Director of Business Development

Kindred Healthcare - Morgan, UT3.4



The Director of Business Development is responsible for supporting the achievement of assigned sales goals for openings, revenue and margin for their assigned Business Development Officer. The position identifies, solicits and presents the RehabCare service offering to select targets in their assigned geography. The Director of Business Development works closely with DVP Business Development, Operations, Finance, Legal/Contracting and Clinical departments to focus on inside and external sales efforts via researching, vetting and qualifying prospect accounts of hospitals and integrated delivery networks in order to support sales activity. This responsibility will be accomplished by establishing remote and direct professional working relationships with healthcare executives and by developing a core understanding of the unique business needs of the prospect within the skilled nursing industry. This position will exercise significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.

Essential Functions:
Direct Reporting Relationship to DVP Business Development/Sales.
Supports and implements sales strategy as it relates to the development and achievement of assigned sales goals under direction of DVP Business Development/Sales
Thorough grasp of the company and portfolio offerings presented to potential clients through prospecting, sales calls and presentations
Works with members of Business Development/Sales, Operations and the Support Center to assist in closing business and generating contracts
Coordinates pro forma development with Finance and Operations to produce pricing and usage analysis for potential clients
Communicates on a regular and on-going basis with Ops counterparts via conference calls, meetings and other events as scheduled
Develop a strong knowledge of the skilled nursing industry and the services RehabCare can offer to customers
Keep updated with industry trends affecting customers in order to provide creative solutions to their needs
Solicit, communicate, and interact with customer leads via phone, email, and social professional networking sites
Utilize an assortment of internal and external sales databases, lead generation tools, and networking sites including CRM, and LinkedIn to identify, research, and qualify new prospects
Develop cold call and existing internal customer strategies
Build and maintain the most updated target listing for skilled nursing facility takeovers and new openings
Accurately forecast pipeline
Establish and maintain strategic working relationships with assigned prospects
Understand each prospect's business needs and leverage RehabCare's capabilities and bench strength
Develop and maintain strong customer relationships to allow for greatest opportunities with new and existing clients
Assist with seamless transition of trading accounts to business development team to be further developed and executed
Support development and execution of proposals and presentations to potential new clients
Interface with internal Subject Matter Experts to anticipate prospect needs
Thoroughly notate all account activity in internal sales databases



Education/ Experience:
Bachelor's degree in Business, Marketing or Healthcare
1 – 3 years’ experience in Sales and Business Development experience in Business to Business sales. Experience in the healthcare industry sales preferred.

Knowledge/ Skills/ Abilities:
Demonstrated ability and experience to sell to key executives
Excellent interpersonal via remote communication, written, verbal, and presentation skills
Excellent customer service skills required
Demonstrated Strong analytical skills
Experience working with CRM databases preferably
Knowledge of Excel, Word, LinkedIn and the Internet required
Experience working in a deadline driven environment preferred
Computer literacy in Microsoft Office products
Skilled in marketing healthcare products
Approximate percent of time required to travel: 20-40%

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