Southern New England Healthcare
Director Business Development
Southern New England Healthcare, Windsor, Connecticut, us, 06006
The Director Business Development (DBD) reports to the Chief Strategy and Business Development Officer with accountability for recruiting providers to join SoNE Health’s participating provider network, marketing & selling SoNE’s suite of Management Services Organization (MSO) service capabilities, and identifying and negotiating key business and vendor relationships. The DBD is relied upon to contribute to revenue growth through identification, cultivation, and closure of business opportunities with new and existing accounts, actively managing sales targets and related activities to achieve sales goals. The ideal candidate will be a proactive self-starter with a passion for sales and a proven track record in business development. This position requires a blend of traditional and modern sales techniques, including door-to-door business-to-business (B2B), cold calling, networking events, and online marketing.
The Director Business Development initiates, negotiates, and executes participating provider agreements, vendor agreements, and MSO Services agreements for SoNE.
This ideal candidate for this position will reside in the CT/MA area close to Hartford/Springfield locations.
Job Responsibilities
Work with the CSBDO to contribute to revenue growth through cultivation and closure of business opportunities with new and existing accounts and relationships.
Conduct research and foster networking opportunities to discover new opportunities, establish opportunity pipeline, and penetrate and close new accounts.
Leverage internal resources, client relationships, industry knowledge, and investigative resourcefulness to acquire a thorough understanding of the business environment, objectives, and challenges.
Establish meaningful, professional relationships with various client stakeholders, influencers, and contact windows, including gaining understanding of their individual roles, desired outcomes, communication preferences, and personal motivators.
Leverage relationships to continuously expand contact base and pipeline to discover new business opportunities.
Develop creative concepts, prepare, and deliver client presentations and proposals in a manner that effectively showcases SoNE’s capabilities, value proposition, depth of industry and technology knowledge, and understanding of the client’s business and needs.
Develop written contracts and proposals for new clients.
Actively manage sales targets and related activities to achieve personal and SoNE’s sales objectives.
Achieve the set target goals quarterly (to be defined based on network and business needs) and objectives for provider recruitment and business development in key geographic markets identified by SoNE.
Will have exceptional recruitment and negotiation skills. Ability to make connections, follow leads, and close the recruitment sale.
Prepare a sales plan that establishes key strategies, activities, and supporting metrics to achieve sales objectives.
Effectively manage the sales targets through prospecting, qualification, needs analysis, proposal, close, project management, implementation, and ongoing account management.
Track and report on all opportunities, key milestones, and support requirements.
Brainstorm ideas for new programs and business development opportunities.
Maintain a comprehensive list of provider network targets for outreach and leads that will drive success and market penetration. Provide regular updates, respond to inquiries, and address all concerns in a timely manner.
Build relationships with prospects and manage lead development pipeline.
Identify new business opportunities through a variety of channels by connecting with prospects and introducing them to SoNE HEALTH.
Collaborate with the Network and Provider relations team and other functional areas to move qualified leads through the sales and engagement process swiftly.
Document and memorialize outreach efforts as well as contacts, provide status changes and new developments at team meetings.
Ensure SoNE HEALTH’s brand is properly represented and promoted throughout client interactions, communications, and deliverables.
Contribute to client meetings that clearly differentiate SoNE HEALTH in the industry.
Collaborate with internal project team members to ensure client expectations are being met.
Synthesize client feedback for implementation by project team members.
Contribute to enhanced customer service through timeliness and quality of communications and deliverables, including thorough hand-offs to internal project teams.
Conduct market analysis and evaluate competitor’s practice and market status.
Develop strategies for SoNE HEALTH to be the preferred option in the market vs. the competition.
Maintain complete organizational knowledge and product and services familiarity.
Add value by conveying useful industry, government, and practice innovation trends and initiatives.
Meet or exceed individual target goals and departmental objectives.
Work cross-functionally with internal stakeholders whose involvement is required in the sales process, including operations, finance, and legal.
General Duties
The Director Business Development will exhibit the following:
Leadership : Lead in defining and executing strategies and solutions to create business value in assigned area, including identifying and collaborating with key team members to design, develop, and execute those strategies and solutions to deliver desired outcomes.
Strategy : Active participant in establishing the recruitment and business development strategy and roadmap.
Collaboration : Ensure that the provider recruitment and business development strategy is aligned with company objectives by working closely with other business divisions to learn their needs, internalize their knowledge, and define solutions to achieve the recruitment objectives.
Knowledge : Provide subject matter expertise on market landscape and intel, including determining and recommending approaches for provider outreach, engagement, relationship management, information sharing, overcoming roadblocks, and closing contractual arrangements.
