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    Business Development Director

    Hennepin Healthcare
    Minneapolis, MN 55401
    Full-time, Part-time
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    Job Description

    For assistance, please contact the HR Solution Center at 612-873-HR4U (4748).

    Job Description - Business Development Director (201123)

    Job Description

    Business Development Director ( 201123 )

    Hennepin Healthcare is an integrated system of care that includes HCMC, a nationally recognized Level I Adult and Pediatric Trauma Center and acute care hospital. The comprehensive healthcare system includes a 484 bed academic medical center, a large outpatient Clinic & Specialty Center, and a network of primary and specialty care clinics in Minneapolis and in suburban communities. Hennepin Healthcare has a large psychiatric program, home care and hospice, and operates a research institute, innovation center and philanthropic foundation.

    SUMMARY:

    We are currently seeking a Business Development Director to join our Planning & Business Development team. 

    As a vital member of the Portfolio Management and Growth team, the Business Development Director will provide critical support to help grow new business relationships and product sales working towards a defined and evolving new revenue quota. Initially, this person will lead sales efforts to sell in specific (already defined) services in addition to conducting discovery to develop customized solutions. This will include working with marketing and operations on product positioning/sales readiness, prospecting, opening doors and building relationships with C-level executives to move opportunities through the sales process. This will also include work on the strategic framing of direct sales within our organization, helping develop cross-functional alliances, and helping gain buy-in throughout the organization. Over time, this person will help build out and then manage a sales team (supporting the business planning and approach related to new growth strategies). This person will help prioritize targeting tactics, establish a prospect/pipeline and client database, support insights related to potential new offerings, coordinate sales readiness initiatives (e.g., sales presentations and materials), sell and then execute in partnership with business and clinical colleagues. This role has two direct reports. This position is a key role for the organization, partnering with senior leadership to define organizational goals and strategic plans. This position reports to the Vice President of Portfolio Management and Growth

    RESPONSIBILITIES:

    • Conducts prospect qualification thorough lead generation, moving opportunities through the pipeline with comprehensive customer needs analysis/discovery and responsive solution development
    • Presents, persuades, sells and coordinates flawless execution for new, revenue-generating sales agreements related to specific Hennepin Healthcare services (e.g., specific services such as onsite clinics, wellness services, lab services, and special event medical service contracts) as well as a breadth of offerings (e.g., introduction of a new benefit plan offering and customized direct to employer health service contracting). Strong organizational abilities and follow through are required to effectively manage the sales process
    • Directs and leads the overall business-to-business direct sales process within the Portfolio Management and Growth department including people, resources, budget and processes to ensure successful outcomes. This person will need to prospect, build a pipeline and sell - from manager level to C-level
    • Over time, with revenue milestones achieved, creates a sales team and processes to grow new (or expanded) business ventures, aimed at growing patient volume and volume of select specialty services and/or revenue driven through business-to-business sales and partnership agreements. Requires strong partnerships with experts across the organization (functional or specialty). The sales process will seek "win-win" scenarios; conversations will flex real-time based on nuances
    • Creates/maintains a prospect and client database, develops business cases related to new service offerings based on sales process/market feedback, develops (or co-develops) reporting information related to account/customer performance, and impact dashboards. Reports might include information on membership, growth, utilization, satisfaction, performance and other key metrics
    • Establishes and maintains strategic relationships with clients
    • Develops buy-in and drives action across a wide set of collaborative team members across the administrative and clinical teams. For example, might pull together cross-functional team to address specific sales requests
    QUALIFICATIONS:

    Minimum Qualifications:

    At least ten years of work experience in the healthcare industry in sales, or business development with some experience in health benefits or other related service sales to the employer and insurance broker/consultant audiences

    Independent performing sales experience (provider organization, health plan or related service specialty), with a proven track record of growing a pipeline and closing deals

    Experience in strategically developing, building and managing sales teams

    Knowledge/ Skills/ Abilities:

    A comprehensive understanding of the healthcare industry, overall healthcare economics and competitors' practices, with ability to grasp both clinical and business concepts

    Proven track record of helping to build and manage sales teams

    Expresses complex ideas clearly and effectively to a varied audience

    Strong detail orientation and project management skills. Oral and written communication skills sufficient to communicate clearly and grammatically both complex and simple messages to a wide audience either within or outside of the organization

    Strong sales, negotiation and customer service skills

    Strong knowledge of Microsoft Outlook (TEAMS, Excel, PowerPoint, Word, email) 

    Role Model: Supports, manages and acts as role model for the sales team

    Clearly articulates and embraces the vision, mission, and values of HHS in all communications

    Maintains open communication lines with desire to share information and collaborate on business growth initiatives

    Leadership knowledge/ Skills/ Abilities:

    Ability to effectively manage company resources (i.e. budget and personnel)

    Skilled in overseeing the efforts of high-level department individuals

    Superb ability to motivate employees and inspire positive change within department

    Innovative thinker; Ability to contribute new ideas that support organizational goals

    Skilled in managerial duties (i.e. hiring, firing, performance appraisals, pay reviews)

    Skilled in modeling company values through daily interactions within the department, particularly with regards to health and safety

    Capable of supporting the work of the department 

    High standard of ethics, discipline, and professionalism

    Skilled in fostering a positive workplace culture and building inclusive workplace teams

    You've made the right choice in considering Hennepin Healthcare for your employment. We offer a wealth of opportunities for individuals who want to make an impact in our patients' lives. We are dedicated to providing Equal Employment Opportunities to both current and prospective employees. We are driven to connect talented individuals with life-changing career opportunities, enabling you to provide exceptional care without exception. Thank you for considering Hennepin Healthcare as a future employer.

    Please Note: Offers of employment from Hennepin Healthcare are conditional and contingent upon successful clearance of all background checks and pre-employment requirements.

    Department : Planning & Business Development

    Primary Location

    : MN-Minneapolis-Downtown Campus

    Standard Hours/FTE Status : FTE = 1.00 (80 hours per pay period)

    Job Level

    : Director

    Employee Status

    : Regular

    Eligible for Benefits : Yes

    Union/Non Union : Non-Union

    Job Posting

    : Jul-17-2020

    For assistance, please contact the HR Solution Center at 612-873-HR4U (4748).

    Posting ID: 566877406Posted: 2020-08-09