Director Growth Strategy
- Nashville, TN
- Permanent
- Full-time
The Director of Growth Strategy is key to supporting an accelerated go-to-market investor, hospital and facility business development pipeline; driving synergies between internal business units and National Support Center teams during mid to late stages of the business development sales cycle.With an eye toward best-in-class, innovative approaches for messaging, mediums, and insights, success in this role is ascertaining what a prospective investor or facility partner needs through our mission, vision, values, and strategic priorities and devising a strategy to arm our executives, operations, and business development leaders with the tools to effectively sell it.RESPONSIBILITIES
Sales Enablement Strategy & Execution
- Develop, lead, and continuously optimize a comprehensive growth and sales enablement program to support growth goals
- Collaborate with TeamHealth executive and business development leadership to identify key sales process bottlenecks and new enablement opportunities
- Support alignment of marketing strategies, messaging, and collateral with the sales journey from mid- to late-stage prospecting to contract signature
- Ensure TeamHealth's clinician recruiting team and recruitment marketing function is aware and aligned, where appropriate, with messaging to business development c-suite targets
- Bring fresh ideas on how to communicate TeamHealth's value proposition to prospective investors and facility c-suites
- Create, maintain, and distribute a robust library of impactful sales enablement tools, in conjunction with IMC's content development team, that align to TeamHealth's mission, vision, and values, including:
- Creative storytelling and exceptional skills developing/overseeing PowerPoint decks
- Requests for proposal responses
- Executive business development presentations
- Service line overviews, case studies, and white papers
- Sales proposal and RFP templates
- Industry insights and competitive positioning guides
- Partner with business development to refine lead qualification, routing, and tracking processes through TeamHealth's CRM database
- Partner with Enterprise and Service Line Marketing to ensure top-of-funnel and bottom-of-funnel marketing and communications strategies any coordinated and outcomes communicated, including c-suite emails, webinars, thought leadership campaigns, earned media, etc. to drive early-stage engagement and pipeline progression
- Identify and resolve sales process inefficiencies through collaboration with business development leadership, with a focus on accelerating deal velocity and improving win rates
- Collaborate with business development finance to develop an in-depth understanding of the financial foundation of TeamHealth's services and utilize that foundation to uncover insights that will accelerate growth
- Deliver ongoing training and onboarding for Business Development team on messaging, tools, and go-to-market initiatives
- Develop audience-specific playbooks and prospective client personas.
- Measure enablement program effectiveness and sales tool utilization, using analytics and feedback to continuously improve
- Serve as a key liaison and strategic partner between TeamHealth executives, operations leaders, business development, clinical service leaders, recruitment, and recruitment marketing, and the rest of the Integrated Marketing Communication team to ensure a unified go-to-market strategy
- Bachelor's degree in Marketing, Business Administration, Business Analytics, Customer Insights, Communications, or related field, Master's degree preferred
- 8+ years of progressive experience in marketing, strategy, sales enablement, or business development support roles within healthcare services, managed care, or professional services sectors-past experience with hospital and facility executives a plus
- Strong knowledge of healthcare provider and hospital client buying processes
- Proven track record developing and managing growth and sales enablement programs in a complex, matrixed organization
- Demonstrated experience organizing and rallying teams around a strategy or approach
- Exceptional project management, content development, and communication skills
- In-depth understanding of best practices for current sales materials, including PowerPoint decks
- Prior management and leadership experience of small teams
- Experience with CRM, marketing automation tools, and sales enablement platforms
- Strong analytical and reporting capabilities; ability to translate data into actionable insight