Director, Business Development, ACO

Sound Physicians

40d•$110,000 - $120,000•Remote

About The Position

The ACO Director of Business Development is focused on growing the Sound Long Term Care Management ACO through new contracts organically. Engaging provider groups, post-acute care facilities and post-acute care physicians to participate in the ACO in strategically chosen markets is the primary focus. Maintains collaborative working relationships with Sound’s Long-Term Care Management Executive Team and with other Sound Service line leaders with aligned growth responsibilities such as Sound’s Telemedicine Team. Up to 75% domestic travel.

Requirements

Demonstrated excellent quantitative and analytic skills, and solid critical thinking skills.
Outstanding computer skills including solid knowledge of spreadsheets (MS Excel), word processing (MS Word), building professional presentations (MS PowerPoint and Visio), and email and calendaring (MS Outlook).
Experience developing compelling RFP’s.
Ability to maintain a high level of new business development activity with full sales cycle responsibility in a fast-paced environment.
Experience managing accounts, developing vertical sales channels, and building strong relationships with business partners.
Experience in closing partner negotiations.
Proven ability to analyze the industry marketplace and develop an 'industry expert' understanding to support the business strategy and inform the product growth initiatives.
Strong negotiation skills and experience working with C-Level healthcare executives and physician leaders.
5 years of progressively responsible business development experience in a healthcare services setting.
Bachelor's degree or equivalent knowledge and experience with a concentration in finance, healthcare administration or business administration.

Responsibilities

Lead organic growth efforts, including execution of a national account strategy to grow ACO provider participation, coordination with direct report Business Development Managers on their growth strategy, leading the response to all inquiries regarding the ACO participation agreement and the overall value proposition of the ACO to its prospective participants.
Personally manage specific opportunities.
Identify improvement opportunities to reach our growth targets more efficiently and effectively.
Development of lead generation tactics (e.g., meetings, telemarketing, networking).
Assessment of all sales practices, investments in staff and sales activities.
Collaborate with marketing on the appropriate messaging and differentiating our story.
Be responsible for the management of the sales processes and annual performance targets for Sound Long Term Care Management ACO, including the conducting of all Business Development internal team meetings, and team performance reviews.
Build strong relationships and communication channels with (1) potential ACO providers and post-acute facility participants, with particular emphasis on developing positive relationships with senior executives of the physician group and or post-acute facility, (2) the community of clinical leaders who may be encouraged to align their organizations with Sound’s Long Term-Care Management ACO and, 3) national and regional healthcare thought leaders, subject matter experts and industry leading organizations in the ACO and post-acute care arena.
Support the efforts of the business development managers who directly report to this position in the development of sales opportunities as well as with the Group/Regional Vice Presidents, Medical Directors, Communications & Marketing department and other service line leaders collaboratively to achieve Sound’s ACO goals.
Collaborate on refining Sound’s ACO messaging and delivering a differentiated story to potential ACO participants.
Be responsible for building estimates and quotes of contribution to the ACO performance by identifying aspects of quality, coding, volume and financial performance to accompany recruitment reports regarding targeted groups for ACO participation.
Comprehend Sounds Business Development strategy and be able to execute on a segmented market strategy which builds business in an aligned fashion with the ACO operations and clinical teams.
Set achievable goals and tasks, delegate opportunities and provide resources for direct reports to meet their goals; consistently measure and recognize goal achievement.
Participate in the development of tools that generate leads and/or convey the value of Sound’s offering. Projects may include developing interactive tools (ROI calculators) and collateral (“tear sheets”, case studies, white papers, etc.).