Regional Division Business Development Director

Overview

PURPOSE STATEMENT:

The Regional Division Business Development Director will be responsible for the development, implementation and execution of business development activities to drive profitability for the division assigned.  Works closely with the Division President to identify opportunity within the division and set strategic direction.  Research facility markets and work with the facility Business Development teams to develop specific objectives and business plans to build their census and revenue.  Provides feedback to the division on the performance of the facility Business Development staff.  Actively participates in development of key accounts building strategic relationships with referral institutions and physicians.  Works with the Director of Intake and department staff to ensure that calls are being managed appropriately and that appropriate process are in place to maximize opportunities for admissions.  Works closely with facility leadership to implement Salesforce and is able to identify that processes are in place so that accurate data is captured and utilized in order to understand trends in market development, referrals, and admissions.

Responsibilities

ESSENTIAL FUNCTIONS:

• Ensure business growth through directing and managing business development activities to ensure these are delivered in accordance with organizational strategy.
• Provides a positive impact on the profitability of the company through ensuring strategic and tactical decisions relating to development of new business, such as HIH’s throughout identified states, based upon demographic research, areas of greatest need and key quality revenue.
• Ensure the effective achievement of the business development functional objectives, through the leadership of the Division, by setting clear objectives in order to maximize individual, divisional and departmental performance.
• Provides sales (referral development) leadership and support to designated behavioral health locations to increase market awareness and market share and achieve stated business objectives.
• Drives patient admissions and census goals through sound strategic planning and execution, including in the areas of territory and call planning and management, coordination with operations and clinical, and tracking and targeting through reports and analytics.
• Manages recruiting and the hiring of top tier Business Development team members and focuses on training, on-boarding, overall development, and ongoing coaching and people management of the team to maximize selling effectiveness and productivity.
• Must be able to take ownership, drive accountability, and identify opportunities and solve them with practical solutions and actions plans.
• Must be able to roll-out new content, programs and other tools and build a strong culture of performance, teamwork, and recognition.
• With the identified Division Presidents of Operations, Facility Business Development Directors and marketing (clinical liaison) team, the Division Business Development Director is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area.
• Implement best practice marketing, clinical integration, training, and management practices to achieve Acadia’s vision, mission and goals – which are to be the undisputed leader in behavioral health with leading quality outcomes and service levels.
• Support the overall process of management and corporate decision-making to ensure the organization maximizes its short, medium and long-term profitability and shareholder returns.
• Liaise with the identified Division Presidents on the implementation of strategic and operational plans.
• Identify promising business opportunities.
• Forging productive business alliances.
• Abides by and demonstrates the company Mission – Vision – Values through both behavior and job performance on a day-to-day basis.
• Support Divisional Marketing strategies through active participation in the design, modification and implementation of marketing initiatives.
• Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers).
• Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory.
• Gathers/organizes information on targeted accounts and manages with and through Salesforce.com. Manages the CRM process of the team.
• Owns critical accounts, including making contact with appropriate management levels at referral institutions and maintaining key physician relationships. Works with targeted managed care organizations and appropriate physicians/physician groups.
• Prepares/delivers sales presentations which effe