National Director of Business Development - West Michigan

Description

Position Summary

The National Director of Business Development establishes and leads growth strategies for Pasadena Villa-Battle Creek, covering West Michigan. Includes calls and admissions by evaluating trends, establishing critical measurements, determining production, productivity, quality, and client-service strategies, designing systems, identifying and accumulating resources, identifying and removing barriers, implementing change, and monitoring for continuous process improvement. Serves as a liaison between the facility and community clinical partners and the facility(s) serving clients with mental health and substance abuse within Odyssey Behavioral Healthcare.

Relationships and Contacts

Within the organization:  Initiates and maintains frequent and close working relationships with the admissions, business development and outreach teams, facility leadership and clinical team members within each facility.

Outside the organization:  Initiates and maintains frequent and close working relationships with families and clients seeking treatment, vendors, clinical providers, and referral partners.

Position Responsibilities

Essential Responsibilities

• Reviews all open inquiries and outreach activities to ensure active measures are being taken to closely navigate and coordinate communications before, during and post care.
• Provides on-site and telephonic support to Admissions Directors and direct care admissions staff to identify and navigate referral conversations and coordinate with clinical partners.
• Provides orientation and training to all onboarding clinical outreach staff, and any additional customer service training needs for admissions and clinical teams.
• Uses Salesforce CRM to analyze and trend for leads, inquiries and admissions and aligns business development strategies accordingly to development departmental annual and quarterly plans.
• Teach the team to use Salesforce to analyze and develop regional strategic plans using the data associated with leads, inquiries and admissions correlated with the outreach activities
• Provides weekly, monthly, quarterly and annual reports demonstrating the ROI for key initiatives and regional director’s territory impact on admissions and volume goals.
• Provides Odyssey and facility leadership with actionable analysis of call and admissions trends.
• Monitors all communications to maximize customer facing quality encounters and provide timely feedback and coaching to outreach staff.
• Audits all outreach activities within Salesforce to ensure completeness and meaningful content.
• Coaches Regional Outreach Directors and staff in:
  • Identifying and overcoming obstacles within the admissions and clinical partnership relations
  • Ensures the facility's talking point/branding guidelines are up-to-date and utilized in internal and external written and verbal communications
  • Remain within the budgeted expense models and adhere to the expense policies and guidelines for approval and submission.
  • Facilitates quarterly meetings involving the Odyssey and facility leadership(s)
  • Provide weekly coaching sessions with at least one ride with every 6 months.
• Coordinates with national and regional outreach and marketing.
• In partnership with Odyssey marketing resources, advance branding to grow SEM and social media growth strategies

Additional Responsibilities

• Collaborates with executive leadership to formulate goals/objectives for admissions teams at each location.
• Actively seeks and identifies new referral sources/partnerships.
• Other duties as assigned.

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Qualifications

Minimum Requirements

Education and Experience

Position requires a Bachelor’s Degree in Business Administration, Marketing, Health Administration or related field and 5–7 years of experience in business development/sales. Additional related experience in behavioral health treatment services includes:

• Demonstrated experience leading business development teams to meet/exceed monthly goal and budget targets, functioning as both a key and individual contributor;
• Experience leading complex and detail-oriented sales processes;
• Experience within specialized substance abuse treatment services.

Physical Requirements

• While performing the duties of this job, the employee will be required to communicate verbally and in writing with peers, clients, referral partners and vendors.
• Job performance will require the ability to move throughout the building as well as sit or remain stationary for extended periods of time.
• While performing the duties of this job, the employee may be required to talk, hear, sit, stand, walk, reach, climb or balance, stoop, kneel.  
• Must be able to travel out-of-town approximately 50–60% of time.
• Ability to move 25 pounds.

Skill Competencies

• Excellent computer/technology skills, including MS Office and Salesforce
• Demonstrated ability to exercise sound judgment and discretion
• Excellent organizational and time management skills
• Successful collaborative skills working with a variety of groups
• Excellent verbal and written communication skills
• Familiarity with medical necessity criteria for wide range of mental health conditions, or SUD
• Able to adapt and implement proactive sales management principles in behavioral healthcare intake process

What we offer

• Multiple Development Pathways
• Company Supported Continuing Education & Certification
• PPO & HDHP Health Plan Options
• Flexible Dental & Vision Plan Options
• 100% Company Paid EAP Emotional Well-Being Support
• 100% Company Paid Critical Illness (with health enrollment plan)
• 100% Company Paid Life & ADD
• 401K with Company Match
• Company-Sponsored HSA, FSA, & DSA Tax Savings Accounts
• Six Annual Paid Holidays Plus One Floating Holiday
• Generous Team Member Referral Program

Pasadena Villa Treatment Network reserves the right to modify, interpret, or apply this job description in any way the organization desires.  This job description in no way implies that these are the only duties, including essential duties, to be performed by the employee occupying this position.  This job description is not an employment contract, implied or otherwise.  The employment relationship remains “At-Will.”  The job requirements are subject to change to reasonably accommodate qualified individuals with disabilities.