Culture : Is accountable for creating a productive, collaborative, safe, and inclusive work environment for the business development team.
Qualifications
The Director Business Development should have the following qualifications:
Education : Bachelor’s degree preferably with emphasis in Marketing, Business, Science or equivalent experience.
Experience : Minimum of 10 years’ experience in managed care or other health care related network development position(s) with 5 plus years of sales and direct accountability for provider recruitment, contracting, vendor relations, and business development. Appreciation for details with ability to read and understand provider reimbursement methodologies and contracts. Experience with Value Based Contracting. Experience within an Accountable Care Organization, Managed Care Organization or Health Plan preferred.
Communication : Excellent written and verbal communications skills. Experience giving detailed reports and presentations. Competency using computer software to facilitate presentations and reporting. Excellent planning, organizational, and time management skills. Proven success prospecting, building a pipeline, moving opportunities through the sales cycle, proposing, presenting, and discussing solutions with executives and other decision makers.
Relationships : Ability to build and effectively manage relationships with business leaders and external constituents as well as internal stakeholders and team members.
Culture : Good judgment, impeccable ethics, and a strong team player; desire to succeed and grow in a fast-paced, demanding, and entrepreneurial company.
PHYSICAL AND MENTAL REQUIREMENTS:
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Regularly required to use hands to finger, handle or feel objects, tools, or controls; reach with hands and arms; and talk or hear.
Frequently required to maintain a stationary position and move or traverse.
Occasionally required to stand; climb or balance; and stoop, kneel, crouch, or crawl.
Ability to lift and/or move up to 20 pounds.
Vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
The dexterity necessary to utilize a computer keyboard on a regular basis is essential.
ADDITIONAL REQUIREMENTS:
As a condition of employment at SoNE HEALTH, all employees must reside in New Hampshire, Rhode Island, Maine, Vermont, Connecticut, or Massachusetts.
For the safety and well-being of our employees, all employees are required to be fully vaccinated for influenza.
If you will be working in a remote or hybrid capacity, we require a stable internet connection. We recommend that you have an internet service provider with speeds of at least 30Mbps download/5Mbps upload.
Adherence to SoNE Code of Conduct:
Code of Conduct:
Employee will understand and follow the guidelines and standards outlined in the SoNE HEALTH Code of Conduct and demonstrate an understanding of the SoNE HEALTH Mission, Vision, and Core Values.
Policies and Procedures:
Employee will comply with all SoNE HEALTH policies and procedures relevant to their role, including those related to compliance, safety, and confidentiality.
Regulatory Requirements:
Employee will ensure actions and behaviors are in accordance with applicable laws, regulations, professional standards, policies, procedures, and the Code of Conduct.
This position is eligible for target achievement incentives.
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The Director Business Development initiates, negotiates, and executes participating provider agreements, vendor agreements, and MSO Services agreements for SoNE.
This ideal candidate for this position will reside in the CT/MA area close to Hartford/Springfield locations.
Job Responsibilities
Work with the CSBDO to contribute to revenue growth through cultivation and closure of business opportunities with new and existing accounts and relationships.
Conduct research and foster networking opportunities to discover new opportunities, establish opportunity pipeline, and penetrate and close new accounts.
Leverage internal resources, client relationships, industry knowledge, and investigative resourcefulness to acquire a thorough understanding of the business environment, objectives, and challenges.
Establish meaningful, professional relationships with various client stakeholders, influencers, and contact windows, including gaining understanding of their individual roles, desired outcomes, communication preferences, and personal motivators.
Leverage relationships to continuously expand contact base and pipeline to discover new business opportunities.
Develop creative concepts, prepare, and deliver client presentations and proposals in a manner that effectively showcases SoNE’s capabilities, value proposition, depth of industry and technology knowledge, and understanding of the client’s business and needs.
Develop written contracts and proposals for new clients.
Actively manage sales targets and related activities to achieve personal and SoNE’s sales objectives.
Achieve the set target goals quarterly (to be defined based on network and business needs) and objectives for provider recruitment and business development in key geographic markets identified by SoNE.
Will have exceptional recruitment and negotiation skills. Ability to make connections, follow leads, and close the recruitment sale.
Prepare a sales plan that establishes key strategies, activities, and supporting metrics to achieve sales objectives.
Effectively manage the sales targets through prospecting, qualification, needs analysis, proposal, close, project management, implementation, and ongoing account management.
Track and report on all opportunities, key milestones, and support requirements.
Brainstorm ideas for new programs and business development opportunities.
Maintain a comprehensive list of provider network targets for outreach and leads that will drive success and market penetration. Provide regular updates, respond to inquiries, and address all concerns in a timely manner.
