Job Description

This position will be remote and based in the northeast region.

Summary:

The primary responsibility of the Manager/Director of Business Development (BDM/BDD) is to drive targeted sales results through prospecting new business, managing sales leads, and closing sales for telemedicine services. Individuals may be hired as Business Development Manager or Business Development Director, depending on experience and tenure in a similar role.

The BDM/BDD will be accountable for leading business acquisition with new healthcare partners through direct management of the full sales cycle, from prospect and cultivation of targeted leads, value proposition, building a sustainable sales pipeline, nurturing relationships, and providing support during the sales process to negotiating and closing new service contracts for the company. Hospital clients are the identified prospects for our services.

The BDM/BDD role serves as the main point of contact for 1-on-1 communication and larger group presentations with prospects. Daily tasks include cultivation of hot, warm, and cold prospect contacts, scheduling discovery appointments, conducting service overviews, providing follow-up information, preparing proposals, and facilitating the sales process through contract execution. Individuals filling this role will also be responsible for attending both national and regional tradeshows. For new and enterprise hospital targets, the BDM/BDD will be required to solicit and respond to RFPs, service contract adjustments and contract renewals, and build meaningful relationships to identify new partnerships.

The BDM/BDD participates in developing health system expansion strategies, and nurturing relationships with established health systems to solidify and expand the reach of our services. The BDM/BDD contributes to the regional and national sales and business development strategy and tactics for the company’s current and future service offerings.

Essential Duties and Responsibilities:

Plans, controls, and manages the process used to identify prospects for our services, and close sales at new locations, or expand sales at existing partner locations.
Establishes sales objectives by forecasting and projecting new service locations and expected service volume for existing and new services.
Utilizes Definitivehc.com, AHD.com, and other databases and research methods to determine target locations.
In collaboration with VP, BD & Marketing team, develops and administers effective sales tools to best represent value propositions, driving awareness and interest in our services.
Helps with the execution and booth management at trade shows and conferences, as an exhibitor to build leads and the sales pipeline.
Generates and manages new targeted leads, driving the sales process to contract close.
Identifies “friction” in the sales funnel and use individual, team, and internal SMEs to resolve individual issues while informing a continuous process improvement model for the strategy & growth division.
Adjusts to business needs and market trends, refining best practice methods.
Stays informed about industry topics, competitive forces, and health sector developments to apply to TeleSpecialists sales and business development efforts.
Supports and leads introduction of new TeleSpecialists services and contributes to the go-to- market strategy and launch campaigns.
Coordinates the handoff to TeleSpecialists teams, e.g. credentialing and implementation, once contracts are signed.
Responsible for maintaining sales activities and records for activities, such as leads, email/calls/contacts, touchpoints, and escalations.
Prepares and presents individual and regional sales results and KPIs weekly, monthly, quarterly, annually. Measures and documents personal and regional goal attainment.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Previous business development or sales experience required, minimum 5-7 years.
Previous experience in a healthcare environment preferred, ideally including experience in the field of telemedicine.
Knowledge of CRM and database used to identify and track leads and sales activities.
Ability to elicit customer buy-in at all stages of the sales cycle.
Experience with sales and negotiation processes and techniques to close high-value service contracts / effective and compelling communication skills that inspire positive response to a call-to-action.
Health system or hospital administration experience, or nursing background is a plus.
Disciplined and able to thrive in a dynamic (fast-growth) environment.
Ability to learn about the company’s service lines and the associated vocabulary and key motivators of hospital prospects.

Consultative sales professional:

Skilled at finding the proper target buyer(s) within complex, enterprise organizations and exceptional skill at value-based communications to gain attention and interest.
Relationship-builder providing value-based, problem-solving communications, building trust through consultation and exceptional listening skills.
Comprehensive territory planning – pipeline construction and targeted expansion.
Strategic selling skills – analyze and evaluate territory or industry dynamics to implement a sales plan.
Hunter mentality who enjoys competitive results-oriented sales environment.
Working experience with various sales methodologies and frameworks.

Education/Experience:

Bachelor’s degree required.
Business/marketing/communications degree or nursing degrees with relevant professional experience required.
Sales experience and a HS Diploma will be considered in lieu of bachelor’s degree requirement.
Financial/ROI acumen is a plus.
Demonstrated experience in public speaking, presentations, meeting facilitation, oral/written business communications is a plus.

Computer Skills: