Director of Business Development

It's fun to work in a company where people truly BELIEVE in what they're doing!

Our intention is to have employees who are passionate about making their personal mission statement come to life each day at work!  Be it through providing healing, eradicating loneliness, contributing to efficiencies, streamlining processes, being dependable, sparking creativity or something else, the demonstration of HOW you do your job is just as important as WHAT you do in your job.

Alongside our valued employees, we are making a difference throughout the state of Ohio in the lives of those that need healthcare or those embracing the next chapter of their lives. Sustained members of our team demonstrate accountable behavior and share our values of customer service, innovation, integrity, inclusion, financial stewardship, leadership and care.

The Director of Business Development meets or exceeds the revenue, admissions, patient census, and growth objectives for a life plan community by developing and implementing programs focused on growth of community revenue, patient census and partnering opportunities, and providing support, training, and technical assistance to their sales growth teams. The Director of Business Development directs all sales growth activities, from strategic Planning and lead generation growth through conversion and market share increase by overseeing the development and implementation of an agreed upon brand marketing plan and training program that will meet both personal and business goals of expanding customer base in the assigned market area. The Director of Business Development oversees and coaches their team towards the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company mission and values.   

Essential Activities and Tasks 

Sales Growth Management - 40%

• Develops and manages the marketing budget.

• Directs, trains, and coaches sales growth staff throughout the market in meeting and/or exceeding their activity, conversion, and sales growth goals. 

• Accompanies the location Executive Director or sales growth and brand marketing staff in sales calls, creation of programs, and delivery of projects.

• Understands and conveys clearly the services and program proposal models. 

• Maximizes all opportunities in the process of closing a referral resulting in market share growth.

• Teaches a repeatable successful process to all sales growth staff.

• Consultatively engages with and makes recommendations to prospects and patients of the various services the organization offers.

• Directs and oversees the regional and local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop and manage the database of qualified leads through referrals, inbound sales, face-to-face cold calling on referral sources, direct mail, email, and networking.

• Tracks and analyzes market and performance trends of their teams via the Brand and Growth Dashboard Scorecard and Reporting.

• Provides direction, feedback, and training relative to all cycles of the selling process.

• Effectively trains with need and relationship-based selling strategies to include creative lead follow-up, advancement of sales, and handling objections.

• Provides training in proper telephone etiquette and sales techniques, tour excellence, and similar training programs.

• Observes and reviews inquiry follow-up activity and assists with inquiry follow-up coaching and strategy.

• Conducts external sales calls and home visits with sales growth team members during regularly scheduled visits to provide coaching and critique of the pre-planning and execution of sales calls.

• Ensures staff retrieves necessary documentation for intake referral processes.

• Provides monthly reports for referral tracking and sales to the location Executive Director and the Regional Director of Business Development.

• Produces an executive summary in the monthly operational meeting for the previous month’s marketing activities and current months’ projections.

• Writes a quarterly report on social accountability to document non-profit viability.

Brand Marketing and Relationship Management - 20%

• Sources and develops patient relationships and referrals in the assigned territory.

• Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize rev