DIR - BUSINESS DEVELOPMENT

UHS•Champaign, IL

2d•Onsite

About The Position

The Director of Business Development oversees Sales, Marketing, and Customer Service activities within the Marketing Department, aiming to achieve desired utilization of the organization’s continuum of care through effective marketing. As a member of the facility management team, this role contributes to strategic planning, growth opportunities, and program development. The Director is responsible for the strategic marketing plan, enhancing the facility’s brand, managing sales and business development, and maintaining strong relationships with internal departments, particularly the CEO and Director of Admissions/Intake. Hours are based on departmental and facility needs and may include day, evening, and weekend hours.

Requirements

Bachelor’s degree in marketing, business or related field required.
Must possess a valid Driver’s License
Demonstrated superior leadership abilities
Excellent written and oral communication skills
Knowledge of and skills in application of marketing principles including product, placement, pricing and promotion
Skills in management of sales, advertising, social media, on-line presence and, public relations resources
Creativity and flexibility
Skills in data collection and analysis, interpretation, application and, evaluation
Strategic planning skills
Record of adherence to deadlines
Customer service skills
Teaching or training skills
Willingness to travel, including overnight travel as required

Nice To Haves

Master of Business Administration or related field highly preferred.
Experience may be evaluated on a case-by-case basis in lieu of a degree.
Prior marketing and/or sales experience within a behavioral health-care setting preferred.
Five years’ minimum experience in organizational communications, referral development, workshop planning, sales management, and physician relationships preferred.
Prefer knowledge of the Central IL behavioral health marketplace, insurance plans, target markets and referral sources, psychiatric and chemical dependency treatment and, age-specific programming.

Responsibilities

Oversees the provision of Sales, Marketing, and Customer Service activities within the Marketing Department.
Achieves the desired utilization of the organization’s continuum of care through the effective application of marketing principles and methods.
Actively involved in facility management team discussions on strategic planning, growth opportunities, future projects, program changes, recruitment, and retention.
Responsible for the facility’s strategic marketing plan, enhancing the facility’s brand/image, management of all sales and business development activities.
Maintains an active and productive working relationship with internal departments and communicates issues or potential problems proactively, especially with CEO and Director of Admissions/Intake.
Strategically analyzes and designates target markets for account managers and territory/account assignments.
Provides short- and long-term market forecasts and reports by directing market research collection, analysis, and interpretation of market data.
Leads and oversees the development and growth of profitable new business opportunities.
Develops and implements marketing strategies to assist the facility in meeting business objectives.
Monitors the performance of each account manager against departmental goals.
Assists account managers in developing individual sales plans, territory management, and routing schedules.
Acts as a resource for marketing team members and department managers.
Accompanies account managers quarterly to assess selling techniques, document outcomes, provide feedback, retrain, and redirect.
Holds regularly scheduled, agenda-driven sales meetings responsive to account managers’ needs.
Assists account managers in making calls, including probing for information, and procuring commitment from prospective referral sources.
Conducts ongoing in-service education and training in areas such as Sales Excellence, messaging, account management, service recovery, customer service, computer systems, time management, and business development strategy.
Regularly analyzes results of referral development calls, evaluates and prioritizes referral targets, and modifies strategies as needed.
Develops, implements, and monitors the quarterly strategic plan and updates periodically to evaluate goals.
Prepares marketing department monthly operating report, utilizing it to monitor success and develop corrective action plans.
Adjusts marketing plans to target specific payers and referral sources.
Targets specific patient populations needed for bed capacity.
Works with appropriate leadership team members to obtain and analyze clinical outcome and patient satisfaction data.
Conducts periodic market need analysis to assist in developing new services and makes recommendations to CEO and Leadership team regarding competitive trends.
Makes contacts with referral sources and establishes appropriate professional relationships.
Maintains a personal “book of business” and makes a minimum of twenty face-to-face field-based contacts weekly.
Routinely communicates with referral sources regarding satisfaction level with treatment at the facility.
Works with appropriate corporate resources to develop, distribute, obtain, and communicate Referral Source Satisfaction Surveys and feedback.
Develops and maintains comprehensive knowledge of each of the facility’s programs and services.
Develops and maintains a comprehensive knowledge of the facility’s admission criteria and exclusionary criteria.
Develops and maintains an understanding of voluntary and involuntary admissions status and the facility’s procedures.
Regularly attends in-services and program development meetings held by clinical staff.
Develops and maintains a current knowledge of the general economic and business status of the behavior healthcare market.
Maintains and regularly updates analysis of facility’s competitors within the Central IL.
Maintains knowledge of the status of UHS-facilities within the Central IL Market.
Maintains a general working knowledge of the target markets utilized for referrals.
Proactively identifies trends and changes in the marketplace and demand for specific niche programs and incorporates these findings into product development and marketing strategies.
Effectively utilizes all marketing means and resources, including market intelligence, referral patterns, research and analysis, sales, advertising, and public relations.
Participates in the conception and development of various referral source campaigns.
Follows UHS Corporate Media Policy with regard to calls from news media and requests for interviews.
Maintains positive relationships with media.
Responds promptly and appropriately to community or press inquiries.
Instructs staff regarding proper disposition of public and press inquiries.
Effectively utilizes other methods of advertising based on marketing analysis and consumer response.
Demonstrates sophisticated or advanced understanding of factors affecting sales results and effectively incorporates these into strategic plans.
Demonstrates exceptional creativity and resourcefulness in developing messaging, news releases, print, and collateral material.
Develops and coordinates hospital publicity program.
Volunteers to make public presentations or carry out similar functions in support of hospital’s goals.
Becomes actively involved in strategically focused community and professional organizations on behalf of the facility.
Develops and implements programs, projects and activities that enhance the community’s positive perception of the organization and services.
Engages organization’s staff in image-building efforts.
Effectively identifies and utilizes talents of staff in public relations activities.
Coordinates all managed care negotiations and secures rate increases each year.
Maintains awareness of facility rates for services provided and provides useful input to CEO and CFO regarding pricing.
Proactively identifies opportunities for enhanced pricing of services and develops, negotiates, and executes payer contracts.
Serves as the liaison between the facility and payer entities.
Ensures business office has up-to-date payer information necessary to bill for services rendered.
Assists in the maintenance of the contract status log for use by administration, business office, and case management.
Assists patient accounting with payment issues utilizing payer contacts on behalf of the facility.
Serves as the liaison between payers and the facility for on-site visits, problem resolution, and development of future business.
Develops budget and annual business plan in cooperation with CEO and CFO.
Prepares and monitors the annual marketing department budget and develops controls to maximize spending and minimize expenses.