Business Development Director- Healthcare

Baker Tilly•Chicago, MI

About The Position

The Business Development Director role at Baker Tilly is a senior-level, strategic position. The Director possesses full responsibility for identifying and developing opportunities for Baker Tilly’s Healthcare Tax, Assurance and Consulting Practices focusing specifically with Health Plans & Insurance and Senior Living within his/her assigned sales territory, and for developing, maintaining and growing client relationships. The Director also assists senior management in establishing the strategic direction of the Healthcare IT Consulting Practice by identifying and communicating trends, potential new service lines, regulatory drivers, etc. The Director role is critical to the overall success of Baker Tilly’s Healthcare Tax, Assurance and Consulting Practices (the “Practice”).

Requirements

Bachelor's Degree required
10 plus years of prior work experience required
Experience in Healthcare tax, assurance and/or consulting IT required
Excellent sales skills and a proven track record of achieving KPI’s
Strong interpersonal skills and an ability to build rapport with internal Partners, Senior Management and stakeholders of varying levels/experience
Driven and ambitious individual with a strong desire to succeed
Eligibility to work in the U.S. without sponsorship required

Responsibilities

Serve as Value Architect™ and enable/facilitate Value Architect™ behaviors-activities
Generate a client facing pipeline & management - lead/participate in client pursuits (i.e., client discovery, presentations, proposal (pursuit) strategy, proposal development).
Develop a sales plan for the assigned territory, and report weekly on progress against that plan to senior management.
Utilize a broad array of sales techniques and approaches to identify healthcare IT consulting opportunities within his/her assigned territory consistent with Baker Tilly’s core competencies. Approaches may include, but are not limited to, cold-calling, client visits, client entertainment, email campaigns, attendance as conferences/tradeshows and speaking engagements. Has broad latitude for determining approaches that are effective in his/her territory.
Identify and leverage support needed to fully understand client needs, represent Baker Tilly, and close deals – i.e., technical support for calls, recruiting support, executive support, marketing support.
Maintain and grow relationships with existing clients by maintaining regular and open communications. Ensure standards of performance are being met by assigned consultants, and satisfaction level of client. Troubleshoot issues should they arise.
Utilize support of Business Development Manager to achieve sales goals. Provide direction and mentorship to assigned Business Development Manager in support of the Director's sales plan/initiatives/campaigns.
Advise senior management on trends/shifts in healthcare IT (i.e. products, tools, pricing, federal requirements) that may impact company’s future direction or consulting offerings.
Negotiate service agreements and statements of work with clients.
Regularly document activities in CRM (Salesforce) and maintain an up-to-date “pipeline” of qualified opportunities, using Firm protocols for documentation. Salesforce is a record of the team’s level of activity and successes, and is routinely reviewed by senior management. As the company grows, the potential exists for territories to be realigned. Your input into Salesforce is the foundation upon which any successor will begin.
Provide weekly sales updates to senior management.
Be a good steward of Baker Tilly financial resources when planning sales trips and entertaining clients (i.e., booking more than one client visit for a trip, obtaining competitive rates for travel by planning in advance).
Ensure client satisfaction on each and every engagement.
Maintain knowledge of Baker Tilly’s core competencies, consultants and project history to appropriately represent Baker Tilly in communications with clients/prospective clients.
Follow healthcare trends, key clients and prospective clients in the news and social media to identify opportunities and to further develop and maintain overall acumen of healthcare tax, assurance and consulting.
To represent Baker Tilly in sales meetings/conferences/tradeshows/user group meetings.
To negotiate service agreements and statements of work including pricing structure and hourly rates with clients and prospective clients.
Provide performance feedback to Business Development Manager, as well as other members of the staff (i.e., consultants, recruiting, and finance).