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Director, Business Development

4 months ago

Southport, United States Lincoln Healthcare Leadership Full time

“Director, Business Development (Healthcare Providers)”

 

(U.S. Remote Optional – Preference for New England base candidates – Travel as Needed)

 

COMPANY OVERVIEW

 

Lincoln Healthcare Leadership currently produces four annual conferences in healthcare services across three areas: home-based care, senior living and long-term care. Our conferences, each of which are imbued with our unique advisory insights, serve C-level management of a large contingent of leading providers in each segment. During Covid-19, the “Lincoln Intelligence Group” was launched as an advisory services division aimed at ongoing operational improvement of leading organizations in home care. Lincoln Intelligence Group currently focuses on the home care sector, with plans for other sector-specific groups.

 

Through these very influential conferences, as well as a migration of company scope toward advisory services, Lincoln intends to have an increasingly meaningful impact on the quality and effectiveness of senior care in the U.S. 

Since 1998, Lincoln has developed a reputation for unusually high quality of content, C-level networking, and onsite experience. As we move into deeper advisory content, Lincoln’s vision to provide both exceptional healthcare intelligence and networking is becoming meaningfully enhanced. As is our educational mission, which is to inspire excellence in leadership, strategy, and innovation, and to encourage healthcare providers to move towards value.

Lincoln aims to be an employer of choice, highly prioritizing colleagues’ job satisfaction, well-being, and career development. We offer flexibility in virtual vs. in-person work (averaging half time in the office, half time remote), competitive compensation and health benefits, and very progressive policies in vacation time, parental leave, and sabbatical leave.

Lincoln aims to model a very socially and environmentally conscious organization for clients. We have started to take steps to minimize our carbon footprint – for example, we plant 8 trees per year for each of our conference attendees. Today, there are 25-30 employees, and the company is based in Southport, CT.

 

POSITION OVERVIEW

 

Reporting to the VP/Managing Director, Intelligence Group, the Business Development Director will be one of the key faces of Lincoln Healthcare Leadership with prospective and existing community members, and carries the primary lead and contract generation responsibilities for the Intelligence Group. The right individual will be expert at uncovering executive-level paint points and converting those pain points to interaction with Lincoln thought leaders and, ultimately, contracts. As the front door of our executive advisory community, which meets both virtually and in-person, the Director should exude equal parts thought leadership and personal gravitas with an overall persona of strategic influence.


 

SCOPE OF RESPONSIBILITIES

 

·   Pipeline Development – Our pipeline is measured in terms of the number of large-provider executives who are aware of Lincoln’s content agenda and offerings in the home care space. The Business Development Director will use a variety of mechanisms to open doors and garner executive face time. The Director will engage in one-to-one, personal lead generation via a variety of virtual and in-person channels. The Director is expected to work individually and cross-functionally to ensure sufficient lead flow.

 

·   New Member Lead and Contract Generation – The Director is the new business lead generator for the Intelligence Group and has primary responsibility for both lead and contract generation. The Business Development Director will work closely with the Managing Director to ensure that Group goals are met through a collaborative sales model.

 

·   New Attendee Acquisition – In the course of leading new business development for the Intelligence Group, the Director will also be expected to cross-promote Lincoln’s industry-leading summit(s), Home Care 100. The Business Development Director will work closely with the summit marketing team to ensure proper targeting and messaging for key prospects.

 

·   Industry Presence/Relations – As a key company representative, the Director should aim to be well-known in our industry through active participation in in-person industry forums, LinkedIn, and other professional networking opportunities.

 

·   Continuous Learning – Advisory services are part consulting and part information. As such the Director should be a voracious continuous learner, both in terms of business concepts and industry-specific knowledge.

 

 

PERFORMANCE MEASURES

 

·   New lead generation – regular addition of new Intelligence Group leads and pipeline

·   Cadence of industry face time– our leading indicator is maintaining a full calendar of C-level interactions (mainly virtual via Teams/Zoom)

·   Contract generation – follow up of sales interactions to close new contracts

·   New attendee acquisition – regular addition of new participants in our in-person summits

·   Qualitative evidence of industry relations, influence, and impact

 

 

REPORTING RELATIONSHIP

 

The new Business Development Director will report to the VP/Managing Director, Lincoln Intelligence Group, Mr. Timothy (Tim) Bateman. Over the past 20+ years, Tim has cultivated trusted advisor status with business leaders in a variety of settings and sectors, with an emphasis on healthcare. Tim earned a BA in Economics from Columbia University and an MBA in Marketing and Finance from the Yale School of Management.

 

 

STAFF & RESOURCES

 

The Business Development Director will join the Managing Director, a Client Success Director, two Advisors, and a shared marketing resource. The Group also includes the company President, two managing directors, and several outside advisors as guest contributors, comprising another 0.5 FTE, for a total of 6 FTE supporting the business line.

 

 

COMPENSATION & BENEFITS

 

·   Competitive base salary with potential for 50-100% of base additional commission-based compensation

·   Equity opportunity

·   Healthcare benefits

·   401(k)

·   Vacation/PTO

·   Remote working flexibility (travel when needed)

 

 

LOCATION DYNAMICS

 

There will be flexibility as to where this new Business Development Director can live. Local staff are in the Southport, CT headquarters office at least 3 days per week (hybrid of in-person and work-from-home). Preference will be given to candidates who can meet at the Southport, CT office once or twice per month to meet with the Managing Director. For the right person, fully remote is fine, provided the new Director understands they will need to have an occasional presence in the CT office. During these visits you will have the opportunity to collaborate with team members in person, participate in meetings and events, and build relationships across the organization.

 

 

 

CANDIDATE PROFILE

 

EXPERIENCE BASE

 

The ideal candidate will have a minimum of seven (7) years of relevant experience within one of the following spaces.

 

·   Home and Hospice Care – This person could come from the home care or hospice vendor world, where they were involved with C-level sales and business development. And/or they could come from home care or hospice provider side, where they were involved in provider growth and business development.

 

·   Consulting & Advisory Firms – The Provider Business Development Director could come from a healthcare consulting/advisory sales background. This would include companies such as Chartis, ECG, Navigant, Booz, Vizient, Accenture, and the like.

 

·   Competitive Intelligence – Sales experience from the Competitive Intelligence industry would also be relevant, including companies like the Advisory Board Company, ATI, Avalere, Gartner (Evanta), Forrester, The Conference Board, IDC, IQPC, and others.

 

 

PERSONALITY AND SKILLS

 

·   Passionate and competitive about achieving goals and impact

·   Wired to dig for new C-level contacts and cultivate new opportunities and relationships

·   Confident, driven to influence as an important conduit to thought leadership

·   Strong listening and interviewing skills

·   Methodical and conscientious with CRM (HubSpot) and pipeline management

·   Excellent business writing – concise and strategic

·   High integrity

 

 

Please submit your resume with salary expectations to careers@lincolnhc.com