E00851 - Director, Business Development Operations

Director of Business Development Operations

Recovery Centers of America

Recovery Centers of America (RCA) was created in pursuit of one goal: Help 1 million patients achieve a full life of recovery by providing evidence-based alcohol and drug addiction treatment, as well as eating disorder treatment. We believe patients who are treated well get well sooner, which is why we treat every patient with dignity, discretion, and respect.

We're on a mission to deliver the highest-quality, most affordable, and most accessible addiction treatment available. More importantly, we're on a mission to save lives. We provide our patients with a complete continuum of care including medically-monitored detoxification, residential inpatient, intensive outpatient (IOP), partial hospitalization (PHP) and general outpatient (GOP) -- offered both in-person and via telehealth -- as well as a variety of free community support meetings at our neighborhood-based centers for addiction treatment.

Job Summary

The Director of Business Development Operations will be responsible for managing strategic & business objectives for the business development team via data analysis, Salesforce platform automation and setting & monitoring KPIs to evaluate individual & team performance. This position will work collaboratively with the Director of Marketing Automation, the Salesforce administration team and the Regional Business Development Managers to develop and execute on high-level strategic initiatives as well as daily requirements and functions of the sales representatives. Goal-setting, performance evaluation, lead management and Salesforce platform automation will be critical responsibilities in support of the efficacy & efficiency of the sales organization as a whole.

Responsibilities:

Salesforce Platform Expertise

• Develop and maintain marketing and sales enablement automation platforms and assets including Salesforce (SF), Salesforce Marketing Cloud (SFMC) and Marketo (migration from Marketo to SFMC)

• Map Business Development cycle, incorporating a SF consultative selling model

• Refine SF account structure to serve measurement and reporting needs

• Customer account segmentation and prioritization

• Lead integration/clean-up of other Data sources (i.e. Definitive Healthcare)

• Lead management -- ensuring rep follow-up

• Manage data integrity, account hygiene and ongoing pipeline

Territory Planning/Sales Coverage (in conjunction with BDO leadership)

• Rep planning -- how many reps needed/market and who covers what (considering population density, covered lives, pillar accounts)

• Goal setting/comp plan/KPIs

• Develop 80/20 plans

• Develop long tail plans

Sales Data Analysis and Reporting

• Develop and maintain performance reports and dashboards, train users on how to utilize the data available

• Leveraging data & market intelligence to assist in development of new sales processes, product development and training

• Activity tracking and reporting

• Individual, Regional, Global performance against targets

• Ongoing evaluation of historical performance and market trends

• Referrant Attrition Report

• Other Ad Hoc Report

Marketing Automation Campaigns

• Expertise on understanding how to leverage email and SMS templates for set-up and launch for B2B and B2c customer nurturing initiatives

• Build proper QA flow for Email & SMS campaigns pre-launch

• Report on Marketing Automation performance

• Further define segments to be leveraged for both Email and SMS in B2B and B2C

• Collaborate closely with Marketing Content team members to define calendar and cadence

• Deep understanding of CANSpam (and alike) laws

• Stay on top of industry and technology advances

• Develop and optimize email marketing, lead flow process, qualification, and lead scoring.

Collaboration and Communications

• Work closely and establish consistent communication cadence with BDO leadership and field

• Work closely with Sr Manager Measurement and Analytics

• Work closely with email/sms content marketing managers

• Sales call re-contact program

Qualifications

• 10+ years of sales operations experience, preferably in the addiction treatment field

• Minimum 5 years experience in developing & analyzing Salesforce data sets

• Bonus is experience in analyzing claims data

• Clear understanding of CRM workflows and be able to recommend improvements to improve data integrity and processes

• Strong customer service skills required

• Strong project management skills required

• Strong interpersonal skills are a plus

• Strong presentation skills are a plus

Compensation

• TBD based on experience & qualifications

• Benefits Package:

• Dental insurance

• Health insurance

• Vision insurance

• Paid time off

• Professional development assistance

Work Environment:

This person will be required to work primarily in our King of Prussia-based corporate office with the possibility of limited remote work available.

Physical Demands:

While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands to finger, handle or feel objects, tools or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop or kneel. Specific vision abilities required by this position include close vision, distance vision, color vision, peripheral vision and the ability to adjust focus.

Position Type/Expected Hours of Work:

This is a full-time salary position, which requires work during normal business hours, Monday -- Friday with some nights & weekends being required.

Travel:

Up to 25% travel is required which includes local.