Build relationships with prospects and manage lead development pipeline.
Identify new business opportunities through a variety of channels by connecting with prospects and introducing them to SoNE HEALTH.
Collaborate with the Network and Provider relations team and other functional areas to move qualified leads through the sales and engagement process swiftly.
Document and memorialize outreach efforts as well as contacts, provide status changes and new developments at team meetings.
Ensure SoNE HEALTH’s brand is properly represented and promoted throughout client interactions, communications, and deliverables.
Contribute to client meetings that clearly differentiate SoNE HEALTH in the industry.
Collaborate with internal project team members to ensure client expectations are being met.
Synthesize client feedback for implementation by project team members.
Contribute to enhanced customer service through timeliness and quality of communications and deliverables, including thorough hand-offs to internal project teams.
Conduct market analysis and evaluate competitor’s practice and market status.
Develop strategies for SoNE HEALTH to be the preferred option in the market vs. the competition.
Maintain complete organizational knowledge and product and services familiarity.
Add value by conveying useful industry, government, and practice innovation trends and initiatives.
Meet or exceed individual target goals and departmental objectives.
Work cross-functionally with internal stakeholders whose involvement is required in the sales process, including operations, finance, and legal.
General Duties
The Director Business Development will exhibit the following:
Leadership : Lead in defining and executing strategies and solutions to create business value in assigned area, including identifying and collaborating with key team members to design, develop, and execute those strategies and solutions to deliver desired outcomes.
Strategy : Active participant in establishing the recruitment and business development strategy and roadmap.
Collaboration : Ensure that the provider recruitment and business development strategy is aligned with company objectives by working closely with other business divisions to learn their needs, internalize their knowledge, and define solutions to achieve the recruitment objectives.
Knowledge : Provide subject matter expertise on market landscape and intel, including determining and recommending approaches for provider outreach, engagement, relationship management, information sharing, overcoming roadblocks, and closing contractual arrangements.
Culture : Is accountable for creating a productive, collaborative, safe, and inclusive work environment for the business development team.
Qualifications
The Director Business Development should have the following qualifications:
Education : Bachelor’s degree preferably with emphasis in Marketing, Business, Science or equivalent experience.
Experience : Minimum of 10 years’ experience in managed care or other health care related network development position(s) with 5 plus years of sales and direct accountability for provider recruitment, contracting, vendor relations, and business development. Appreciation for details with ability to read and understand provider reimbursement methodologies and contracts. Experience with Value Based Contracting. Experience within an Accountable Care Organization, Managed Care Organization or Health Plan preferred.
Communication : Excellent written and verbal communications skills. Experience giving detailed reports and presentations. Competency using computer software to facilitate presentations and reporting. Excellent planning, organizational, and time management skills. Proven success prospecting, building a pipeline, moving opportunities through the sales cycle, proposing, presenting, and discussing solutions with executives and other decision makers.
Relationships : Ability to build and effectively manage relationships with business leaders and external constituents as well as internal stakeholders and team members.
Culture : Good judgment, impeccable ethics, and a strong team player; desire to succeed and grow in a fast-paced, demanding, and entrepreneurial company.
PHYSICAL AND MENTAL REQUIREMENTS:
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Regularly required to use hands to finger, handle or feel objects, tools, or controls; reach with hands and arms; and talk or hear.
Frequently required to maintain a stationary position and move or traverse.
Occasionally required to stand; climb or balance; and stoop, kneel, crouch, or crawl.
Ability to lift and/or move up to 20 pounds.
Vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
The dexterity necessary to utilize a computer keyboard on a regular basis is essential.
ADDITIONAL REQUIREMENTS:
As a condition of employment at SoNE HEALTH, all employees must reside in New Hampshire, Rhode Island, Maine, Vermont, Connecticut, or Massachusetts.
For the safety and well-being of our employees, all employees are required to be fully vaccinated for influenza.
If you will be working in a remote or hybrid capacity, we require a stable internet connection. We recommend that you have an internet service provider with speeds of at least 30Mbps download/5Mbps upload.
Adherence to SoNE Code of Conduct:
Code of Conduct:
Employee will understand and follow the guidelines and standards outlined in the SoNE HEALTH Code of Conduct and demonstrate an understanding of the SoNE HEALTH Mission, Vision, and Core Values.
Policies and Procedures:
Employee will comply with all SoNE HEALTH policies and procedures relevant to their role, including those related to compliance, safety, and confidentiality.
Regulatory Requirements:
Employee will ensure actions and behaviors are in accordance with applicable laws, regulations, professional standards, policies, procedures, and the Code of Conduct.
This position is eligible for target achievement incentives.
#J-18808-Ljbffr