Vice President of Business Development - Healthcare Sales

Business Development St Louis, Missouri


Description

Position at SpecialCare Hospital Management

VP of Business Development - Healthcare Sales -  St. Louis, MO

Job Responsibilities:
The Vice President of Business Development (“VPBD”) is responsible for all aspects of assisting in developing and then executing a strategic sales process for securing new hospital clients for the services offered by SpecialCare.  Specific responsibilities include, but are not limited, to the following:

 

Vice President of Business Development-Activities and Quotas:

The VPBD shall maintain their employment in good standing with SpecialCare by faithfully and diligently carrying out the following activities and duties. The VPBD shall:

  1. Have and maintain accountability for quotas and responsibility for new business development for a multi-state area/region as defined by SpecialCare; and
  2. Conduct new business development activities which shall include market-place due diligence and feasibility studies, initial prospect screening, prospecting, cold calling, and the face-to-face direct marketing/sales of SpecialCare’s services to hospitals within the assigned area/region; and
  3. Adhere to the systems for marketing developed by SpecialCare, which include monthly, quarterly and annual productivity and production quotas and goals; and
  4. Communicate with SpecialCare management via weekly as well as monthly reports as outlined; and maintain confidentiality within SpecialCare and externally on the new business development leads that are being generated by their activities;
  5. Maintain confidentiality on all SpecialCare supplied information, strategies, trade information and trade secrets; and
  6. Coordinate all prospecting, proposals, and new sales activity with SpecialCare’s Executive VP and upper management team on a weekly basis both via daily verbal communication updates after each meeting when a proposal was presented, as well as written reports; and
  7. Plan, schedule and update a pipeline report (on the SpecialCare form) for conducting new business development and review this with the Executive VP on a weekly basis; and
  8. Communicate with the corporate office staff as necessary and appropriate; and
  9. Develop and share new marketing ideas, techniques, plans, trends, or other ways to enhance the marketing of SpecialCare’s services; and
  10. Coordinate a direct mail campaign for the assigned region on an as-needed or as-directed basis with the SpecialCare marketing department; and
  11. Understand and increase knowledge of the field and topics of substance abuse, psychiatric and mental illness; and
  12. Bring to SpecialCare’s Executive VP and CEO all potential new business opportunities encountered or developed by the VPBD, for evaluation by SpecialCare, even if such opportunities are not included in SpecialCare’s current service offering(s); and
  13. Maintain paper and computer files on a SpecialCare server, and records of meetings, proposals, and leads; and
  14. THE VPBD SHALL HAVE THE FOLLOWING PRODUCTION AND SALES QUOTAS:
  15. Schedule and conduct a minimum of three introductory telephone and/or go-to-meeting style conferences weekly to prospect for new business and
  16. schedule and conduct a minimum of four (4) initial face-to-face meetings per month in order to present a proposal/contract for each hospitals’ consideration of a SpecialCare service; and
  17. Accomplish a minimum sales goal of not less than seven (7) sales (signed contracts) per annum.

 

Required Advanced Communication Skills and Accountability

 

  1. Able to demonstrate high levels of effective verbal and listening skills when interacting with supervisors, peers, hospital administrators/managers/staff, etc. and take precise notes in meetings.
  2. Able to demonstrate clarity, accuracy, and conciseness in preparing all forms of written communication.
  3. Must respond timely to all requests for information.
  4. Must demonstrate promptness, courtesy, and effective communication skills when making telephone or personal contacts with health care professionals, the staff of community agencies, and laypersons in the course of marketing efforts.
  5. Must maintain corporate confidentiality about new business development and other confidential information of SpecialCare to which they are exposed.
  6. Must have the ability to assess, analyze and formulate business communications directed to potential contract closing.

Qualifications

Education:    

Minimum of a BS or a BA in Business Administration, Marketing, and/or equivalent experience.  Masters Preferred.

 

Requirements:      

  • 5 years of healthcare sales experience at the C-suite level.
  • A proven track record of success in selling contract-managed services.
  • Ability to travel extensively 
  • Proposal development and presentation of financial projections.
  • Contract negotiation experience.
  • Knowledge of the healthcare landscape nationally.

Preferred Qualities:

  • Experience in market-place due diligence and evaluation of service opportunities.  Feasibility assessments.
  • Client prospecting (direct mail, email and other social networking).
  • Proposal development and presentation of financial projections.
  • Ability to develop a pipeline of quality prospects.