[Hiring] Director, Business Development, ACO @Sound Physicians

Role Description

The ACO Director of Business Development is focused on growing the Sound Long Term Care Management ACO through new contracts organically. Engaging provider groups, post-acute care facilities, and post-acute care physicians to participate in the ACO in strategically chosen markets is the primary focus. Maintains collaborative working relationships with Sound’s Long-Term Care Management Executive Team and with other Sound Service line leaders with aligned growth responsibilities such as Sound’s Telemedicine Team.

Up to 75% domestic travel.

Essential Duties and Responsibilities

• Lead organic growth efforts, including execution of a national account strategy to grow ACO provider participation.
• Coordination with direct report Business Development Managers on their growth strategy.
• Lead the response to all inquiries regarding the ACO participation agreement and the overall value proposition of the ACO to its prospective participants.
• Personally manage specific opportunities.
• Identify improvement opportunities to reach our growth targets more efficiently and effectively.
• Development of lead generation tactics (e.g., meetings, telemarketing, networking).
• Assessment of all sales practices, investments in staff, and sales activities.
• Collaborate with marketing on the appropriate messaging and differentiating our story.
• Be responsible for the management of the sales processes and annual performance targets for Sound Long Term Care Management ACO.
• Conduct all Business Development internal team meetings and team performance reviews.
• Build strong relationships and communication channels with potential ACO providers and post-acute facility participants.
• Develop positive relationships with senior executives of the physician group and/or post-acute facility.
• Encourage clinical leaders to align their organizations with Sound’s Long Term-Care Management ACO.
• Engage with national and regional healthcare thought leaders, subject matter experts, and industry-leading organizations in the ACO and post-acute care arena.
• Support the efforts of the business development managers in developing sales opportunities.
• Collaborate on refining Sound’s ACO messaging and delivering a differentiated story to potential ACO participants.
• Build estimates and quotes of contribution to the ACO performance.
• Comprehend Sound's Business Development strategy and execute on a segmented market strategy.
• Set achievable goals and tasks, delegate opportunities, and provide resources for direct reports.
• Participate in the development of tools that generate leads and/or convey the value of Sound’s offering.

Qualifications

• Demonstrated excellent quantitative and analytic skills, and solid critical thinking skills.
• Outstanding computer skills including solid knowledge of spreadsheets (MS Excel), word processing (MS Word), building professional presentations (MS PowerPoint and Visio), and email and calendaring (MS Outlook).
• Experience developing compelling RFPs.
• Ability to maintain a high level of new business development activity with full sales cycle responsibility in a fast-paced environment.
• Experience managing accounts, developing vertical sales channels, and building strong relationships with business partners.
• Experience in closing partner negotiations.
• Proven ability to analyze the industry marketplace and develop an 'industry expert' understanding to support the business strategy and inform the product growth initiatives.
• Strong negotiation skills and experience working with C-Level healthcare executives and physician leaders.

Requirements

• 5 years of progressively responsible business development experience in a healthcare services setting.
• Bachelor's degree or equivalent knowledge and experience with a concentration in finance, healthcare administration, or business administration.

Benefits

• Medical insurance, Dental insurance, and Vision insurance.
• Health care and dependent care flexible spending account.
• 401(k) retirement savings plan with a company match.
• Self-managed PTO Plan.
• Ten company-paid holidays per year.

Salary Range

This position offers an annual salary range of $110,000-$120,000, along with a competitive commission structure. Exact salary will depend on the candidate’s experience, education, and geographic location.