Purpose:Driving sales and marketing initiatives of PMC’s Inpatient line of service.Implementation of sales strategies and tactics in assigned/designated region.Ensure sales goals and revenue achievement is obtained.Responsible for new business development specifically for the Inpatient line of service.Develop and manage ongoing strategic partner relationships and customer satisfaction.Support the transition of new contracts with Operations, and maintain on-going support as needed.Performing operational assessments, feasibility studies, and consulting work on behalf of the PMC.Accountable for planning, obtaining, and managing new and existing sales opportunities within a geographic territory.Prospect for potential new clients and turn into increased business.Develop an effective call strategy with key strategic states within the assigned region.Cold Call as appropriate with market to ensure a robust pipeline of opportunities.Meet potential clients by growing, maintaining and leveraging network.Identify potential clients and the decision makers.Research and build relationships with new clients.Set up meetings with hospital CEO’s and maintain diligent follow-up.Work with Development team to develop proposals that speak to the client’s needs, concerns, and objectives.Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.Use a variety of styles to persuade or negotiate appropriately.Attendance at all requisite meetings, training session, company events, trade shows and conferences.Meet and exceed established sales targets including calls per day, meetings per month, closes and revenue. Expectation is to close three successful contracts in the first year in the role.Other duties as assigned.
The Business Development Director (Inpatient) will drive the development of new business and client solutions for Psychiatric Medical Care’s (PMC) Inpatient service line. This position is primarily responsible for sales of management contracts, along with behavioral health integration initiatives and consulting.
The Business Development Director (Inpatient) duties shall include, but not be limited to, the following:
Education: Bachelor’s degree in a health or business field required, Master’s Degree preferred.Experience: Ten years of sales experience in healthcare preferred.Five years of validated experience and results in contract management and solutions development.Project management experience a plus.Experience selling service contracts directly to hospital CEO’s.Knowledge of Inpatient and Outpatient mental health.Must have knowledge of CON processes, environment of care issues, and the hospital industry.Experience developing psychiatric management contracts is strongly preferred.Working knowledge of healthcare reimbursement and licensure requirements is preferred.Ability to operate as an effective team member.Must be self-reliant, good problem solver and results oriented.Strong social, interpersonal and writing skills required.Must have closing skills, motivation for sales, prospecting skills, sales planning, territory management, market knowledge, presentation skills, energy level and meeting sales goals.Commitment to excellence and high standards.Excellent verbal and written communication skills.Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.Strong organizational, problem-solving, and analytical skills.Ability to manage priorities and workflow.Ability to work on complex projects with general direction and minimal guidance.Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.Acute attention to detail.Demonstrated ability to plan and organize projects.Proven ability to handle multiple projects and meet deadlines.Good judgement with the ability to make timely and sound decisions.Creative, flexible, and innovative team player.Proficient in comm-used Microsoft Ofﬁce applications (Outlook, Excel, Word, PowerPoint,etc.)Knowledge of SharePoint/One Drive, and other email/collaboration technologies desired.
This job predominantly works from a professional home office environment and requires nationwide travel up to 80% of the time.
While performing the duties of this job, the employee is regularly traveling by automobile or plane, and required to talk and hear often in-person as well as over the telephone. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. This position required intermittent physical activity, including standing, walking, bending, kneeling, stooping and crouching as well as lifting (up to 50 lbs) and driving.
This position does not have any direct reports.
The Business Development Director (Inpatient) position reports directly to the President & Chief Executive Officer.