Regional Business Development Manager

Overview

PURPOSE STATEMENT:

The Regional Business Development Manager will be responsible for the development, implementation and execution of business development activities to drive profitability for the areas assigned and will have a thorough knowledge and understanding of the military and Veteran market with proven results working within the Department of Veteran Affairs and Veteran organizations. Works closely with the AVP of Military Affairs, SVP of Business Development and Facility Leadership to identify opportunities within the Company and set strategic direction. Manages a territory and while supervising a regional team of business development liaisons. Provides feedback to team leadership on the performance of the facilities in the manager's portfolio. Actively participates in development of key accounts and building strategic relationships with referral institutions. Works closely with facility leadership to ensure processes are in place so that accurate data is captured and utilized in order to understand trends in market development, referrals, and admissions. 100% remote with 50% travel.

Responsibilities

• ESSENTIAL FUNCTIONS:

• Ensure business growth through directing and managing business development activities to ensure these are delivered in accordance with organizational strategy.

• Provides a positive impact on the profitability of the company through ensuring strategic and tactical decisions relating to development of new business, based upon demographic research, areas of greatest need and key quality revenue.

• Ensure the effective achievement of the business development functional objectives, through the leadership of assigned liaison team, by setting clear objectives in order to maximize individual performance and growth.

• Drives patient admissions and census goals through sound strategic planning and execution, including areas of territory, coordination with operations and clinical, and tracking through reports and analytics.

• Manages recruiting and hiring of Business Development team members. Focuses on training, on-boarding, overall development, provides ongoing coaching, and management of the team to maximize effectiveness and productivity.

• Must be able to take ownership, drive accountability, identify opportunities, and solve them with practical solutions and actions plans.

• Must be able to build a strong culture of performance, teamwork, and recognition.

• Liaise with the AVP of Military Affairs and the SVP of Business Development on implementation of strategic marketing plans.

• Identify promising business opportunities within the Veterans Affairs and Military space.

• Abides by and demonstrates the company Mission

• Vision

• Values through both behavior and job performance on a daily basis.

• Assesses the market and (with management) establishes the market strategy, with goals and tactics, including prioritizing key referral sources (customers).

• Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory.

• Gathers/organizes information on targeted accounts and manages with and through Salesforce.com.

• Prepares/delivers MFS presentations which effectively address clients' needs and follows up to provide additional information, answer questions, and address service recovery issues.

• Participates in MFS weekly census report calls, provides insight and observations relative to specific issues identified, budgeted census requirements, census stability, or census growth.

• Participates in performance improvement activities to measure and assess the quality of services provided.

• Ensures that all marketing collateral, advertising and web site information is accurate and up to date by coordinating with the host hospital marketing department. Ensures compliance to marketing protocols, policies and procedures.

• Adheres to and participates in Company's mandatory HIPAA privacy program/practices, Business Ethics and Compliance programs/practices, and company policies and procedures.

• Participates in special projects and performs other duties as assigned.
  OTHER FUNCTIONS:

• Perform other duties as assigned.

STANDARD EXPECTATIONS:

• Complies with organizational policies, procedures, performance improvement initiatives and maintains organizational and industry policies regarding confidentiality.

• Communicate clearly and effectively to person(s) receiving services and their family members, guests and other members of the health care team.

• Develops constructive and cooperative working relationships with others and maintains them.

• Encourages and builds mutual trust, respect and cooperation among team members.

• Maintains regular and predictable attendance.

Qualifications

EDUCATION/EXPERIENCE/SKILL REQUIREMENTS:

• Bachelors' degree in Business or related field required; or 5 years combined business development and management experience.

• Minimum of 5 years' experience in managing the business development function of a multi-state healthcare organization.

• 2+ years working with the Veteran population. Must have extensive experience working within the Veterans Affairs (VA) space and have a thorough knowledge and understanding of VA policies and processes.

• Experience in a senior leadership role with a proven history of driving business growth and revenue.

• Demonstrated leadership ability.

• Demonstrates excellent communication skills, both written and verbal.

• Ability to think strategically and solve problems.

• Ability to establish and maintain effective working relationships with facility staff, physicians and corporate staff.

• Ability to lead with a high degree of emotional intelligence and ethics.

LICENSES/DESIGNATIONS/CERTIFICATIONS:

• Not Applicable