implementation Partners and Contracts Specialists. With Leadership Solutions Partners and Sales partners, negotiates design and delivery scope with clients within established guidelines.
Analyze our past 48 months of "wins and losses", aggregate some of the reasons and partner with the Healthcare vertical team, and the entire CCL organization, to identify ways to impact the win/loss ratio for current and future client opportunities.
Participates as part of the Americas Healthcare vertical team, sharing best practices, learning about new CCL products and offerings and how best to integrate with clients, and supporting team and enterprise goals
Define KPIs for BD activities and coordinate with internal and external partners to implement tracking plan, provide regular reporting and make recommendations to inform future strategy.
Bachelor's degree in business or related subject matter required.
Graduate degree, preferably in the healthcare field.
Preferred, but not required: MBA, MHA
Preferred, but not required: Lean Six Sigma, PMP, or Leadership Development & Coaching certifications.
8-10 years proven experience in combination of business development, account management, or customer relationship management, preferably working in a corporate healthcare environment.
Effective execution of negotiation and problem solving skills.
Demonstrated skills in targeting and prospecting for new clients and/or building client relationships.
Specific Knowledge, Skills and Abilities Requires
Effective interpersonal skills and the ability and desire to work with and present to diverse levels of a prospect organization's personnel, particularly upper level leadership.
Ability to rapidly identify and act on prospects' and clients' needs or concerns.
Flexible and adaptable with clients, colleagues and organization needs.
Ability to work both independently, under direction, and as part of a team.
Exemplary oral and written communication skills.
Proven organizational and planning skills.
Skilled in Windows PC environment and use of CRM system.
Up to 50% travel required.
Salary commensurate with experience and variable incentives will be discussed.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
Please view Equal Employment Opportunity Posters provided by OFCCP here.
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
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