Regional Director of Business Development - Chicago, IL Market
Job Description
Summary:Provides sales (referral development) leadership and support to designated IRF (inpatient rehabilitation facilities) locations or ARUs (known as Acute Rehab Units (ARUs) in Hospitals) to increase market awareness and market share and achieve stated business objectives. Drives patient admissions and census goals through sound strategic planning and execution, including in the areas of territory and call planning and management, content / tools and messaging, educational programs, advisory boards, coordination with operations and clinical, and tracking and targeting through reports and analytics. Manages recruiting and the hiring of top tier Clinical Liaisons and focuses on training, on-boarding, overall development, and ongoing coaching and people management of the team to maximize selling effectiveness and productivity. Directs the daily, weekly, and monthly activities of the Clinical Liaison team to ensure area revenue and profit targets are achieved or exceeded. Must be able to take ownership, drive accountability, and identify opportunities and solve them with practical solutions and actions plans. Must be able to roll-out new content, programs and other tools and build a strong culture of performance, teamwork, and recognition.
With the Regional Vice Presidents of Operations, Area Directors of Operations, Program Directors, and marketing (clinical liaison) team, the Regional Director of Business Development is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area. The Regional Director of Business Development will implement best practice marketing, clinical integration, training, and management practices to achieve Kindred’s vision, mission and goals – which are to be the undisputed leader in rehabilitation with leading quality outcomes and service levels.
Essential Functions:
Abides by and demonstrates the company Mission – Vision – Values through both behavior and job performance on a day-to-day basis.
Support Divisional Marketing strategies through active participation in the design, modification and implementation of marketing initiatives.
Directs the activities of assigned sales (Clinical Liaison) teams and provides sales related support to RVP, ADO and PD to ensure area revenue and profit targets are achieved or exceeded. Establishes good and consistent processes for how the team goes about its work.
Hires, on-boards, trains, and manages the sales (Clinical Liaison) team and oversees their activities – in building and sustaining an excellent and market leading team. Manages ongoing performance and competency reviews of team to ensure staff is qualified, meeting objectives, and competent to provide services.
Works with Sales Management to implement appropriate sales structure.
Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers). Targets include hospitals, other post-acute providers, insurance companies, preferred provider organizations, health maintenance organizations, and case management firms.
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. Manages the CRM process of the team.
Owns critical accounts, including making contact with appropriate management levels at referral institutions and maintaining key physician relationships Works with targeted managed care organizations and appropriate physicians/physician groups.
Prepares/delivers sales presentations which effectively address clients' needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales.
Works with Management to develop and execute area specific annual strategic plan and budgets
Prepares quarterly sales updates to ensure achievement of established sales goals and compliance with established budgetary constraints. Manages sales time and resources according to plan.
Establishes/maintains working relationships with key line, Contracts, Marketing, Clinical and Specialty management staff to ensure thorough understanding of Company products/services. Ensures sales staff is kept abreast of assigned product lines/services.
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 the compliance to marketing protocols, policies and procedures.
Manages and actively participates in critical professional and industry associations and organizations that represent referral sources and patients.
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.
Qualifications
Education: Bachelor’s degree in related field. Master’s degree preferred.
Licenses/Certification : None required.
Experience:
Minimum of five years’ experience in healthcare marketing and sales management functions for multiple locations (5 or more). Over five years of actual hands-on sales experience with direct responsibility for hiring, training and managing and leading sales teams.
Must have deep clinical knowledge to understand patient identification, the patient admissions process, and reimbursement dependencies by patient type.
Experience and a proven track record in driving referrals through the admissions process, with a history of achieving consistent growth in admissions, census and revenue.
Must be experienced in leading teams in the development of comprehensive strategic marketing plans, with examples of execution of those plans that made a difference in results.
Knowledge/Skills/Abilities :
Excellent oral and written communication and interpersonal skills.
Natural leadership qualities, with the ability to be empathetic and understand the needs of people and referrals sources, and then matching solutions to those needs.
Ability to attract people and build a winning team with a great culture.
Having a positive and can-do attitude, with resiliency.
Strong organizational skills.
A self-starter who takes ownership and accountability
A creative thinker who recognizes opportunities and solves them, demonstrating the ability to work independently with minimum supervision.
Keen understanding of how to use analysis and reports to drive daily work and decisions.
Basic computer skills with working knowledge of Microsoft Office, word-processing and spreadsheet software.
Travel required 50% - 75% of the time.
Recruiter
- Janel Peck
: IN-Munster
Organization
: 635G - Community Hosp-0435
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