Alliance HealthCare Services

  • Director, Business Development AO

    Job Locations US-TN-Nashville
    ID
    2019-15775
    Category
    Sales
    Position Type
    full-time
  • About Us

    At Alliance Oncology, our team members focus on transforming the patient experience and delivering exceptional quality care. Our commitment to patient care and excellence are reasons Alliance Oncology is a national leader in radiation oncology. It’s also the reason why Alliance is the partner of choice for hospitals, physicians, and other healthcare providers to whom we offer the latest oncology technologies and care.

    Job Responsibilities

    The primary purpose of the Business Development Director is to develop leads through to deal closure, delivering year-over-year net revenue growth and profitability through new partnerships or expansion of existing partner’s oncology programs. This includes, but is not limited to: extensive market analysis; lead generation; potential customer development; initiating physician, service line management and/or c-suite introductory meetings; marketing and selling Alliance Oncology services, recommending and negotiating terms of oncology program deals, working cross-functionally and with the prospective client(s) to bring the oncology program deal to closure, and transition the relationship to Operations.

     

    Specific duties include, but are not limited to:

    • Executes initiatives that seek to expand current relationships, in line with Oncology’s five year strategic plan. Under the direction of the VP of BD, the director will create and expand existing relationships in market with physician groups or other providers.
    • Prospects, identifies and/or leverages existing partner relationships, and potential customers/partners, to drive new business and recommends business opportunities to leadership based on project attractiveness and risks. Analyzes market data/competitive landscape to drive sound decision making on where and how to create pipeline opportunities.
    • Collaborates with Finance, Legal, Operations and Marketing to design customized customer solutions that generate a positive ROI for the customer and company.
    • Manages multiple new sales opportunities at various phases of the sales cycle, follows-through to ensure customer needs are met at each phase, solicits local sales and operations support as needed and ensures each sales opportunity is continually progressing towards closure.
    • Analyzes market data/competitive landscape to drive sound decision making on where and how to create pipeline opportunities; capturing all leads within the CRM and following the sales methodology (i.e. Miller Heiman).
    • Maintains all sales activity within Salesforce.com, prepares weekly territory forecasts and tracking tool reports for the Vice President, Business Development AO that facilitate effective reprioritization and allocation of resources, adjusts territory plan based on market and customer developments; ensures territory will achieve budgeted new business goals.
    • Other duties/special projects as assigned by management.

    Position Requirements

    • Bachelor's degree or equivalent experience required; Master's degree preferred.
    • 5 years’ experience developing long-term relationship-based, complex, consultative solutions.
    • Effective and efficient at using MS Office software, and other standard PC operations, to communicate and be productive.
    • Demonstrates accountability and takes personal responsibility for results.
    • Displays excellent verbal and written communication skills with colleagues and with customers on a regular and routine basis.
    • Possesses ability to research, find and identify leads through Salesforce.com, public domains and other sources as appropriate.
    • Regularly demonstrates ability to become a value-added business partner to customers.
    • Ability to develop multi-level relationships with hospital systems and must have success selling to C-level executives.
    • Consistently demonstrates ability to communicate value and service excellence concepts during sales discussions.
    • Leverages strong territory management and organizational skills to strategically manage geographic region and build upon past success.
    • Displays strong interpersonal skills including adaptability, thinking on their feet, the ability to communicate persuasively and drive for results.
    • Regularly and consistently displays the following traits and behaviors: Builds relationships, demonstrates accountability, is results-oriented, is innovative in approach, displays passion, seeks new challenges, is ethical in approach, is an educator, positive influencer, aspires to grow personally and career-wise, enables and encourages relationship building, and has excellent sales and business acumen.
    • Prior Sales in Healthcare Services and/or hospital environment strongly preferred.
    • Job requires 50% travel. 

    A division of Alliance HealthCare Services, we are an equal opportunity employer and we believe in strength through diversity. All qualified applicants will receive consideration for employment without regard to, among other things, age, race, religion, color, national origin, sex, sexual orientation, gender identity & expression, status as a protected veteran, or disability.

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