Aug 18, 2022

Assistant Director, Business Development

  • Accreditation Association for Ambulatory Health Care | AAAHC
  • Skokie, IL, USA
Full-Time Business Development Health Care

Job Description

Reporting to the Senior Vice President, MBD, the Assistant Director, Business Development’s primary responsibilities are to drive service and product revenue and market share growth and strengthen client retention by identifying and pursuing new business opportunities, developing and executing strategic plans and tactical initiatives, and building strong client partnerships that strengthen AAAHC’s brand equity and reputation in their assigned business segments. This position is the AAAHC enterprise lead for business segments as assigned. This role directs account management through interaction across multiple client and internal AAAHC departments and requires competency in influence selling utilizing clinical, regulatory and Standards knowledge, health economic and outcomes research, marketing resources and the ability to leverage and negotiate the value proposition which may include designing innovative client solutions. This individual is expected to be the subject matter expert in the health care market landscape impacting their assigned business segments, individual client accounts, and competitive accounts. Through use of an explicit or implicit business framework, the individuals in this role link the objectives of key stakeholders, the competitive strategies required for success, the people and activities needed to deliver intended results, and the business processes that support the Assistant Director, BD’s ability to deal with complex scenarios. 

 

Primary Duties & Responsibilities

  • Develop market segment and national account-specific 2-3-year business plans that target retention, growth and improved profitability within assigned segments and clients
    1. Establish and execute a strategic plan including market assessment, key prospect client list, segmentation and market share analytics, competitive analysis, growth projections, market threats and risks
    2. Establish and execute an 18-month tactical plan that includes quarterly plans of travel requirements, marketing requests, client visits and calls, and conference/exhibitions
  • Develop and present a quarterly business review to executive leadership to inform, implement and lead client level strategic plans
  • Provide and present a monthly report by business segment that highlights sales financial performance, client engagement activity, account penetration strategies for key targets and overall account development, under-performing area improvement plans, competitive market intelligence, field concerns and issues, and go-forward opportunities and plans
  • Achieve annual and quarterly revenue targets through accurate monthly and quarterly forecasting, prioritizing selling time to generate revenue and unit volume, and achieving account penetration by conducting a thorough business analysis of key accounts and executing strategies
  • Prospect for new business in addition to growing and maintaining the existing client portfolio, and qualify new leads to maintain identified business in supporting a balanced business opportunity funnel for future business development and revenue growth
  • Use assigned tools including weekly call planners and maintain sales activity (e.g., phone, email and visits) in a salesforce automation platform
  • Develop and maintain relationships with target client audiences, including C suite level, to enhance AAAHC’s reputation as a strategic partner in their continuous quality improvement initiatives to deliver quality patient care
  • Demonstrate effective use of persuasion and influence in communication skills including negotiation theories and principles to achieve a profitable outcome by engaging in professional business conversation with decision makers
  • Organize, develop and present current and prospective client presentations on AAAHC services, hot topics, and client performance
  • Create and leverage internal and client perspective analyses to achieve profitable position; convert client and or internal deficiency data into tailored analysis; utilize financial and analytical competencies through proficient use of tools and resources and market insights to develop initiatives and strategic recommendations
  • Develop and maintain a high level of AAAHC product knowledge. Seek and analyze information on competition, market and industry trends and discern how this could impact the business and adapt to changing conditions

Occupations

Other

States

IL

Security Clearance

NO Security Clearance

Job Requirements

Minimum Qualifications

  • Bachelor’s Degree
  • At least eight years progressive sales/business development experience in positions of increasing responsibility in the health care industry
  • Mid to senior level sales professional with a proven track record of success managing complex multi discipline sales scenarios; demonstrable experience designing and implementing successful business development strategies which include market analysis, client insights and plan for execution
  • Ability to understand highly, complex specialty products and develop strategic plans to find opportunities to maximize performance and growth; ability to manage expense and revenue budgets
  • Ability to work in a dynamic, fast paced environment utilizing decision making skills to interpret the business quickly to improve business performance
  • Proven success and track record as an individual contributor and/or manager who has grown top line results; works independently with minimal supervision; effective team player
  • Demonstrated written and verbal communication skills including PowerPoint presentations and Excel capabilities that can be directly communicated to senior leaders and clients; rehearsed and impromptu
  • Excellent Communicator (verbal, written, presentation) with the ability to influence and persuade stakeholders inside and outside of the organization; lead and manage change
  • Microsoft Office Proficient (i.e., WORD, EXCEL, PowerPoint)

Preferred Qualifications

  • BA or BS emphasis in Business or Marketing preferred; Master’s degree in Business with a focus in marketing, strongly preferred
  • Experience in a medical device or life sciences technology driven company preferred
  • Knowledge of health care accreditation and the regulatory environment considered a plus
  • Experience with marketing automation and customer relations management (CRM) strategies, tactics, and processes preferred
  • Experience with CRM software and digital marketing tools and techniques preferred

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