At ChristianaCare, we serve as our neighbors as respectful, expert, caring partners in their health. We do this by creating innovative, effective, affordable systems of care that our neighbors value. Reporting to the VP of Business Solutions, the Director of Business Development at ChristianaCare is responsible for ensuring business growth and revenue targets are met by directing the sales process (identifying, vetting, cultivating, and closing) and related activities for assigned customer groups and product segments including Direct to Employer (D2E) partnerships, Core Business growth, and New Business initiatives.
PRINCIPAL DUTIES AND RESPONSIBILITIES :
Supports the market research process to determine product/service niche/need in the CC market(s) (including identifying market share/leakage and competitive landscape analysis), as well as opportunities in the D2E space
Assists with designing and leading the implementation of effective short and long-term business development strategies, including building of profiles for business partners/end user(s), crafting and delivering sound value propositions; creates and utilizes a systematic method of deploying strategies to create consistency throughout the enterprise
Utilizes a data-driven approach to respond to and execute on identified growth opportunities; directs the sales life cycle for new and expanded product/service offerings including market analysis, prospecting and qualifying leads, creating proposals/conducting sales presentations, and closing and structuring contract terms
Assists with designing program outlines and product sheets to support growth initiatives, including summarization of product/service function(s), product/service benefits, target audience, opportunities for integration with existing products/services, and potential pricing strategies
Trains, manages, and continuously coaches a team of sales professionals and liaisons to execute approved business development and sales strategies that meet organizational growth goals
Supports/Assists VP, Business Development with connecting with service line champions/key stakeholders to secure foundational knowledge of product/service(s); liaise with key stakeholders to assist with concept and business planning process as needed
Proactively mitigates potential barriers that might impede the execution or completion of Business Development initiatives; actively researches and implements steps to course-correct/remedy issues and areas of concern
EDUCATION AND EXPERIENCE REQUIREMENTS:
Bachelor's degree required
Proven success, and a minimum of 7 years' experience, in a B2B sales experience, including direct account management; experience in employee benefits, TPAs, and/or Direct-to-Employer contracting required
Proven success, and a minimum of 5 years' experience, in a B2B sales leadership role, including direct oversight of a sales team; experience in employee benefits, TPAs, and/or Direct-to-Employer contracting required
Oversight of key business contract components, including negotiating mutually satisfying business terms
Collaborative and team focused environment
Management Incentive Plan (annual)
Full Medical, Dental, Vision, Life Insurance, etc.
Generous paid time off
ChristianaCare, with hospitals in Wilmington and Newark, DE, as well as Elkton, MD, is one of the largest health care providers in the Mid-Atlantic Region. Named one of "America's Best Hospitals" by U.S. News & World Report, we have an excess of 1,100 beds among our hospitals and are committed to providing the best patient care in the region. We are proud that Christiana Hospital, Wilmington Hospital, our ambulatory services, and ChristianaCare HomeHealth have all received ANCC Magnet Recognition(r).
EEO Statement: Christiana Care Health System is an equal opportunity employer, firmly committed to prohibiting discrimination, whose staff is reflective of its community, and considers qualified applicants for open positions without regard to race, color, sex, religion, national origin, sexual orientation, genetic information, gender identity or expression, age, veteran status, disability, pregnancy, citizenship status, or any other characteristic protected under applicable federal, state, or local law.
UPDATE: ChristianaCare is committed to prioritizing the health and safety of our patients and caregivers. As we continue to meet the needs of our caregivers and our community through the COVID-19 pandemic, our commitment to health and safety requires that we take new steps to ensure a safe environment for medical care for our patients and a workplace that avoids preventable harm for our caregivers. For this reason, vaccination for COVID-19 is required for all caregivers at ChristianaCare and is considered a safety standard that is job-related and consistent with business necessity for all caregivers.
ChristianaCare Health System is headquartered in Wilmington, Delaware and is one of the country's largest health care providers, ranking 21st in the nation for hospital admissions. Christiana Care is proudly a Nurse Magnet recognized institution. Christiana Care Health System is also one of the largest health care providers in the mid-Atlantic region, serving all of Delaware and portions of seven counties bordering the state in Pennsylvania, Maryland and New Jersey. A not-for-profit, non-sectarian health system, Christiana Care includes two hospitals with more than 1,100 patient beds, and is a major teaching hospital with two campuses. Christiana Care is continually recognized for excellence on a regional and national level. Our role in the community is expressed in the Christiana Care Way: "We serve our neighbors as respectful, expert, caring partners in their health. We do this by creating innovative, effective, affordable systems of care that our neighbors value."Christiana Care is a great place to work because we value diversity and recognize it to be a core part of our success. Because of the diversity of our employees, affiliated health professionals and volunteers, we are ...positioned to meet the unique needs of our patients and community. We acknowledge and celebrate the uniqueness and talent of each employee. Because of our talented workforce we are able to provide a quality healthcare experience to our patients and community. We strive to create an inclusive environment in which individual diversity can be leveraged and thrive. Christiana Care Health System is an equal opportunity employer, firmly committed to prohibiting discrimination, whose staff is reflective of its community and considers qualified applicants for open positions without regard to race, color, sex, religion, national origin, sexual orientation, genetic information, gender identity or expression, age, veteran status, disability, pregnancy, citizenship status, or any other characteristic protected under applicable federal, state, or local law.
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