PURPOSE STATEMENT:

The Regional Division Business Development Director will be responsible for the development, implementation and execution of business development activities to drive profitability for the division assigned.  Works closely with the Division President to identify opportunity within the division and set strategic direction.  Research facility markets and work with the facility Business Development teams to develop specific objectives and business plans to build their census and revenue.  Provides feedback to the division on the performance of the facility Business Development staff.  Actively participates in development of key accounts building strategic relationships with referral institutions and physicians.  Works with the Director of Intake and department staff to ensure that calls are being managed appropriately and that appropriate process are in place to maximize opportunities for admissions.  Works closely with facility leadership to implement Salesforce and is able to identify that processes are in place so that accurate data is captured and utilized in order to understand trends in market development, referrals, and admissions.

ESSENTIAL FUNCTIONS:

• Ensure business growth through directing and managing business development activities to ensure these are delivered in accordance with organizational strategy.
• Provides a positive impact on the profitability of the company through ensuring strategic and tactical decisions relating to development of new business, such as HIH’s throughout identified states, based upon demographic research, areas of greatest need and key quality revenue.
• Ensure the effective achievement of the business development functional objectives, through the leadership of the Division, by setting clear objectives in order to maximize individual, divisional and departmental performance.
• Provides sales (referral development) leadership and support to designated behavioral health locations to increase market awareness and market share and achieve stated business objectives.
• Drives patient admissions and census goals through sound strategic planning and execution, including in the areas of territory and call planning and management, coordination with operations and clinical, and tracking and targeting through reports and analytics.
• Manages recruiting and the hiring of top tier Business Development team members and focuses on training, on-boarding, overall development, and ongoing coaching and people management of the team to maximize selling effectiveness and productivity.
• Must be able to take ownership, drive accountability, and identify opportunities and solve them with practical solutions and actions plans.
• Must be able to roll-out new content, programs and other tools and build a strong culture of performance, teamwork, and recognition.
• With the identified Division Presidents of Operations, Facility Business Development Directors and marketing (clinical liaison) team, the Division Business Development Director is responsible for the implementation, analysis, and execution of business plans for each client partnership within the designated area.
• Implement best practice marketing, clinical integration, training, and management practices to achieve Acadia’s vision, mission and goals – which are to be the undisputed leader in behavioral health with leading quality outcomes and service levels.
• Support the overall process of management and corporate decision-making to ensure the organization maximizes its short, medium and long-term profitability and shareholder returns.
• Liaise with the identified Division Presidents on the implementation of strategic and operational plans.
• Identify promising business opportunities.
• Forging productive business alliances.
• Abides by and demonstrates the company Mission – Vision – Values through both behavior and job performance on a day-to-day basis.
• Support Divisional Marketing strategies through active participation in the design, modification and implementation of marketing initiatives.
• Assesses the market and (with management) establishes the market sales strategy, with goals and tactics, including prioritizing key referral sources (customers).
• Works with appropriate sales management/team to cultivate, support and reinforce account agreements within assigned territory.
• Gathers/organizes information on targeted accounts and manages with and through Salesforce.com. Manages the CRM process of the team.
• Owns critical accounts, including making contact with appropriate management levels at referral institutions and maintaining key physician relationships. Works with targeted managed care organizations and appropriate physicians/physician groups.
• Prepares/delivers sales presentations which effectively address clients' needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales.
• Works with facility leadership to develop and execute area specific annual strategic plan and budgets.
• Participates in facility monthly operational report calls and provides insight and observations relative to specific issues identified, budgeted census requirements, census stability, or census growth.
• Prepares monthly sales updates to ensure achievement of established sales goals and compliance with established budgetary constraints. Manages sales time and resources according to plan.
• Establishes/maintains working relationships with key line, Contracts, Marketing, Clinical and Specialty management staff to ensure thorough understanding of Company products/services. Ensures sales staff is kept abreast of assigned product lines/services.
• Participates in performance improvement activities to measure and assess the quality of services provided.
• Ensures that all marketing collateral, advertising and web site information is accurate and up to date by coordinating with the host hospital marketing department. Ensures the compliance to marketing protocols, policies and procedures.
• Manages and actively participates in critical professional and industry associations and organizations that represent referral sources and patients.
• Adheres to and participates in Company’s mandatory HIPAA privacy program/practices, Business Ethics and Compliance programs/practices, and Company policies and procedures.
• Participates in special projects and performs other duties as assigned.

OTHER FUNCTIONS:

• Perform other duties as assigned.

STANDARD EXPECTATIONS:

• Complies with organizational policies, procedures, performance improvement initiatives and maintains organizational and industry policies regarding confidentiality.
• Communicate clearly and effectively to person(s) receiving services and their family members, guests and other members of the health care team.
• Develops constructive and cooperative working relationships with others and maintains them over time.
• Encourages and builds mutual trust, respect and cooperation among team members.
• Maintains regular and predictable attendance.

EDUCATION/EXPERIENCE/SKILL REQUIREMENTS:

• Bachelors’ degree in business or related field required.
• Master's degree from an accredited college or university preferred.
• Minimum of five years’ experience in managing the business development function of a multi-state healthcare organization.
• Experience in a senior leadership role with a proven history of driving business growth and revenue
• Demonstrated leadership ability.
• Demonstrates excellent communication skills, both written and verbal.
• Ability to think strategically and solve problems.
• Ability to establish and maintain effective working relationships with facility staff, physicians and corporate staff.
• Ability to lead with a high degree of emotional intelligence and ethics.

LICENSES/DESIGNATIONS/CERTIFICATIONS:

• Not Applicable

SUPERVISORY REQUIREMENTS:

Supervises a team of employees

While this job description is intended to be an accurate reflection of the requirements of the job, management reserves the right to add or remove duties from particular jobs when circumstances

(e.g. emergencies, changes in workload, rush jobs or technological developments) dictate.