Director of Business Development

Essential Functions

Sales/Account Management

• Strategically analyzes and designates target markets for account managers and territory/account assignments, taking into account the strengths and weaknesses of each account manager.
• Insures that expertise and personal styles of team members are insightfully matched to prospective referral sources.
• Provides short- and long-term market forecasts and reports by directing market research collection, analysis and, interpretation of market data.
• Leads and oversees the development and growth of profitable new business opportunities.
• Develops and implements marketing strategies to assist the facility in meeting business objectives.
• Monitors the performance of each account manager against departmental goals.
• Assists account managers in developing individual sales plans, territory management and routing schedules.
• Acts as a resource to marketing team members and department managers.
• Accompanies each account manager on a minimum of a quarterly basis, or more often as needs arise, to assess selling techniques, document outcomes, provide constructive feedback, retrain and redirect, as needed.
• Holds regularly-scheduled, agenda-driven sales meetings that are responsive in content to account managers' needs; invites other appropriate staff to serve as resources.
• Assists account managers in making calls, including probing for information and procuring commitment from prospective referral sources to use facility's services.
• Conduct ongoing in-service education and training in the areas of Sales Excellence, messaging, account management, messaging, service recover, customer service, computer systems, time management and business development strategy.
• Regularly analyzes results of referral development calls, evaluates and prioritizes referral targets and, modifies strategies as needed.
• Develops, implements, and monitors the quarterly strategic plan and updates periodically to evaluate goals to plan.
• Prepares marketing department monthly operating report, inclusive of all required components; utilizes report to monitor success of efforts and to develop and implement corrective action plans, when necessary.
• Consistently submits accurate, comprehensive reports to required individuals in a timely manner.
• Adjusts marketing plans to target specific payers and referral sources.
• Targets specific patient populations needed for bed capacity.
• Works with appropriate leadership team members to regularly obtain and effectively analyze and communicate available clinical outcome and patient satisfaction data.
• Conducts periodic market needs analysis to assist in developing new services to proactively meet changing needs of market(s) served and makes recommendations to CEO and Leadership team regarding competitive trends.
• Makes contacts with referral sources and establishes appropriate professional relationships with potential and current referral sources.
• The Director of Business Development is expected to maintain a personal "book of business" and make a minimum of twenty face-to-face field based contacts weekly, exclusive of field coaching ride-a-longs.
• Routinely communicates with referral sources regarding satisfaction level with treatment at the facility.
• Works with appropriate corporate resources to regularly develop, distribute, obtain and effectively communicate Referral Source Satisfaction Surveys and resulting feedback.

Market/Program Knowledge

• Develops and maintains comprehensive knowledge of each of the facility's programs and services, including Inpatient, Residential and Outpatient programs; the assessment process and, transportation services.
• Develops and maintains a comprehensive knowledge of the facility's admission criteria and exclusionary criteria as it applies to inpatient, residential and outpatient programs.
• Develops and maintains an understanding of voluntary and involuntary admissions status and the facility's procedures regarding processing these admissions.
• Regularly attends in-services and program development meetings held by the clinical staff to remain informed of current program issues and programmatic changes or updates.
• Develops and maintains a current knowledge of general economic and business status of the behavior healthcare market within the Chicagoland marketplace and provides management with relevant information and strategic plans, as appropriate.
• Maintains and regularly updates analysis of facility's competitors within the Chicagoland area including programs, bed availability, SWOT, go-to-market strategy and, parent company, if applicable.
• Maintains knowledge of the status of UHS-facilities within the Chicagoland area including programs, bed availability, SWOT, and go-to-market strategy.
• Maintains a general working knowledge of the target markets utilized for referrals, as well as comprehensive knowledge of the status of specific target markets.

Community Relations and Marketing

• Proactively identifies trends and changes in the marketplace and demand for specific niche programs and incorporates these findings into product development and marketing strategies.
• Effectively utilizes all marketing means and resources, including market intelligence, referral patterns, research and analysis, sales, advertising and public relations.
• Participates in the conception and development of various referral source campaigns including, but not limited to print, direct mail, collateral, advertising, social media and web targets.
• Follows UHS Corporate Media Policy with regards to calls from news media and requests for interviews.
• Maintains positive relationships with media.
• Responds promptly and appropriately to community or press inquiries, keeping the necessary management and corporate media team informed of these events and seeks and follows the necessary direction in responding.
• Instructs staff regarding proper disposition of public and press inquiries.
• Effectively utilizes other methods of advertising based on marketing analysis and consumer response to each medium.
• Demonstrates sophisticated or advanced understanding of factors affecting sales results and effectively incorporates these into strategic plans.
• Demonstrations exceptional creativity and resourcefulness in developing messaging, news releases, print and collateral material.
• Develops and coordinates hospital publicity program.
• Volunteers to make public presentations or carry out similar functions in support of hospital's goals.
• Becomes actively involved in strategically focused community and professional organizations on behalf of the facility.
• Develops and implements programs, projects and activities that enhance the community's positive perception of the organization and services; demonstrates ability to use press releases, seminars, open houses, community education programs, health fairs, etc., as strategic tools.
• Engages organization's staff in image-building efforts; effectively identifies and utilizes talents of staff in public relations activities.

Managed Care/Budgets

• Coordinates all managed care negotiations and secures rate increases each year.
• Maintains awareness of facility's rates for services provided, and provides useful input to CEO and CFO regarding pricing.
• In concert with facility's CEO and CFO, proactively identify opportunities for enhanced pricing of services and develops, negotiates and executes payer contracts.
• Serves as the liaison, under the direction of the CEO and CFO, between the facility and payer entities and in a manner consistent with corporate expectations.
• Insures business office has up-to-date payer information necessary to bill for services rendered and assists in the maintenance of the contract status log for use by administration, business office and case management.
• Under the direction of the CEO and CFO assists patient accounting with payment issues utilizing payer contacts on behalf of the facility and serves as the liaison between payers and the facility for on-site visits, problem resolution and development of future business.
• Develops budget and annual business plan in cooperation with CEO and CFO.
• Prepares and monitors the annual marketing department budget and develops controls to maximize spend and minimize expenses.

Qualifications

• Education: Bachelor's degree in marketing, business or related field required. Masters of Business Administration or related field highly preferred. Experience may be evaluated on a case-by-case basis in lieu of a degree.
• Experience: Prior marketing and/or sales experience within a behavioral healthcare setting preferred. Five years minimum experience in organizational communications, referral development, workshop planning, sales management, and physician relationships preferred.
• Licensure/Certification: Must possess a valid Driver's License
• Knowledge: Prefer knowledge of the Chicagoland area behavioral health marketplace, insurance plans, target markets and referral sources, psychiatric and chemical dependency treatment and, age-specific programming.
• Must possess demonstrated superior leadership abilities and excellent written and oral communication skills; knowledge of and skills in application of marketing principles including product, placement, pricing and promotion as well as management of sales, advertising, social media, online presence and, public relations resources; creativity and flexibility; skills in data collection and analysis, interpretation, application and, evaluation; strategic planning skills; record of adherence to deadlines; customer service skills; teaching or training skills; willingness to travel, including overnight travel as required.