Market Director of Business Development | The Farley Center | Williamsburg, Virginia

About the Job:

PURPOSE STATEMENT:

The Market 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 CEOs. Identifies opportunities at the facility level and sets strategic direction for the unique markets. Facilitates communication through approved process for the coordination, support and focus of the facility BD teams. Supports Facility CEOs 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. The Market DBD is responsible for collaborating with facility CEO’s and Divisional Director of Business Development to support the management of Facility Directors of Business Development within a defined market. The Market DBD is responsible for serving as the DBD for at least one of the facilities within the defined market.

Roles and Responsibilities:

ESSENTIAL FUNCTIONS:

Participates in identifying opportunities, assisting in developing key accounts and building relationships with referral institutions.
Designates an approved goal-oriented system of KPI tracking between facility BD and divisional/executive leadership.
Implements and executes strategy for successful diversification of payer mix to achieve facility revenue targets.
Identifies and prioritizes issues of importance, including those priority issues as set by leadership. Collaborates with department leaders and corporate leaders, as needed.
Communicates instructions, expectations and timelines clearly and concisely.
Interviews facility DBD and AD to assess and diagnose perceived issues and opportunities for success.
Implements an approved system of communication between facility teams and the divisional team that is organized and supportive.
Identifies opportunities for Facility’s Intake and Clinical teams to collect client information and demographics that can be used by BD teams.
Recruits and identifies viable candidates when applicable on the business development team.
Leads a team of highly engaged members through hiring, orienting, performance assessment and management, motivating, training, scheduling, and coaching to meet department goals and ensure effective and efficient department operation.
Maintains productivity levels that are aligned with client census, curtailing unnecessary overtime and/or excessive staff work hours.
Manages staff scheduling and maintains an updated plan for contingency staffing.
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 client safety concerns, as well as attendance, following policies, behavior, and adherence to code of conduct.
Designs and implements a manageable schedule to ensure that business development teams have weekend field coverage when necessary
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.
Drives Admissions by focusing on designated KPI’s and optimizing payors at assigned facilities.
Fosters a relationship with the CEO to provide aligned communication between Business Development and facility operations.
Looks at the current accounts in company CRM for engagement opportunities.
Identifies areas of concern to troubleshoot solutions, engages with the appropriate staff for remedy and provide support for execution.
Ensures analysis is being completed on a monthly basis comparing all respective key indicators to both budget, prior months and prior year while ensuring that plans are executed upon to address issues.
Provides feedback to leadership and VP’s on the performance of the facility Business Development staff.

EDUCATION/EXPERIENCE/SKILL REQUIREMENTS:

Bachelor’s degree required OR five years in a healthcare leadership roll in lieu of Bachelor’s, master’s preferred.
Five or more years of healthcare business development role (Director of Business Development, equivalent or above), in behavioral health or addiction treatment required.
Strong Team Leadership, supervision and management of business development team.
Proven ability to develop account types (verticals), referral sources and grow new business lines.
Strong relationship management, communication, and presentation skills.
Understanding of market demographics, utilization patterns, and competitive landscapes.
Proficiency in managing and overseeing schedules, outreach activities, organizational skills, and documentation/reporting.

LICENSES/DESIGNATIONS/CERTIFICATIONS:

Must have and maintain a valid driver's license and clean driving record, maintain automobile insurance coverage and have access to an automobile, where facility requires.

WORK LOCATION:

This position is on-site at the facility and is not a remote position.

SUPERVISORY REQUIREMENTS:

Three or more years of management/supervisory experience.

Why The Farley Center?The Farley Center offers a comprehensive benefit plan and a competitive salary commensurate with experience and qualifications. Qualified candidates should apply by submitting a resume. The Farley Center is an EOE.

Veterans and military spouses are highly encouraged to apply. Summit BHC is dedicated to serving Veterans with specialized programming at our treatment centers across the country. We recognize and value the unique strengths of the military community in supporting our mission to serve those who have served.

The Farley Center, Inc.

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