Director of Business Development

Jacksonville, FL, United States

Jacksonville, FL 32257 Under the direction of the Chief Operating Officer of Community Hospice and Palliative Care, this position will perform market analysis, develop strategies and direct the activities related to business development including developing partnerships, contracts, driving healthcare referral relationships, managing sales and outreach teams, collaborate with peers to develop internal and external sales alignment, and generally contribute to the success of the organization.

The partners and referral sources include but are not limited to hospitals, skilled nursing facilities, physician practices, health systems, commercial and government insurance including traditional and managed care, alternative payment arrangements including Accountable Care Organizations, and other partnerships that advance the mission of the organization. The ultimate goal is to ensure timely and appropriate access that is equitable and measurable. Primary Responsibilities: Participates in periodic strategic planning activities including the development of environmental assessments including larger trends, market dynamics, competitive landscape, and data analytics to advise the leadership team and participate in the development of detailed marketing strategies. Serves as a member of the hospice leadership team and effectively collaborates, communicates, and coordinates with other key leaders to ensure alignment and success of organizational and team objectives and goals. Drives increasing timely, appropriate, and equitable access meeting the benchmarks and projections of internal data, national standards, and requirements of Certificate of Need in the service areas served by the organization. Develops new business strategies that will improve referral source loyalty and admissions effectiveness and strengthen the strategic position of the organization in the market. Includes lead generation, establishing territories, developing coverage models, definition of structured sales processes, establishing quotas, goals, and budgets that are in line with organizational strategic goals and objectives. Establishes and enforces policies and procedures that consistently meet the Federal and State regulatory requirements, guidelines, and ethical standards and collaborates with internal compliance leadership team to ensure alignment and reporting are consistent with expectations. Directs the activities of the Integrated Marketing Group to develop and implement new programs, marketing materials, and initiatives that support the strategic growth strategies of the organization and ensure alignment of sales, clinical teams, medical services, and communications. Conducts research and reports on current trends in the industry, our current market structure and competitor strategies and results. Works with all departments to foster effective communication on new business development endeavors; and meets to identify and address potential or current issues that could adversely affect admissions, business growth, or our position in the market. Develops and effectively implements action plans and assumes responsibility for outcome measurements for the sales function. Aggressively drives sales by ensuring Healthcare Representatives have been given clear and distinct objectives that are measured against plan and tools to meet these goals and objectives. Oversees the educational initiatives as provided by the Healthcare Representatives. Communicates with co-workers in an effective and professional manner at all times. Meets with all departments on a regular basis to consistently inform them of plan to date progress; Serves as an escalation point to address patient concerns and customer service issues for our partners and customers. Collaborates with Director of Admissions to develop and streamline referral/admission strategies by analyzing data and trends to provide recommendations on strategic thinking and direction, with a goal to identify and implement scheduling/process improvement opportunities. Acts as a leader in the implementation of processes to create and maintain an integrated care delivery system. Other duties as assigned. Education/Experience: Any combination of education and experience that would provide required skills and knowledge for successful performance would be qualifying. Typical qualifications would be equivalent to: Bachelor’s degree in Business Administration, Sales or Marketing (MBA preferred). 7-10 years business development, sales and service delivery experience required. (Preferably in healthcare) 5-7 years supervisory experience. Knowledge of: Business Development, Hospice Admission Criteria, Strategy Formulation, Market and Research in healthcare environments. (Preferably Palliative Care) Solid understanding of competitive market for palliative care services. Sales and Cold Call Techniques. New Product development, planning and management, launch and implementation. Presentation and Facilitation Skills. Financial Management (i.e. forecasting, budgeting, outcome measurements). Establishing and fostering customer relationships both internally and externally. Proficient in planning, organizing, budgeting, goal setting and maximizing effectiveness across areas of responsibility. Ability to develop key issue consensus among clinicians and administrators within the organization. We are an equal opportunity employer. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, disability, pregnancy, genetic information, gender, sexual orientation, veteran status, or any other status protected under federal, state, or local law.

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