Business Development Associate - Central Florida

Florida Cancer Specialists•Lake Mary, FL

About The Position

Under the direction of the Senior Director of Business Development, the Associate Director of Business Development will be responsible for effective oversight and management of strategic growth planning and execution, sales, and relationship strategies within assigned markets. The Associate Director of Business Development will conduct thorough market research and competitive analysis to effectively develop strategic growth plans and deployment of sales team's field strategies and tactics. The Associate Director of Business Development will be positioned as the growth strategy leader of the area leadership team and will align closely with area leadership in operations, clinical, pharmacy, ancillary services and others. Responsible for managing marketing budget and expenses. This position covers the Central Florida area, spanning Lake, Sumter, Marion, Orange, West Volusia, Seminole, Osceola, and part of Polk County.

Requirements

Bachelor's degree is required.
Seven plus years of healthcare and/or oncology industry and medical outside sales/development experience required.
Previous experience managing a sales team and building strategic plans and growth strategies based on comprehensive market analysis.
7+ years of medical consultative sales/business development experience or 7+ years of B2B sales/business development.
Established and ongoing relationships with area physicians and strategic partners.
Advanced understanding of medical terminology specific to oncology/hematology.
Complex understanding of all FCS service offerings with the ability to communicate those offerings in concise and meaningful ways.
Ability to teach other business development team members about skills they have mastered.
Advanced knowledge of medical sales cycle and ability to determine ROI for all field activities.
Complex understanding of internal and external data analysis to create strategic initiatives for growth.
Exceptional record of continued overachievement in growth metrics.
Volunteers and welcomes additional projects to help the team.
Subject matter expert in a given area, i.e., Healthcare business and operations.
Analysis & Critical Thinking: Critical thinking skills including complex problem solving, analysis, decision-making, planning, time management and organizational skills. Must be detail-oriented with the ability to exercise independent judgment.
Interpersonal Effectiveness: Strong interpersonal skills, emotional intelligence, diplomacy, tact, conflict management, delegation skills, and diversity awareness. Ability to work effectively with sensitive and confidential material and capable of effectively managing emotionally charged matters.
Communication Skills: Good command of the English language. Second language is an asset but not required. Strong communicator with ability to communicate across multiple levels of the organization. Experienced in business related writing and communications, with demonstrated exceptional oral, written, and presentation skills. Must be an active and supportive listener and must be able to effectively provide balanced feedback.
Customer Service & Organizational Awareness: Strong customer focus. Ability to build an engaging culture of quality, performance, effectiveness, and operational excellence through best practices. Must possess strong business and political acumen. Must be able to foster strong stakeholder relations, collaborations, and partnerships, also fostering positive employee, physician, and community relations.
Self-Management: Must be adaptable and able to self-manage. Must be able to work autonomously, effectively navigating an environment of ambiguity. Effectively manages own time, conflicting and competing priorities, self, stress, and professional development. Self-motivated and self-starter with ability to work independently with limited supervision. Ability to work remotely effectively as required. Must be able to work effectively in a fast-paced, multi-site environment with demonstrated ability to juggle competing priorities and demands from a variety of stakeholders and sites.
Leadership and Mentoring: Effectively lead and facilitate group discussions, coach, mentor, motivate, and engage others to align to a common goal. Ability to effectively lead projects from inception through implementation and assessment.
Human Resources Management: Effectively hire, coach, and support staff development, as applicable. Effectively manage resources, performance, and employee relations, within established policies, procedures, and legislation.
Computer Skills: Proficiency in MS Office Word, Excel, Power Point, and Outlook required. Proficiency in Microsoft Power BI, CRM Software (ex; Salesforce) Analysis & Critical Thinking.
Strong interpersonal skills to include effective verbal and written communication.
Solid time management with the ability to prioritize multiple tasks.
Ability to collaborate across various levels of management, departments, and teams.
Comfortable negotiating problems and exploring solutions with physician population.

