The Director of Business Development position is responsible for:
Management of the staff/self and processes for the following functions: identification, qualification and contact of prospective clients, presentation of company services and qualification of company to clients and generation of sales proposals, and ultimately closing deals.
Active participation in the design, planning, due diligence, implementation of the strategic business objectives, including defining the vision, strategies and tactics into action plans.
Development and execution of sales plans and programs in a fiscally sound manner to ensure goals for growth and expansion are met or exceeded.
Production of results of personal and Business Development Team’s sales in accordance with organizational goals
Forward thinking and research (market analysis, monitoring of competitive activity and identification of client’s needs) for new strategic business opportunities.
Oversight and participation in efforts to research, collect, and track information about potential clients and clients including contact data and pipelines.
Oversight and participation in the preparation and coordination of potential client and client meetings.
Report on all sales research and contacts.
Maintenance of a continual focus on potential clients’ and current clients’ needs and is solution oriented in meeting those needs.
Ensure all requisite account management processes are complete prior to start-up and the account management process successfully continues through the life cycle of the client contract in coordination with Operations and Information Technology.
Bring key players together to discuss new markets and strategies, cost/benefit analysis, potential client desires and service-line roll-out, etc.
Analyze competitor products and features, selected financial metrics, and industry trends to benchmark organizational performance to the industry and other companies.
Actively work with the Marketing Manager to implement strategies and tools (e.g. proposal production, brochure development, website maintenance, tradeshow preparation and representation, etc.) to successfully support new business development.
Positively represent the company through client visits, presentations and industry events to advance the goals of the organization.
Other job duties as so assigned.
Bachelors degree or higher in Business or a related field.
Minimum of five to seven years of demonstrated successful healthcare sales experience selling services (not product)
Minimum of two to three years of experience managing a successful sales team.
Health care insurance plan knowledge a plus.
Knowledge of the health care claims payment methodology and recovery auditing a plus.
Strong interpersonal and communication skills and the ability to work effectively with a wide range of organizational position types, executive to technical.
Outstanding written and verbal skills coupled with strong presentation skills.
Strong people management and open leadership skills.
Proven ability to mentor others in sales techniques, presentation skills, market analysis, etc.
Demonstrated ability to be self-directed and take ownership of all responsibilities to completion.
Proven ability to develop business development strategies and work plans for successful, planned organizational growth.
Track record of innovative strategic and operating accomplishments.
Ability to research potential clients and industry for inclusion into potential client presentations.
Ability to meet or exceed the company’s established business development goals.
Ability to answer questions knowledgeably and spontaneously.
Ability to anticipate sales objections and steer conversations to overcome objections.
Ability to analyze and solve problems, utilizing a “return on investment” perspective.
Ability to utilize a variety of business development tools including cold calling, networking and partnering.
Working knowledge and experience in sales contact mining through multiple sources including the Internet.
Ability to create, compose and edit written materials, meeting high standards.
Demonstrated proficiency in using MS Office, including Word, Excel, Powerpoint and sales database input, management and reporting, i.e. ACT.
Ability to produce professional documents.
Demonstrated proficiency with sales activity reporting.
Working knowledge of planning and scheduling techniques.
Organization, flexibility and multiple task/project orientation to handle duties assigned in any given situation.
Skill in focusing on desired results, determining what is important and urgent, clarifying next steps, and delegating effectively to meet deadlines and achieve desired results.
Ability to adhere to the highest ethical standards including honesty, integrity and dedication.
Possess the drive and energy to grow within a dynamic, fast-paced company.
Is a team player.
Must be able to travel extensively.
Additional Salary Information: We value our employees’ time and efforts. Our commitment to your success is enhanced by our competitive compensation and an extensive benefits package including paid time off, medical, dental and vision benefits and future growth opportunities within the company. Plus, we work to maintain the best possible environment for our employees, where people can learn and grow with the company. We strive to provide a collaborative, creative environment where each person feels encouraged to contribute to our processes, decisions, planning and culture.
VARIS LLC is a national recovery audit company that provides overpayment identification services to payers who utilize the Diagnosis Related Group (DRG) or the Ambulatory Payment Classification (APC) methodology for acute inpatient/outpatient claims payment. We are the only company across the nation focused on providing overpayment identification services within DRG and APC-paid claims, while offe...ring a highly trained and experienced team of certified experts. Thus, our priority is our clients: to reduce their claims overpayments and ensure maximum use of claims payment dollars.