VP, Business Development - Healthcare

Business Development Denver, Colorado Reference ID: JR3571-POS9553


Description

POSITION SUMMARY

The Vice President of Business Development, internally also known as the VP Sales, shall contribute to the growth of SCP Health by identifying, qualifying, and closing sales opportunities for Emergency Medicine, Hospital Medicine, and other SCP Health service lines for the West Coast US territory.

The role is measured and rewarded on closing deals in accordance with targets for revenue and profitability. SCP aims to position itself in the marketplace as a respected thought leader, and as a true clinical services partner, delivering valuable solutions to each client while remaining the nation's leader in unscheduled patient care. The VP Sales is responsible for understanding the individual business values, priorities, and initiatives of our prospective clients and using consultative selling skills to build awareness and appreciation of our value and capabilities. The successful VP Sales will be very familiar with Emergency Medicine, Hospital Medicine, Intensive Care and additional clinical services and able to effectively address the personal, professional, financial, clinical, and operational concerns of hospital CxOs as required to close deals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Develop sales strategies for target markets and accounts in collaboration with sales management and account management teams
  • Prepare for and manage account planning sessions to develop action plans for penetrating large hospital chains and systems
  • Execute sales strategies by securing and leading client executive meetings to ensure a thorough understanding of client requirements, buyer values, decision criteria, timing, etc.
  • Lead the Deal Huddle process to communicate key facts and recommendations to sales management and leadership team for their review and approval
  • Lead the Win Strategy process to identify client buyer values, map relationships, determine strategies, and develop action plans for winning deals
  • Lead the Proposal Development process, in partnership with the Proposal Manager, by working collaboratively with solution, finance, and operations teams to develop, review, and finalize proposals
  • Recommend financial and affiliation partnership options for Clinical Service Lines based on client needs assessment(s); assist in vetting proforma inputs for client proposals
  • Facilitate the Clinical Service Line new program contracting process, negotiate program financial and operational start-up terms with hospital and health system CXOs
  • Develop and deliver sales presentations with clear solutions and strong value propositions to CxOs and other participants in the evaluation and selection process
  • Meet with sales management and BD teams on a regular basis to discuss offerings, markets, clients, proposals, and best practices to increase knowledge about the environment we work in
  • Gather market intel through targeted research to learn about hospital prospect operations, determine potential areas of need and interest, and identify appropriate decision makers
  • Maintain knowledge of territory developments including changes in hospital financial outcomes, leadership changes, competitor announcements, etc. that can provide valuable insight and serve as trigger events
  • Drive lead-generation activities with executives at target accounts by crafting personalized messages call prospecting, and delivering thought leadership marketing content addressing their specific issues
  • Support marketing campaigns by contacting executives with offers to attend webinars and events, meet with company executives, provide follow-on information, try new services, etc.
  • Coordinate with BD team, sales team business development managers, sales management, and marketing on lead generation and qualification efforts to ensure activities are coordinated and optimized
  • Attend industry events to network with executives and represent SCP on a local and national level; participate in educational sessions, and advance overall knowledge of the industry
  • Update Salesforce and report on all target account activities, contacts with prospects, changes in lead status and opportunity stage progressions, etc.
  • Assist in evaluating markets including current conditions, trends, threats, and new opportunities
  • Perform ongoing industry and competitor research
  • Ensure internal and external obstacles to business growth are identified and mitigated
  • Attend meetings related to corporate development, strategic planning and executive operations
  • Provide market and voice of customer feedback to marketing and business development teams

EDUCATION / EXPERIENCE

  • Bachelor's degree in business, healthcare, or related field, advanced degree a plus
  • 5+ years of health care sales or relationship development experience
  • Experience interacting with CxOs, physicians, and other healthcare providers
  • Experience leading high-level sales and capability presentations
  • Thorough understanding of the healthcare industry, and hospital market ecosystem
  • General understanding of hospital-based provider services

KNOWLEDGE, SKILLS AND ABILITIES

  • Able to build trust and confidence with the utmost integrity
  • Excellent communication skills both written and verbal
  • Excellent quantitative and financial management skills
  • Excellent general computer experience and typing skills
  • Excellent knowledge of Microsoft Word, PowerPoint, Excel, and Outlook
  • Excellent knowledge of LinkedIn and Salesforce
  • Detail-oriented with strong organizational skills
  • Results-oriented self-starter with desire to exceed expectations
  • Team player who can develop and maintain collaborative relationships across the organization