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Area Director, Business Development

1 month ago

Seattle, Washington, United States College of Charleston Full time
Job Summary

We are seeking a highly skilled and experienced Area Director, Business Development to join our team. This individual will be responsible for implementing, supporting, and executing sales and marketing initiatives to achieve and support objectives for their assigned market with multiple ScionHealth Specialty Hospitals.

Main Responsibilities
  • Align market strategies for single hospital territory with regional goals.
  • Use market intel, relevant data, and metrics to create effective market strategies to achieve the hospitals' vision, mission, and goals.
  • Provide marketing leadership, support, mentorship, coaching, and accountability to a team of 2-7 clinical liaisons to enable their assigned hospital to meet business objectives related to admissions, revenue, financial, and census goals.
  • Identify, grow, and maintain productive and positive relationships with executive referral source relationships at key accounts in the market.
  • Conduct key meetings, in-services, and presentations with key accounts and referral sources.
  • Collaborate daily with hospital's clinical and operational teams to coordinate appropriate referrals and admissions into the facility.
  • Collaborate daily with market's Managed Care, Admission, and Insurance Authorization Teams to coordinate appropriate referrals and admissions into the facilities.
  • Conduct monthly team marketing meetings and weekly field ride-along to coach and train clinical liaisons to drive for results.
  • Use data and metrics to assess clinical liaison's individual performance on a routine basis and holds members accountable to productivity and monthly goals.
Essential Functions
  • Lead and manage the sales and marketing training, management, tracking, motivation, and planning for those hospitals within their market.
  • Ensure that all sales management tools are utilized by each clinical liaison within their market.
  • Provide market business growth through active participation in sales contacts and relationship development activities.
  • Provide the expertise to successfully analyze market admission potential and strategies through the utilization of Med Par, Meditech tracking, admission and referral patterns, and other industry standard statistical information.
  • Responsible for setting monthly revenue target goals and expectations for each clinical liaison ensuring that these goals meet the budgeted operational requirements of the hospital(s) within their market.
  • Responsible for leading the development of strategic marketing plans for each clinical liaison on their team.
  • Conduct Morning Conversion Calls to align daily with operations and clinical leadership at each hospital to meet operational financial objectives.
  • Participate in interviewing and hiring process of new sales positions within their market.
  • Assess performance of sales and marketing staff in implementing marketing plans and achieving monthly targeted goals.
  • Holds sales team accountable for results and provides corrective actions as necessary.
  • Ensure that all new marketing positions participate in the marketing orientation process.
  • Perform marketplace and hospital assessments to identify potential opportunities and clear understanding of branding equity.
Qualifications
  • Bachelor's degree in related field strongly preferred.
  • 8+ years of sales leadership experience in a related field may be considered.
  • Valid driver's license is required.
  • Clinical licensure (RN, LPN/LVN, RT) preferred.
  • Minimum of five (5) years of experience in healthcare/post-acute marketing, sales, and business development; with experience specifically in LTACH strongly preferred.
  • Management and leadership experience over a sales team preferred.
  • Formal sales training preferred.
  • Demonstrated understanding of Medicare, Medicaid, and other payers as related to LTACH benefits.
  • Demonstrated competence in strategic business planning and design of marketing initiatives.
  • Proven record of success.