Business Development Manager, Quality Improvement
About The Position
The Business Development Manager, Quality Improvement, identifies, builds, and increases sales of the American Heart Association’s Quality Portfolio to healthcare systems, hospitals, clinics, EMS organizations, post-acute care systems, payers, and state and local health departments in an assigned territory. The role is responsible for meeting annual strategic and sales goals, increasing market penetration, and promoting adoption of quality improvement offerings, including registries, QI collaboratives, systems of care, and certification products that establish and improve standards of care. The manager prospects across a base of more than 1,000 hospitals, identifies customer needs, develops relationships, demonstrates product value, and oversees Get With The Guidelines (GWTG) and certification account management and contracting. The role applies knowledge of Quality, Outcomes Research, & Analytics (QORA) program functionality and requirements to engage accounts, present program benefits and return on investment, and identify cross-selling opportunities. It works with regional stakeholders on sales pipeline development, account management, and site recruitment, while ensuring accounts meet contracting and technology requirements. The position can be home-based, preferably in the Eastern United States, and requires up to 20% local and overnight travel.
Requirements
- Bachelor’s degree or equivalent work experience.
- Three years of relevant experience.
- Experience with sales development or fundraising within the Association or a related nonprofit.
- Demonstrated account management experience and sales success.
- Experience building and managing relationships with external alliances or partners.
- Experience identifying and building relationships with key volunteers in hospital or clinical settings.
- Ability to interact and engage with C-suite leaders, ideally in a hospital setting.
- Ability to implement effective business-to-business marketing and sales plans.
- Ability to work independently and effectively manage multiple projects in a fast-paced environment.
- Proven negotiation skills.
- Excellent written and oral communication skills.
- Ability to travel up to 20% locally and with overnight stays.
Nice To Haves
- American Heart Association Quality Program sales experience.
Responsibilities
- Identify, build, and increase sales to healthcare systems, hospitals, clinics, EMS organizations, post-acute care systems, payers, and state and local Departments of Health in an assigned territory.
- Achieve annual strategic plan objectives and yearly sales goals to increase market penetration for the Association’s Quality Portfolio.
- Promote adoption of Quality Improvement products, including registries, QI collaboratives, systems of care, and certification products.
- Build a network of meaningful volunteers and partnerships to advance the organization’s mission.
- Prospect across more than 1,000 hospitals to identify customers, build relationships, assess needs, demonstrate product value, and oversee GWTG and Certification account management and contracting.
- Research and identify healthcare institutions to target and convert existing and new Quality Improvement portfolio contract sales.
- Follow the assigned-territory sales plan by building relationships with hospitals, healthcare systems, outpatient clinics, and post-acute care facilities.
- Achieve revenue goals aligned with the suite of quality initiatives.
- Apply knowledge of QORA program functionality, features, data requirements, security, and minimum technology standards to engage new accounts.
- Develop and present program features and benefits, including the return on investment of participation and opportunities to cross-sell other Regional and National Association products, programs, and services.
- Recruit and engage volunteer leaders to champion QORA success.
- Collaborate with regional internal stakeholders to develop and plan the sales pipeline, account management, and site recruitment.
- Assess regional regulatory requirements and market-level systems-of-care activities to identify development opportunities.
- Ensure accounts comply with contracting processes and IT technology requirements for proper use of GWTG registries, certification products, and outpatient QI activities.
- Prepare and provide management updates on leads and conversions for Quality Portfolio programs and products.
- Calculate and manage product and revenue sales goals using appropriate pricing models, multi-contract discounts, and bundling opportunities to grow the Quality Portfolio book of business.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Disability insurance
- Life insurance
- Retirement program with employer match and automatic contribution
- Employee assistance program
- Employee wellness program
- Telemedicine and medical consultation
- Professional mentoring program
- Paid time off: at least 16 days per year for new employees, increasing with seniority
- 12 paid holidays per year
- Tuition assistance
- Incentive opportunity of up to 10% of base pay
- Employee Resource Groups
- Access to Heart U, the Association’s online university
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
