Director of Business Development

Skywood Recovery Center is a residential treatment facility offering integrated treatment for substance-use disorders. Skywood Recovery provides individual and group therapy, experiential therapy, equine and art therapy, and yoga. Located in Augusta, MI, a convenient drive from Kalamazoo and Lansing, MI, the campus offers a restorative environment with opportunity to enjoy the outdoors.

For more information, please visit: www.skywoodrecovery.com

Position Summary

The Director of Business Development, as an essential member of the senior management staff at Skywood Recovery, is responsible for directing the development and coordination of the business development plan for the facility.  Consulting with the Chief Executive Officer and other senior management staff, this incumbent designs, develops, implements and directs the business development strategic goals, philosophy, policies, procedures, and systems for the Business Development Department and the facility.

Essential Duties and Responsibilities

• Manage, lead and develop a team of Business Development Representatives to accomplish departmental goals and obejectives.
• Exceeds screenings and admissions targets by establishing influence in diverse market segments including, but not limited to: physicians, practitioners, social services, hospitals, professional organizations, mental health centers, unions, EAPs, attorneys, advocacy groups, etc. through a variety of avenues such as personal appointments and visits, phone calls, letters, emails and conferences.
• Establish and cultivate an extensive professional referral network within the assigned territory.
• Generate new referring accounts through effective qualifying and prospecting while maintaining productivity with existing client base.
• Facilitates and maintains effective activity levels for the following: weekly prospect meetings, facility tours, referrals, and admissions.
• Promotes events in a manner that draws new prospects to FRN and effectively and systematically follows up and maximizes opportunity stemming from event participation.
• Route sales calls to maximize time and travel expenses, meet guidelines for sales activity expectations, and ensure prospects and clients are seen/contacted on a regular basis in a meaningful way.
• Develops, plans, organizes and implements special events in support of the territory strategies and tactics specific to residential, outpatient, and market segment components.
• Coordinates with outpatient facility director(s) to create a business development plans specific to each outpatient in assigned territory.
• Logs all sales activities daily in FRNs CRM software.
• Prepares and executes strategic business plans for new and assigned accounts to fully develop referral potential.
• Adheres to all company policy, procedures and business ethics codes.
• Perform all other duties as assigned.

Knowledge, Skills and Abilities

• Must have a solid understanding of consultative and solutions focused selling.
• Must possess strong relationship building experience and B2B sales experience.
• Demonstrates ability to bring insights to customers.
• Must have an aptitude for large account management: managing gatekeepers, influencing multiple decision makers, and understanding the complexities of a transaction.
• Demonstrates professional behavior reflective of FRN’s Mission Statement, Philosophy and Values.
• Embraces and champions a Patient Centered Care focus throughout the organization.
• Possesses a working knowledge and understanding of substance abuse, addictions, recovery and co-occurring disorders among adults.
• Possesses a working knowledge of addictions and psychiatric treatment principles and practices for adults.
• Demonstrates ability to identify resources and learn quickly when facing new problems or in obtaining new information; quickly grasps the essence and the underlying concepts.
• Demonstrates ability to clearly and succinctly communicate both verbally and in writing.
• Demonstrates a working knowledge of current policies, practices, trends and developments affecting the industry; knows the competition.
• Must be able to relate well to all kinds of people both inside and outside the organization; builds appropriate rapport; builds constructive, effective, strong relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.
• Demonstrates an ability to listen attentively and actively; has the patience to hear people out; can accurately restate the opinions of others, even when the parties disagree.
• Must be able to orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.
• Can quickly find common ground and solve problems; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of conflict; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration.
• Must be effective in a variety of formal presentation settings: one-on one, small and large groups, with peers and direct reports.
• Actively demonstrates a dedication to meeting the expectations and requirements from internal and external customers; gets first-hand information and uses it for improvements in products and services; always acts with the customer or patient in mind.
• Must be able to deal with concepts and complexity comfortably and effectively.
• Must be able to travel extensively.

Education and Experience

• Bachelor’s Degree in a behavioral health area, marketing, business administration or related field; Master's Degree preferred; or equivalent combination of education and experience required.
• A minimum of five (5) years experience in a health care business development management position with extensive business development experience resulting in measurable results, and with direct experience developing managed care agreements (especially with capitation and at-risk areas).  In addition, detailed knowledge of psychiatric and chemical dependency treatment principles.
• Must have a valid driver’s license.

Travel

• Able to Travel on short notice and when necessary execute trips that may be in excess of 4 nights a week away from home, including on occasion some weekends.
• Maximizes the use of other forms of communications to minimize the use of resources and money associated with travel. When applicable, uses discount airline travel and refrains from using hotel and rental car vendors not approved by supervisor.
• Is knowledgeable of the company’s policy on travel and entertainment expenses and expenses are reflected according to policy.

Expenses

• Must have a personal credit card to purchase travel and misc. expenses incurred during the course of performing assigned duties.
• Accurately completes expense reports in a timely manner for reimbursement of all expenses approved by supervisor.

Work Environment and Physical Demand

• Must have valid Driver’s License and a clean driving record.
• Overnight travel required.
• Must have ability to stand and walk due to the mobile nature of the job.
• Must have ability to lift up to 40 l on an occasional basis.
• Must be able to effectively communicate complex topics both verbally and in writing.
• Ability to read, write and analyze detailed information.
• Regular use of computer requiring manual dexterity.

EEO Statement

All UHS subsidiaries are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates. UHS subsidiaries are equal opportunity employers and as such, openly support and fully commit to recruitment, selection, placement, promotion and compensation of individuals without regard to race, color, religion, age, sex (including pregnancy, gender identity, and sexual orientation), genetic information, national origin, disability status, protected veteran status or any other characteristic protected by federal, state or local laws.

We believe that diversity and inclusion among our teammates is critical to our success.

At UHS and all our subsidiaries, our Human Resources departments and recruiters are here to help prospective candidates by matching skillset and experience with the best possible career path at UHS and our subsidiaries. We take pride in creating a highly efficient and best in class candidate experience. During the recruitment process, no recruiter or employee will request financial or personal information (Social Security Number, credit card or bank information, etc.) from you via email. The recruiters will not email you from a public webmail client like Hotmail, Gmail, Yahoo Mail, etc. If you are suspicious of a job posting or job-related email mentioning UHS or its subsidiaries, let us know by contacting us at: https://uhs.alertline.com or 1-800-852-3449.