Nice To Haves

Master's degree in business, healthcare administration or public health preferred (MBA, MHA, MPH).
Advanced degree in lieu of experiences accepted.

Responsibilities

Fosters a team focused culture.
Conducts thorough market analysis, SWOTs, market positioning, risks/threats, and competitive analysis within assigned markets.
Uses insights to develop comprehensive growth plans and sales strategies for assigned markets.
Understands all aspects of the business and works closely alongside area leadership team to define strategy and successful plans for future growth, diversification, and improvement.
Translates opportunities into defined tactics, programs/projects, priorities, and timelines and ensures alignment and attainment of enterprise strategic priorities and plans.
Deploys sales team within assigned markets to execute on growth strategies.
Utilizes company and outside analytical platforms to determine trends and areas of opportunity within market and develops short-term and long-term tactics and plans to capitalize on growth opportunities.
Proactively monitors and tracks viability of growth strategies and performance of sales team.
Work with sales team to coach and adjust field tactics to ensure growth targets are achieved.
Provides quarterly performance reports to leaders and key stakeholders.
Engages in critical solution discussions with physicians and other key stakeholders when related to continuity of care processes associated with referring patients to FCS.
Strengthens referral relationships with large system leadership and physicians through planning and scheduling of in person meetings, dinners, and other relevant interactions. Referral relationships may include large health systems, MSOs, ACOs, multi-site provider groups.
Develops strong relationships as a trusted advisor and partner to large system stakeholders.
Fosters behavior that promotes trust and credibility.
Develops plans and strategies for new service offerings and physicians at FCS, insurance changes, and other relevant changes that may impact the referral relationship experience and deploys sales team to execute on targets aligned with related changes.
Understands internal stakeholders and internal cultural dynamics, works collaboratively with internal stakeholders and teams to assess, develop, and implement improved service standards, best practices, and diversification opportunities focused on enhancing the referral relationship experience with FCS.
Facilitates issue resolution discussions with the appropriate internal stakeholders to relieve bottlenecks and/or challenges experienced by referral relationships and/or referring provider's patient(s).
Prepares value propositions and presentations to executive level audiences.
Stays up to date on larger changes within oncology and healthcare, to include industry and regulatory changes, and related news.
Ensures sales team achieves objectives and growth targets for assigned markets.
Provides leadership, direction, and accountability to sales team.
Hires, trains, and coaches' sales team.
Develops and owns critical system level relationships within assigned markets. Examples: Large health systems, MSOs, ACOs, multi-site medical groups.
With the Company's marketing department and leadership, develops and implements regional-based collateral and marketing materials that best serve referral sources, initiatives, programs, and service line growth in assigned markets.
Utilizes CRM software to effectively manage and track activity of sales team. Ensures all team members maintain accurate and up-to-date records of sales activities and progress.
Follows and adheres to all federal and state regulations regarding safety, HIPAA, and patient care with the highest integrity.
Fosters trust in ambiguous situations and without direct authority.
Demonstrates financial stewardship and accountability of Company resources and submission of expenses.
Adheres to all team expectations around KPIs, Salesforce, monthly reports, expense reports and special projects.
Maintains a high level of integrity and diplomacy in all interactions and always exhibits FCS Code of Conduct and Ethics behaviors.
Demonstrates working knowledge of all facets of role, relevant regulations, and organizational and departmental policies and procedures.
Performs all duties in accordance with regulatory requirements and organizational policies and procedures.

Benefits

Offering competitive salaries and comprehensive benefits packages to include tuition reimbursement, 401-K match, pet and legal insurance.
Medical and Prescription Drug Coverage
Vision & Dental Insurance
Employee Assistance Program (EAP)
Health Savings Account (HSA) & Flexible Spending Accounts
Paid Time Off (PTO)
401(k) Retirement Plan
Life Insurance
Tuition Reimbursement
Disability Insurance
Accident Insurance
Critical Illness
Hospital Indemnity
Pet Insurance
Identity Theft
Legal Insurance