0146 Facility - Regional Director Business Development

Crestwyn Behavioral Health•Memphis, TN

About The Position

PURPOSE STATEMENT: Grow lines of service as defined by management by developing/retaining referrals from physicians and other key non-physician referral sources. Responsibilities ESSENTIAL FUNCTIONS: Ensure business growth through directing and managing business development activities to ensure these are delivered in accordance with organizational strategy. Provides a positive impact on the profitability of the company through ensuring strategic and tactical decisions relating to development of new business, such as HIH’s throughout identified states, based upon demographic research, areas of greatest need and key quality revenue. Ensure the effective achievement of the business development functional objectives, through the leadership of the Division, by setting clear objectives in order to maximize individual, divisional and departmental performance. Provides sales (referral development) leadership and support to designated behavioral health locations to increase market awareness and market share and achieve stated business objectives. Drives patient admissions and census goals through sound strategic planning and execution, including in the areas of territory and call planning and management, coordination with operations and clinical, and tracking and targeting through reports and analytics. Manages recruiting and the hiring of top tier Business Development team members and focuses on training, on-boarding, overall development, and ongoing coaching and people management of the team to maximize selling effectiveness and productivity. Must be able to take ownership, drive accountability, and identify opportunities and solve them with practical solutions and actions plans. Must be able to roll-out new content, programs and other tools and build a strong culture of performance, teamwork, and recognition. With the identified Division Presidents of Operations, Facility Business Development Directors and marketing (clinical liaison) team, the Division Business Development Director is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area. Implement best practice marketing, clinical integration, training, and management practices to achieve Acadia’s vision, mission and goals – which are to be the undisputed leader in behavioral health with leading quality outcomes and service levels. Support the overall process of management and corporate decision-making to ensure the organization maximizes its short, medium and long-term profitability and shareholder returns. Liaise with the identified Division Presidents on the implementation of strategic and operational plans. Identify promising business opportunities. Forging productive business alliances. Abides by and demonstrates the company Mission – Vision – Values through both behavior and job performance on a day-to-day basis. Support Divisional Marketing strategies through active participation in the design, modification and implementation of marketing initiatives. Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers). Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory. Gathers/organizes information on targeted accounts and manages with and through Salesforce.com. Manages the CRM process of the team. Owns critical accounts, including making contact with appropriate management levels at referral institutions and maintaining key physician relationships. Works with targeted managed care organizations and appropriate physicians/physician groups. Prepares/delivers sales presentations which effectively address clients' needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales. Works with facility leadership to develop and execute area specific annual strategic plan and budgets. Participates in facility monthly operational report calls and provides insight and observations relative to specific issues identified, budgeted census requirements, census stability, or census growth. Prepares monthly sales updates to ensure achievement of established sales goals and compliance with established budgetary constraints. Manages sales time and resources according to plan. Establishes/maintains working relationships with key line, Contracts, Marketing, Clinical and Specialty management staff to ensure thorough understanding of Company products/services. Ensures sales staff is kept abreast of assigned product lines/services. Participates in performance improvement activities to measure and assess the quality of services provided. Ensures that all marketing collateral, advertising and web site information is accurate and up to date by coordinating with the host hospital marketing department. Ensures the compliance to marketing protocols, policies and procedures. Manages and actively participates in critical professional and industry associations and organizations that represent referral sources and patients. Adheres to and participates in Company’s mandatory HIPAA privacy program/practices, Business Ethics and Compliance programs/practices, and Company policies and procedures. Participates in special projects and performs other duties as assigned.

Requirements

Bachelor’s degree required. Master's degree preferred.
Experience (as outlined below) may be accepted in lieu of degree as approved by VP Business Development
Five or more years’ related experience in healthcare business development role required.
One or more years’ supervisor experience required.
Must have and maintain a valid driver's license, maintain automobile insurance coverage and have access to an automobile, where facility requires.

Responsibilities

Ensure business growth through directing and managing business development activities to ensure these are delivered in accordance with organizational strategy.
Provides a positive impact on the profitability of the company through ensuring strategic and tactical decisions relating to development of new business, such as HIH’s throughout identified states, based upon demographic research, areas of greatest need and key quality revenue.
Ensure the effective achievement of the business development functional objectives, through the leadership of the Division, by setting clear objectives in order to maximize individual, divisional and departmental performance.
Provides sales (referral development) leadership and support to designated behavioral health locations to increase market awareness and market share and achieve stated business objectives.
Drives patient admissions and census goals through sound strategic planning and execution, including in the areas of territory and call planning and management, coordination with operations and clinical, and tracking and targeting through reports and analytics.
Manages recruiting and the hiring of top tier Business Development team members and focuses on training, on-boarding, overall development, and ongoing coaching and people management of the team to maximize selling effectiveness and productivity.
Must be able to take ownership, drive accountability, and identify opportunities and solve them with practical solutions and actions plans.
Must be able to roll-out new content, programs and other tools and build a strong culture of performance, teamwork, and recognition.
With the identified Division Presidents of Operations, Facility Business Development Directors and marketing (clinical liaison) team, the Division Business Development Director is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area.
Implement best practice marketing, clinical integration, training, and management practices to achieve Acadia’s vision, mission and goals – which are to be the undisputed leader in behavioral health with leading quality outcomes and service levels.
Support the overall process of management and corporate decision-making to ensure the organization maximizes its short, medium and long-term profitability and shareholder returns.
Liaise with the identified Division Presidents on the implementation of strategic and operational plans.
Identify promising business opportunities.
Forging productive business alliances.
Abides by and demonstrates the company Mission – Vision – Values through both behavior and job performance on a day-to-day basis.
Support Divisional Marketing strategies through active participation in the design, modification and implementation of marketing initiatives.
Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers).
Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory.
Gathers/organizes information on targeted accounts and manages with and through Salesforce.com. Manages the CRM process of the team.
Owns critical accounts, including making contact with appropriate management levels at referral institutions and maintaining key physician relationships. Works with targeted managed care organizations and appropriate physicians/physician groups.
Prepares/delivers sales presentations which effectively address clients' needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales.
Works with facility leadership to develop and execute area specific annual strategic plan and budgets.
Participates in facility monthly operational report calls and provides insight and observations relative to specific issues identified, budgeted census requirements, census stability, or census growth.
Prepares monthly sales updates to ensure achievement of established sales goals and compliance with established budgetary constraints. Manages sales time and resources according to plan.
Establishes/maintains working relationships with key line, Contracts, Marketing, Clinical and Specialty management staff to ensure thorough understanding of Company products/services. Ensures sales staff is kept abreast of assigned product lines/services.
Participates in performance improvement activities to measure and assess the quality of services provided.
Ensures that all marketing collateral, advertising and web site information is accurate and up to date by coordinating with the host hospital marketing department. Ensures the compliance to marketing protocols, policies and procedures.
Manages and actively participates in critical professional and industry associations and organizations that represent referral sources and patients.
Adheres to and participates in Company’s mandatory HIPAA privacy program/practices, Business Ethics and Compliance programs/practices, and Company policies and procedures.
Participates in special projects and performs other duties as assigned.