Area Director Business Development

Setting: Inpatient Rehab Unit
Job Type: Full time
City/State: This position requires 50-75% travel. Opportunity to live almost anywhere in the Central, Mountain, or Pacific Time zones near a major airport.

Lifepoint Rehabilitation is a leading provider of acute inpatient rehabilitation services with more than 300 hospital-based rehabilitation units, medical/surgical and outpatient therapy settings and more than 30 joint venture inpatient rehabilitation hospitals across the country. We provide high quality, patient-centered care to those who have experienced a loss of function from an injury or illness. Our team conducts comprehensive evaluations to determine each patient’s unique needs, and then creates a multifaceted program using the latest rehabilitation therapies and advanced technologies to support them on their road to recovery. Our goal is to help our patients recover as fully as possible and regain the level of independence they hope to achieve. If you are an enthusiastic individual seeking an environment dedicated to superior patient care and an organization with a strong mission to serve our community, we invite you to apply!

Summary:

Provides sales (referral development) leadership and support to hospital- based Acute Rehab Units (ARUs) 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, content / tools and messaging, educational programs, advisory boards, coordination with operations and clinical, and tracking and targeting through reports and analytics. Assists in recruiting and the hiring of top tier Clinical Liaisons (CL) and focuses on training, on-boarding, overall development, to maximize selling effectiveness and productivity. Monitors the daily, weekly, and monthly activities of the CL team to ensure area revenue and profit targets are achieved or exceeded. 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 Regional Vice Presidents of Operations, Area Directors of Operations, Program Directors, and marketing (CL) team, the Area Director of Business Development is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area. The Area Director of Business Development will implement best practice marketing, clinical integration, training, and management practices to achieve Lifepoint’s vision, mission and goals – which are to be the undisputed leader in rehabilitation with leading quality outcomes and service levels

Essential Functions:

• Support Area Marketing strategies through active participation in the design, modification and implementation of marketing initiatives.
• Directs the activities of assigned sales (CL) teams and provides sales related support to RVP, ADO and PD to ensure area revenue and profit targets are achieved or exceeded.
• Establishes good and consistent processes for how the team goes about its work.
• Assists in hiring, on-boarding, & training, the sales (CL) team and oversees their activities in building and sustaining an excellent and market leading team.
• Assists in the ongoing performance and competency reviews of team to ensure staff is qualified, meeting objectives, and competent to provide services.
• Works with Sales Management to implement appropriate sales structure.
• Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers). Targets include hospitals, other post-acute providers, insurance companies, preferred provider organizations, health maintenance organizations, and case management firms.
• Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory.
• Gathers/organizes information on targeted accounts. Manages the CRM process of the team.
• Assists in preparing/delivering sales presentations which effectively address clients' needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales.
• Works with DVP and ADO to develop and execute area specific annual strategic plan and budgets.
• Prepares quarterly 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.

Qualifications:

• Education:
  • Bachelor’s degree in related field preferred.
  • Master’s degree preferred.
• Licenses/Certification:
  • Valid driver’s license, clean driving record and own reliable transportation required.
• Experience:
  • Minimum of five years’ experience in healthcare marketing and sales management functions Over five years of actual hands-on sales experience.
  • Must have deep clinical knowledge to understand patient identification, the patient admissions process, and reimbursement dependencies by patient type.
  • Experience and a proven track record in driving referrals through the admissions process, with a history of achieving consistent growth in admissions, census and revenue.
  • Must be experienced in leading teams in the development of comprehensive strategic marketing plans, with examples of execution of those plans that made a difference in results.
  • Approximate percent of time required to travel: 50%-75%

Through a history of successful joint-venture partnerships and management agreements, Lifepoint Rehabilitation works with hospitals to more effectively meet the needs of their patients, maintain employee satisfaction and generate long-term quality outcomes for their entire organization. We are fully dedicated to our partners and delivering on the promise made to patients.