Now Hiring - Regional Director of Business Development in Silver Spring, MD
Regional Director of Business Development in Silver Spring, MD
Position Summary:
This position is responsible for managing a team of high achieving Business Development Managers to exceed regional referral goals by supporting them in referral source development, prioritizing, and sales training. This role also manages a caseload of referral sources throughout Montgomery and Prince George’s County, MD, and Washington, DC. and will be accountable to a personal goal for those accounts.
Duties and Responsibilities:
Leadership and Management of Business Development Managers (BDM)
- Create and implement strategy to achieve regional referral goals.
- Lead, support, and train BDMs to ensure they have the skills to surpass referral goals on designated accounts.
- Assign territories and manage account caseloads to ensure each BDM has the ability to surpass goals.
- Provide training and feedback on account management strategies and sales process
- Perform regular “ride-alongs” for training as well as referral development support.
- Hold weekly 1-on-1 meetings with each BDM to review account status, provide ongoing support.
Prospecting, Networking, and Referral Development for new opportunities
- Develop new referral sources and strategic partnerships to build referral network and increase referrals through existing referral sources.
- Develop and implement an effective Prospecting/Networking Plan to meet agreed upon goals.
- Work effectively and collaboratively with VP, Business Development to identify the FNC resources necessary to surpass referral goals.
- Ensure the sales process is followed, that the necessary information is gathered throughout the sales process, and that mutual agreements are made to ensure that next steps are clear and that an agreement to get a decision is set.
- Document conversations, meetings, and communication with prospects in CRM.
Account Management
1. Develop Account Management Plans for all existing and potential referral sources and implement strategies as agreed upon with management. Ensure that all key relationships (decision makers, influencers, etc.) within the account are identified and that specific sales strategies are developed and implemented while ensuring that FNC team members are utilized to maximize relationship depth within accounts.
2. Visit with clients in hospitals and senior living communities, communicating pertinent information with professional staff. Perform joint visits with Client Service Managers when appropriate.
3. Market and perform on-site intakes.
4. When meeting with referral sources, use the business development process outlined and document meeting outcomes in CRM.
Business Development Behaviors and Performance
1. Develop and work a Sales Activity plan with quarterly updates to management.
2. Meet activity and referral goals each month. Submit sales forecast weekly and sales results monthly.
3. Be prepared for the weekly sales meeting with the following:
- Referral Development Forecast and Pipeline Updates
- New Referral Efforts Debriefing
- Updates on Key Accounts
4. Maintain accurate prospect and client data in CRM and document all next steps, meetings, and conversations in the system.
5. Develop a Sales Mastery Plan and work to improve, grow and develop as a sales professional, taking advantage of self-study classes, staying current on industry trends, participating in conferences and on-line learning opportunities, and continuously looking for innovative ways to hone and master one’s skills.
Other Responsibilities
1. Attend events as company liaison and may present on behalf of company at events as needed.
2. Collaborate closely with other departments to ensure that referral goals are achieved.
3. Ensures smooth and effective communication with all involved.
4. Maintain professional working relations with co-workers, clients, referral sources, and any other external resources. Demonstrate the highest level of internal and external customer service at every opportunity.
Success Criteria:
- Consistently meet goals agreed upon with management.
- Develop and work Account Management Plans. Utilize internal resources to meet plan objectives.
- Maintain an accurate recording of all interactions with clients and keep account and prospecting activities updated in CRM so that weekly and monthly reports can be run.
- Turn in accurate paperwork, reports, activities, and other requested documents on time and in accordance with established expectations.
- Maintain good working relations with internal and external resources.
- Effectively use the Company’s sales process and be able to debrief opportunities providing the information gathered during sales calls.
- Represent FNC in a professional manner at all times.
- Foster teamwork with a ‘can-do,’ positive outlook and a willingness to help team members whenever needed.
Qualifications:
- 5+ years of consultative sales experience demonstrating success in forming and growing referral partners.
- 2+ years leadership/management experience
- Ability to prospect for new opportunities and use a consultative sales process to close new business.
- A passion for business development and willingness to learn and increase sales skills.
- A proven track record of consistent sales results.
- Experience using and tracking sales results with a CRM program (ACT, Salesforce, Microsoft CRM, etc.)
- Organized, self-motivated, able to work independently, and a commitment to excellence.
- Excellent interpersonal, communication and customer relations skills.
Family & Nursing Care
1 to 50 Employees
Health Care Services & Hospitals
Healthcare
www.familynursingcare.com
$1 to $5 million (USD)
1 Yes (amount not posted)
Family & Nursing Care
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Family & Nursing Care
1 Yes (amount not posted)