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The Director of Business Development meets or exceeds the revenue, admissions, patient census, and growth objectives for a life plan community by developing and implementing programs focused on growth of community revenue, patient census and partnering opportunities, and providing support, training, and technical assistance to their sales growth teams. The Director of Business Development directs all sales growth activities, from strategic Planning and lead generation growth through conversion and market share increase by overseeing the development and implementation of an agreed upon brand marketing plan and training program that will meet both personal and business goals of expanding customer base in the assigned market area. The Director of Business Development oversees and coaches their team towards the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company mission and values.

Essential Activities and Tasks

Sales Growth Management - 40%

• Develops and manages the marketing budget.

• Directs, trains, and coaches sales growth staff throughout the market in meeting and/or exceeding their activity, conversion, and sales growth goals.

• Accompanies the location Executive Director or sales growth and brand marketing staff in sales calls, creation of programs, and delivery of projects.

• Understands and conveys clearly the services and program proposal models.

• Maximizes all opportunities in the process of closing a referral resulting in market share growth.

• Teaches a repeatable successful process to all sales growth staff.

• Consultatively engages with and makes recommendations to prospects and patients of the various services the organization offers.

• Directs and oversees the regional and local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop and manage the database of qualified leads through referrals, inbound sales, face-to-face cold calling on referral sources, direct mail, email, and networking.

• Tracks and analyzes market and performance trends of their teams via the Brand and Growth Dashboard Scorecard and Reporting.

• Provides direction, feedback, and training relative to all cycles of the selling process.

• Effectively trains with need and relationship-based selling strategies to include creative lead follow-up, advancement of sales, and handling objections.

• Provides training in proper telephone etiquette and sales techniques, tour excellence, and similar training programs.

• Observes and reviews inquiry follow-up activity and assists with inquiry follow-up coaching and strategy.

• Conducts external sales calls and home visits with sales growth team members during regularly scheduled visits to provide coaching and critique of the pre-planning and execution of sales calls.

• Ensures staff retrieves necessary documentation for intake referral processes.

• Provides monthly reports for referral tracking and sales to the location Executive Director and the Regional Director of Business Development.

• Produces an executive summary in the monthly operational meeting for the previous month’s marketing activities and current months’ projections.

• Writes a quarterly report on social accountability to document non-profit viability.

Brand Marketing and Relationship Management - 20%

• Sources and develops patient relationships and referrals in the assigned territory.

• Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize revenue.

• Develops strategies to work with potential patients and target markets to incur sales.

• Continually analyzes accounts determining the changing sales potential and ensures sales growth staff is doing the same.

• Works toward supportive relationships among sales growth, admissions, and field and office staff to foster team-building and the generation of referral sources.

• Encourages and recognizes sales growth and field staff to identify and make referrals of patients who may need additional Ohio Living services.

• Maintains sales and marketing guidelines, policies, and procedures.

• Remains abreast of regulatory issues impacting admissions/sales census.

• Maintains the confidentiality of prospect and resident information.

Community Relations - 15%

• Fosters, cultivates, and maintains positive relationships with the residents and their families.

• Promotes relationship building, sales, and marketing efforts through public speaking engagements.

• Represents the organization in targeted local and state professional organizations, conferences, trade shows, and other activities.

• Fosters, develops, and maintains positive and effective relationships with the media, community leaders, churches, and other potential referral sources.

• Holds health fairs and other community events on a regular basis (e.g. quarterly) to foster positive community relations and to provide service to the geriatric community.

People Management and Development - 15%

• Supervised the sales growth team at the life plan community.

• Fosters a positive work environment that attracts, retains, and motivates employees.

• Interviews, selects, and orients new direct reports.

• Defines, establishes, and promotes performance expectations so direct reports understand and demonstrate excellence through high quality and consistent performance.

• Evaluates job performance of direct reports in accordance with the company policy and procedure and provides developmental guidance to staff for improved performance and growth.

• Monitors accountability with organization requirements prescribed by the Employee Handbook. Documents and engages employees who are routinely not observing these requirements to achieve compliance. Works with Human Resources when circumstances arise that necessitate further documentation and intervention.

• Participates in the development, planning, scheduling, conducting, and monitoring of in-service training programs, on-the-job training, and orientation programs for departmental staff.

• Ensures that there is a reasonable and sufficient plan for staffing should a direct report be absent, or a direct reporting position be vacant.

• Responds timely and thoughtfully to questions, requests, and work product from departmental staff that has been provided for review and approval.

Strategic Planning - 10%

• Contributes to the development of the annual sales forecasting and business planning process in conjunction with the Regional Director of Business Development and the Executive Director.

• Develops and manages the site’s sales growth strategy and marketing function to support organizational growth, goals, and objectives and respond to the changing needs of the organization.

• Participates in the sites’ strategic planning with the purpose of aligning sales and marketing with overall goals through the creation of an annual life plan community marketing plan, goals and monitors its effectiveness through scorecard measures & reporting.

• Identifies and implements initiatives to meet or exceed sales quota and maximize utilization of existing service lines

• Conducts market research for new and existing products.

• Identifies and evaluates new business opportunities, including new service lines, new sales channels, acquisitions, partnerships, and opportunities for vertical integration.

• Supports the design and implementation of new service lines and partnerships.

• Develops community marketing budget and oversees financials monthly to ensure that annual budget and other financial targets are met.

All other duties as assigned.

Qualifications

Education

• Bachelor’s degree in a related field required.

Experience

• In the absence of a degree, ten years of sales/marketing management experience required.

• Five years sales and marketing experience with a proven sales record required.

• Experience in a long-term care, hospital, or other related healthcare setting preferred.

• Proficiency with Windows, Microsoft Office (Word, Excel, PowerPoint), and the internet required.

• Proficiency with a Customer Relationship Management system preferred.

Other Requirements

• Must be able to read, write, speak, and understand the English language.

• Must possess a valid driver's license and acceptable driving record. Must be insurable under professional liability and crime coverage policies as specified by insurance carrier underwriting standards.

Working Conditions and Special Requirements

• Sitting - Up to 6 hours/day

• Standing - Up to 6 hours/day

• Walking - Up to 6 hours/day

• Lifting, pushing, pulling, and moving equipment, supplies, etc. - Up to 50 pounds

• Driving - Up to 6 hours/day

• Work weekends, evenings, and holidays - Occasional

• On-call availability - Minimal

• Subject to residents/patients with various disease processes -Minimal

• Risk Category for Exposure to Bloodborne Diseases - III