Director Business Development

Waltham, MA, United States

Basic Function

The Clinical Surveillance, Compliance & Data Solutions (“CSCD”) business is comprised of two operating units – Clinical Surveillance & Compliance (“CSC”) and Health Language (“HL”).

As Director Strategy CSCD Partnerships and Business Development you will play a key role in advancing revenue growth via partnerships and expansion to market adjacencies. This will include:

Proactively identifying, developing, and managing business unit partnerships inclusive of, but not limited to new and existing product distribution partnerships, platform and integration (OEM) partnerships and alternative sales channel partnerships that in each case deliver long-term profitable growth for CSCD (expected to be predominantly focused on HL in the short to medium term).

Identifying potential M&A targets for the business unit that close product roadmap gaps, offer new client workflows where our solutions can be more valued and utilized, or offer new solution categories that solve key problems for our customers.

Leading select strategic initiatives that accelerate revenue acquisition, reveal actionable client and market insights, advance cross-functional strategic initiatives, and further market facing engagements.

Leading the corporate three-year strategic planning process.

Success will require strong analytical, organizational, and communication skills, good business acumen, independent thinking, ability to work across multi-functional teams, and manage multiple segment priorities simultaneously. Operational excellence, a bias for action, and a positive attitude are required.

Essential Duties And Responsibilities

Develop detailed overview of strategic partner and M&A opportunities through rigorous business analysis of strategic landscape, competition, evaluation of the marketplace, exploration of key adjacencies, customer experience insight, and deep alignment with all areas of the business.

In operationalizing plans, develop prioritization tied to size of the opportunity, market growth trends, strategic goals of CSCD, ease of implementation and a view on return on investment both for CSCD as well as for prospective partners.

Source, negotiate, close, and maintain mutually beneficial business partnerships to drive profitable revenue growth - Architect partnership terms and structure to drive mutual value and success with the goal of understanding partner priorities as well as those of CSCD.

Develop a partnership process, including standard partner agreements and a framework for partnership engagements.

Actively manage pipeline of new opportunities and a partnership horizon roadmap; report regularly on progress and gating factors.

Manage ongoing partner relationships ensuring both parties are achieving their objectives. Develop and implement high-level measurement across all partnerships - Design systems and dashboards to accurately measure partnerships and regularly update the leadership team on progress; this will include establishment of KPIs related to expected performance including utilization, penetration of target markets and others, as appropriate to the product and opportunity; act proactively if KPIs are not on track in order to trouble shoot and correct early to drive success.

Work cross functionally with product, technology, legal, sales, customer service and marketing and others to operationalize partnerships and deliver best in class experiences for our partners and customers alike.

Market analysis may lead to M&A opportunities; support M&A activity with data and analysis on market size, market growth, competitive differentiation, and other key factors as well as due diligence needs which will include coordinating inputs from all relevant departments.

Coordinate annual strategic planning process by developing market sizing, key trends analysis and portfolio view and coordinating among other relevant groups (including product, finance, technology) to deliver a high quality presentation.

Prepare formal presentations to report progress appropriate for all levels of the organization including divisional and corporate executives with a level of detail as is appropriate for each audience.

Other Duties

Performs other duties as assigned by supervisor.

Job Qualifications

Education: College degree (BA/BS) required. MBA is preferable.

Experience:

12+ years experience in strategic business development, in a healthcare environment including market analysis, partnerships and M&A

5-7 years experience at a top consulting firm preferred but not required

Required healthcare experience includes 1) software with an emphasis on compliance and clinical decision support (including electornic health records systems) and 2) experience in the payer market including data management and risk adjustment. Experience in life sciences and biotech a plus.

Other Knowledge, Skills, Abilities or Certifications:

Required:

Experience conceptualizing and formulating business and functional level strategy and roadmaps to drive growth and solve business challenges.

Demonstrated experience understanding customer and buyer needs and market trends (including growth drivers, market size, and other dynamics) that are successfully translated into business plans.

Financial analysis and forecasting capabilities in both partnership and M&A contexts.

Experience identifying and sourcing new strategic relationships and demonstrated experience in closing complex and successful partnerships that drive meaningful impact.

Proven ability to effectively engage, communicate with, and partner with C-level executives.

Proven ability in managing complex projects across multiple internal cross functional teams including operational and legal teams. Ability to develop (and/or work with associated personnel to develop) user requirements, user experience.

Proven ability to think strategically and leverage data in making decisions.

Strong oral and written communication skills with an ability to deliver a compelling case for partnerships and mergers and acquisitions; willingness to form an opinion and defend while at the same time being comfortable with ambiguity and the ability to pivot with changing priorities.

Strong problem-solving skills and experience driving successful negotiations.

Strong project management skills.

The ideal person will demonstrate the following attributes: intelligence, creativity, willingness to challenge the status quo, self-motivation and drive, with a high sense of urgency, entrepreneurial mindset, a team player and committed to high standards.

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