Business Development Director - Healthcare Business Risk Consulting (New England)

RSM • Edison, NY

3d • Hybrid

About The Position

RSM is seeking a Business Development Director to sell its Business Risk Healthcare Consulting Services to strategic health systems and healthcare private equity-backed prospects and clients in the Northeast/New England area. The role may be based at an RSM major office location in the Northeast, with a preference for New York City, Metro Park, Philadelphia, and surrounding areas. The director is expected to have an established network of C-level and executive health systems relationships and a proven record of selling management consulting services to health systems. Services include technology integration and implementation, revenue cycle management, healthcare data analytics, internal audit, and other Business Risk Consulting services.

The director leads the sales process from prospect targeting and opportunity strategy through pursuit-team selection, presentations and proposals, negotiations, and closing agreements. The role builds and maintains substantiated sales pipelines and forecasts and partners with RSM industry, service-line, marketing, and sales leaders to develop and execute growth efforts. Travel, including local and overnight travel when appropriate, is required. The position offers a competitive base salary and an uncapped incentive compensation plan; selected candidates may also be eligible for a discretionary bonus based on firm and individual performance. RSM describes most roles as following a hybrid workstyle, with team members aligned to an office and meeting in person when it supports clients, teams, development, or relationship-building.

Requirements

• Bachelor's degree or equivalent experience.
• At least 8 years of health systems experience selling consulting services in the areas described, including technology integration and implementation, revenue cycle management, healthcare data analytics, internal audit, or other Business Risk Consulting services.
• Experience working and selling across company departments, including Strategy, Finance, IT, and Supply Chain Operations.
• An active network of C-level and executive health systems contacts.
• Demonstrated community involvement and activity with industry associations, civic groups, and/or nonprofit groups.
• Experience and proven results in a fast-paced, high-growth professional services or consulting environment.
• Ability to orchestrate teams of industry, functional, and technical experts to develop solutions for clients.
• Experience and contacts within the middle market, broadly defined as companies with revenues of $250 million to more than $2 billion.
• Expertise in driving complex sales cycles from opportunity identification through deal close.
• Ability to participate actively in proposal and Statement of Work creation.
• Experience using a CRM tool for report generation and sales tracking.
• Prior experience using social media technologies for networking.
• Excellent influence and negotiation skills, strong executive presence, and business acumen.
• Motivation, self-discipline, and strong time-management skills.
• Ability to travel locally and overnight when appropriate.

Nice To Haves

• Exceptionally strong communication, presentation, analytical, and organizational skills.
• Experience working for a Big Four or other national firm.

Responsibilities

• Source and qualify health systems consulting opportunities with organizations not currently served by the firm.
• Execute the sales plan and process, coordinating internal and external resources to position the firm to secure business.
• Work networking contacts, professional affiliations, industry groups, and related Centers of Influence.
• Partner with industry team leaders to identify and target key companies.
• Support RSM Partners, Principals, and Directors in cross-selling additional services to existing clients where appropriate.
• Collaborate with local and national marketing resources to develop targeted go-to-market plans for supported industry teams.
• Provide National Sales Organization management with ongoing feedback about market opportunities.
• Lead sales efforts, including systematic prospect targeting, opportunity-specific sales strategies, pursuit-team selection, presentations and proposals, closing sales, and finalizing customer agreements.
• Build and maintain sales pipelines and forecasts based on substantiated opportunities.
• Participate in creating proposals and Statements of Work.
• Travel locally and overnight when appropriate.

Benefits

• Competitive benefits and compensation package.
• Competitive base salary.
• Uncapped sales incentive compensation plan.
• Potential eligibility for a discretionary bonus based on firm and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director