Director of Business Development
TMC Bonham Hospital
- Augusta, MI
- Permanent
- Full-time
- Manage, lead and develop a team of Business Development Representatives to accomplish departmental goals and obejectives.
- Exceeds screenings and admissions targets by establishing influence in diverse market segments including, but not limited to: physicians, practitioners, social services, hospitals, professional organizations, mental health centers, unions, EAPs, attorneys, advocacy groups, etc. through a variety of avenues such as personal appointments and visits, phone calls, letters, emails and conferences.
- Establish and cultivate an extensive professional referral network within the assigned territory.
- Generate new referring accounts through effective qualifying and prospecting while maintaining productivity with existing client base.
- Facilitates and maintains effective activity levels for the following: weekly prospect meetings, facility tours, referrals, and admissions.
- Promotes events in a manner that draws new prospects to FRN and effectively and systematically follows up and maximizes opportunity stemming from event participation.
- Route sales calls to maximize time and travel expenses, meet guidelines for sales activity expectations, and ensure prospects and clients are seen/contacted on a regular basis in a meaningful way.
- Develops, plans, organizes and implements special events in support of the territory strategies and tactics specific to residential, outpatient, and market segment components.
- Coordinates with outpatient facility director(s) to create a business development plans specific to each outpatient in assigned territory.
- Logs all sales activities daily in FRNs CRM software.
- Prepares and executes strategic business plans for new and assigned accounts to fully develop referral potential.
- Adheres to all company policy, procedures and business ethics codes.
- Perform all other duties as assigned.
- Must have a solid understanding of consultative and solutions focused selling.
- Must possess strong relationship building experience and B2B sales experience.
- Demonstrates ability to bring insights to customers.
- Must have an aptitude for large account management: managing gatekeepers, influencing multiple decision makers, and understanding the complexities of a transaction.
- Demonstrates professional behavior reflective of FRN’s Mission Statement, Philosophy and Values.
- Embraces and champions a Patient Centered Care focus throughout the organization.
- Possesses a working knowledge and understanding of substance abuse, addictions, recovery and co-occurring disorders among adults.
- Possesses a working knowledge of addictions and psychiatric treatment principles and practices for adults.
- Demonstrates ability to identify resources and learn quickly when facing new problems or in obtaining new information; quickly grasps the essence and the underlying concepts.
- Demonstrates ability to clearly and succinctly communicate both verbally and in writing.
- Demonstrates a working knowledge of current policies, practices, trends and developments affecting the industry; knows the competition.
- Must be able to relate well to all kinds of people both inside and outside the organization; builds appropriate rapport; builds constructive, effective, strong relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.
- Demonstrates an ability to listen attentively and actively; has the patience to hear people out; can accurately restate the opinions of others, even when the parties disagree.
- Must be able to orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
- Can quickly find common ground and solve problems; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of conflict; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration.
- Must be effective in a variety of formal presentation settings: one-on one, small and large groups, with peers and direct reports.
- Actively demonstrates a dedication to meeting the expectations and requirements from internal and external customers; gets first-hand information and uses it for improvements in products and services; always acts with the customer or patient in mind.
- Must be able to deal with concepts and complexity comfortably and effectively.
- Must be able to travel extensively.
- Bachelor’s Degree in a behavioral health area, marketing, business administration or related field; Master's Degree preferred; or equivalent combination of education and experience required.
- A minimum of five (5) years experience in a health care business development management position with extensive business development experience resulting in measurable results, and with direct experience developing managed care agreements (especially with capitation and at-risk areas). In addition, detailed knowledge of psychiatric and chemical dependency treatment principles.
- Must have a valid driver’s license.
- Able to Travel on short notice and when necessary execute trips that may be in excess of 4 nights a week away from home, including on occasion some weekends.
- Maximizes the use of other forms of communications to minimize the use of resources and money associated with travel. When applicable, uses discount airline travel and refrains from using hotel and rental car vendors not approved by supervisor.
- Is knowledgeable of the company’s policy on travel and entertainment expenses and expenses are reflected according to policy.
- Must have a personal credit card to purchase travel and misc. expenses incurred during the course of performing assigned duties.
- Accurately completes expense reports in a timely manner for reimbursement of all expenses approved by supervisor.
- Must have valid Driver’s License and a clean driving record.
- Overnight travel required.
- Must have ability to stand and walk due to the mobile nature of the job.
- Must have ability to lift up to 40 l on an occasional basis.
- Must be able to effectively communicate complex topics both verbally and in writing.
- Ability to read, write and analyze detailed information.
- Regular use of computer requiring manual dexterity.