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Position Overview
The Director of Business Development is responsible for supporting QRM sales growth and client retention. The Director of Business Development reports to the Senior Vice President of Business Development. This role will focus on growth for our Respiratory and Clinical Reimbursement service lines, so experience in those areas within the Skilled Nursing space will be essential to success in the role. Some overnight travel will be required, but not weekly.
Key Results Area
• Responsible for achieving individual annual new sales goal through self-generated leads
• Submit completed activity report on the morning of weekly 1:1 sales activity check-in
• Actively participate in weekly team call to review CRM accuracy, sales strategy, and operational updates
• Actively participate in weekly QRM leadership interdepartmental communication of current and upcoming contracts
• Demonstrate utilization of feedback from monthly performance review
• Communicate with clients regarding past due invoices as directed within 24 hours
• 100% utilization of the CRM for all reporting and pipeline management
• 100% management of lead through the sales cycle
• Responsible for attending networking events and conferences with a focus on client outreach, B2B relationships, and photo opportunities
• Strong, professional LinkedIn presence, with daily engagement and weekly posting/sharing of substantive QRM-related content
• Evaluate and assess personal performance on a routine basis
• Bachelor’s Degree
• 2 years of client-facing sales experience with decision-makers within the healthcare industry
• Thorough understanding of the healthcare industry, owner/operators, and competition
• Proven ability to expedite leads through the sales cycle
• Independent and self-motivated
• Innovative and detail-oriented professional with strong analytical and organizational skills
• Strong proactive written and verbal communication supporting client satisfaction and retention
• Solid collaborative skills with team and clients with the ability to work remotely and autonomously
• Strong time management with a proven ability to meet deadlines
• Function well in a fast-paced and at times stressful environment
• Demonstrate discretion, sensitivity, and ability to maintain client confidentiality
• Ability to establish and maintain positive relationships
• Microsoft Office and CRM proficiency, with the aptitude to learn new programs
The Regional Vice President (for the Northeastern U.S.) oversees the Senior/Regional Operations Directors with the goal of quality care, compliance, fiscal success and implementation of new initiatives for the purpose of client satisfaction and retention. The Regional Vice President reports to the Divisional Vice President.
Key Results Area
• Lead and develop a high-performing operations team of 6+, providing mentorship, guidance, and support for their professional growth
• Collaborate with the implementation team to ensure a smooth handoff from the pre-go-live phase to operations acquisition of the client per the Master Implementation Process Guide
• Ensure site visit process is effective and recommend modifications accordingly
• Ensure ROD has an appropriate frequency of site visits monthly and timely recaps are sent to the correct recipients
• Provide direction and oversight of site visit recap content to ensure information presented is accurate, relevant and meets client’s expectations
• Successfully develop and distribute accurate and valuable content in monthly client reports by the 15th of each month
• Lead all Quarterly Business Reviews in collaboration with RODs with accurate and relevant content to ensure successful continuation of partnership
• Establish, in collaboration with Divisional Vice President, QRM and client’s expectations on performance and hold Senior/Regional Operations Director accountable to expectations
• Ensure “BK” monthly meeting process is followed, effective and yields thorough review facility metrics, QRM team member development, and effective planning to address and resolve all client concerns and areas of opportunity
• Actively participate in weekly calls and demonstrate competency of training material and implementation of directives
• Responsible for relaying information to the field via email, weekly calls, 1:1s, etc
• Develop, maintain, and support effective RODs to ensure client and QRM success in all key performance indicators and maintain QRM retention goal
• Active engagement with New Hire Orientation Process
• Confirm email receipt from clients within 4 business hours and follow up by established deadline
• Communicate relevant information to supervisor within 24 hours or as urgency dictates
• Independently manage client accounts to meet or exceed QRM’s retention goal
• Evaluate and assess personal performance on a routine basis
• Schedule and lead weekly 1:1 meeting with each team member to provide feedback, establish goals and initiatives, and verify follow-through of prior discussions and to promote professional growth
• Ensure accurate and timely completion of performance reviews for team members, providing meaningful feedback and identifying areas for growth
• Notify human resources regarding any team member performance concerns within 48 hours
• Perform other duties as assigned Requirements • 7+ years licensed PT, OT, ST preferred • 5+ years regional level multi-site operations management • Proficiency in federal and state reimbursement and regulatory guidelines • Independent and self-motivated • Innovative and detail-oriented professional with strong analytical and organizational skills • Excellent proactive written and verbal communication supporting client satisfaction and retention • Solid collaborative skills with team and clients with the ability to work remotely and autonomously • Strong time management with a proven ability to meet deadlines
• 7+ years licensed PT, OT, ST preferred
• 5+ years regional level multi-site operations management
• Proficiency in federal and state reimbursement and regulatory guidelines
• Independent and self-motivated
• Innovative and detail-oriented professional with strong analytical and organizational skills
• Excellent proactive written and verbal communication supporting client satisfaction and retention
• Solid collaborative skills with team and clients with the ability to work remotely and autonomously
• Strong time management with a proven ability to meet deadlines
