Manager, Business Development and Strategic Partnerships

Charles E Smith Life Communities•Rockville, MD

1d•Onsite

About The Position

Reporting to the Vice President, Business Growth, the Manager, Business Development and Strategic Partnerships is accountable for executing key components of CESLC’s business development, sales and referral-growth strategies. The Manager serves as a subject-matter resource and hands-on implementer, translating strategy into disciplined outreach, relationship management, follow-up, and measurable results. The Manager works collaboratively with the director of communications, executive directors, vice president of resource development, sales manager, and other associates to complete assigned tasks and projects. The Manager is expected to use data (including market intelligence and feedback from referral sources) to identify business opportunities, barriers to business growth, and recommend corrective action when results are below goals. All associates are expected to support the mission, vision and values of Charles E. Smith Life Communities. This position has no direct reports; however, the Manager coordinates assigned business-growth activities across colleagues and holds responsibility for ensuring agreed-upon actions are completed and documented.

Requirements

High school diploma required.
Knowledge and experience in the sales process.
Minimum three years of experience in business development, sales, account management or referral development, preferably in senior living, post-acute care, healthcare or related field.
Proficiency with MS Office products, including Word, Excel, PowerPoint, Outlook and Teams.
Exceptional written and verbal communication skills in English, demonstrated through clear, professional, and effective communications.
Ability to analyze data and prepare reports as directed.
Demonstrated ability to work both independently and collaboratively in a fast-paced, deadline-oriented environment; prioritize a field-based workload; maintain disciplined follow-up; and reliably meet commitments without direct supervision.
Must possess sound judgment and the ability to make independent decisions, escalate issues appropriately and take ownership of results when circumstances warrant action.
Must possess the ability to deal tactfully with associates, residents, referral sources, visitors, and the public.
Must possess the ability to seek out new methods, technologies and vendors and be willing to incorporate them into existing practices.
Proof of vaccination records, including two doses of MMR, two doses of Varicella, and a Negative TB screen before the start of employment. Another source of documentation that can be accepted is a Titer or Lab test that expresses proven immunity to the following diseases.

Nice To Haves

Bachelor’s degree from an accredited university or college preferred.
Demonstrated history of meeting measurable sales or growth goals preferred.
Proficiency with Welcome Home and Profility preferred.
Knowledge of healthcare/senior living referral development, consultative selling, account management, marketing communications, events and digital/social media functions.

Responsibilities

Manage designated strategic partner relationships, including health systems and other high-value referral accounts.
Identify decision makers, referral opportunities, barriers, and appropriate messaging.
Secure and prepare meetings, document next steps, and maintain a defined follow-up cadence designed to increase qualified referrals and admissions.
Lead assigned strategic growth initiatives (e.g., advanced cardiac rehabilitation) from planning through implementation and performance monitoring.
Define milestones, owners, timelines and success measures; identify operational or clinical gaps; escalate barriers promptly; and coordinate with leadership to implement the training, workflows and systems required for success.
Develop, with assistance from the VP, Business Growth, an annual marketing action plan for assigned service lines. These action plans will be time based and include supporting tasks and measurable goals.
Performance will be measured against the plan, and the manager will be responsible for recommending and implement plan alteration(s) when results fail to meet goals.
Collaborate with the VP of Business Growth and others to develop and execute communication plans for referral sources, including advertising, email marketing, events, digital/social media and sales collateral.
Personally conduct and document a minimum of 15 substantive meetings each week with current and prospective centers of influence (COIs) and referral sources, unless an alternate goal is approved by the VP, Business Growth.
Maintain an active account plan and follow-up schedule for priority relationships and report weekly on activity, opportunities, barriers, commitments, and results.
All activities will be documented in the customer relationship management software (CRM) system.
The CRM will be used to identify, manage and evaluate marketing action plans.
Develop, manage, and publish a company-wide marketing calendar in collaboration with key stakeholders.
Conduct ongoing market intelligence and complete a comprehensive competitive analysis.
Monitor competitor programs, referral patterns, market changes, payer/health-system developments and emerging opportunities; summarize implications and recommend actions to VP of Business Growth.
Perform responsibilities in accordance with applicable healthcare marketing, privacy, compliance and ethical requirements and CESLC policies; immediately escalate concerns regarding inappropriate referral practices or commitments.
Maintain current knowledge of CESLC services, clinical capabilities, admission (and move-in) requirements, differentiators and availability -.
Complete a monthly review of performance against assigned goals and quarterly growth objectives as directed.
Develop and execute corrective action plans when performance is below goals and communicate progress as directed.
Publish a weekly performance report to the VP, Business Growth summarizing activity versus target, referral and conversion trends, pipeline opportunities, key account developments, barriers requiring leadership action and priorities for the coming week.
Support the VP, Business Growth and serve as a CESLC ambassador at community, professional and industry events.
Complete timely follow-up on contacts and opportunities generated through these events.