Regional Director - Business Development

Regional Director - Business Development | Summit Healthcare Mgmt | Nashville, Tennessee

About the Job:

PURPOSE STATEMENT:

The Regional Director of Business Development is responsible for the development, implementation and execution of business development activities to drive success in the facilities or region assigned. Manages and supports the facility BD teams in alignment with facility CEO. Identifies opportunities at the facility level and sets strategic direction for the region’s many unique markets. Facilitates communication through approved process for the coordination, support and focus of the facility BD teams. Supports Facility CEO in directing and managing facility business development department efforts, aimed at diversifying each facility’s payer mix, increasing census and expanding the overall profitability of their products and services.

Roles and Responsibilities:

ESSENTIAL FUNCTIONS:

• Oversees the performance and strategic direction of facility Directors of Business Development.
• Collaborates in the development and execution of market and bed expansion plans.
• Participates in the creation and realization of revenue growth initiatives.
• Participates in identifying opportunities, assisting in developing and repairing key accounts and building relationships with referral institutions.
• Steps into the role of Acting Director of Business Development at facilities with vacancies, actively managing operations while recruiting for the position.
• Manages clear performance metrics and targets for business development directors and their teams.
• Proactively engages in fieldwork to support and bolster business development activities as needed, ensuring hands-on involvement and leadership
• Assists underperforming or challenged facilities, even those not directly assigned, in identifying and resolving issues to enhance overall performance and success.
• Facilitates training and professional development opportunities for business development staff at designated facilities.
• Implements and executes strategy for successful diversification of payer mix to achieve facility revenue targets.
• Interviews facility DBD and AD to assess and diagnose perceived issues and opportunities for success.
• Delivers communication between facility teams and the corporate team that is organized and supportive.
• Recruits and identifies viable candidates when applicable on the business development team.
• Identifies opportunities for Facility’s Admissions and Clinical teams to collect client information and demographics that can be used by BD teams.
• Researches the unique regional markets, distinguishes unique segments of business, and helps to manage and secure strategic accounts. Works with the Division Vice President, Divisional DBD, Facility CEO, Business Development, and Admissions teams to develop targeted objectives and strategic plans. 
• Strengthens customer loyalty by building a positive regional reputation and brand awareness; creates a culture of concierge customer service within facilities.
• Designs and implements approved processes to help the facilities grow and diversify their referent portfolio and increase overall census and profitability.
• Fosters a relationship with the CEOs at designated facilities to provide aligned communication between Business Development and facility operations.
• Identifies areas of concern to troubleshoot solutions, engages with the appropriate staff for remedy, and provides support of execution.
• Ensures analysis is being completed monthly comparing all respective key indicators to both budget, prior months and prior year while addressing issues with strategic corrective actions.
• Provides feedback to leadership and VPs on the performance of the facility's Business Development staff.
• Analyzes market trends to inform strategic business decisions and forecast

Leadership Functions:

• Identifies and prioritizes issues of importance, including those priority issues as set by leadership.  Collaborates with department leaders and corporate executive leaders, as needed.
• Communicates instructions, expectations and timelines clearly and concisely.
• Manages staff scheduling to maintain productivity levels, curtailing unnecessary overtime and/or excessive staff work hours.
• Maintains accountability expectations for self and staff in all areas of job performance. 
• Engages staff in quality and safety basics to ensure sustained, measurable compliance. 
• Identifies staff educational needs and ensures they are addressed with education programs that are attended by staff. 
• Holds staff accountable for non-compliance and safety concerns, as well as attendance, following policies, behavior