VP, National Business Development - Healthcare

POSITION SUMMARY:

The Vice President, National Business Development (VP, NBD) is responsible for conducting strategic business development efforts in 3rd party collections, commercial collections, subrogation, ClaimAssist and Multi-Channel (MC) solutions, with the objective of securing new, profitable B2B client relationships across several industry verticals, including, but not limited to: insurance, healthcare, financial services, utilities, cable, government and transportation. The VP, NBD manages the entire sales cycle, by identifying prospects, introducing the full CCS suite of service offerings and our value proposition to key business decision makers, and executing contracts that result in ongoing, new revenue streams for the company.

The VP, NBD is a results-driven, competitive sales executive, with exceptional follow-up skills. They are self-directed, highly energized, confident, and have excellent relationship-building skills. The VP, NBD is an expert at consultative selling, and has proven expertise in successfully selling business process outsourcing services. The VP, NBD must be skilled at engaging with senior management and executive leadership of national and global organizations (i.e. Fortune 500 companies). They are an industry expert in at least one of our target industry verticals, and have built a robust, established network of key contacts and relationships that can be leveraged. The VP, NBD closes deals and books business independently, without the assistance of other sales people or experts within the company.

The VP, NBD may work an assigned territory or industry vertical to proactively identify and develop new business prospects. They may also target new segments for a portion of our existing client base.

The VP, NBD is a skilled networker, who builds and leverages key strategic contacts to drive sales efforts. They use creativity and resourcefulness to identify RFPs and reach high-level decision makers and influencers, leveraging multiple resources, including: marketing leads, website inquiries, prospect lists, self-driven discovery efforts, social media and research to drive a successful sales process. The VP, NBD will develop break-in strategies to penetrate target accounts and use a myriad of communication methodologies, including: phone, email, trade shows, industry memberships and other face-to-face field outreach.

The VP, NBD demonstrates expertise in all service offerings and displays competence in presenting a compelling value proposition to prospects in order to meet and exceed revenue goals and quotas.

The VP, NBD is a strong negotiator, using sound judgment and a strong understanding of the financial drivers that impact profitable pricing, ensuring alignment with the company’s target margins.

All sales activity (call prospecting, qualifying companies, identifying contacts, setting appointments, meetings, contract execution, etc.) will be tracked and monitored within contact management software (Salesforce).

ESSENTIAL FUNCTIONS:

• Conveys expertise and a clear value proposition to high level business prospects (verbal and written – well-versed in our products and services).
• Dedicates all efforts necessary to develop new opportunities through cold calling, networking, email campaigns, social media, follow up with past prospects, and any other possible activities.
• Follows up on leads and conducts research to identify potential new prospects.
• Nurtures warm leads with appropriate follow-up and outreach to maintain interest and progress through the sales cycle.
• Communicates our strategic and competitive differentiators in a compelling way to generate interests with qualified prospects.
• Achieves/exceeds targets and goals for both activity and revenue.
• Tracks daily activity metrics (outbound calls, emails, decision maker contacts, qualified leads, etc.) logs, and reports all activity via Salesforce.
• Fully utilizes Salesforce as a management tool (in addition to a tracking tool) for planning and executing sales plans and prospect follow-up.
• Manages time efficiently by setting priorities and working effectively with other members of the company to drive results.
• Assists AVPs NBD to close deals and book business.

QUALIFICATIONS:

• 7 -15 years of proven B2B sales experience, specializing in Business Process Outsourcing Services.
• Deep expertise in a relevant industry vertical, with an established network of key decision makers.
• Outstanding communication skills, written and verbal.
• Ability to deliver presentations to a wide audience including senior level executives.
• Self-motivated and able to complete own role largely independently, within defined policies and procedures.
• Ability to communicate effectively over the telephone, and in writing, with high level decision makers.
• Excellent organizational and follow-up skills.
• Ability to multi-task and work on several deals at once.
• Ability to meet revenue and activity quotas.
• Working knowledge of pricing and financials.
• Experienced with Microsoft Office Suite; Salesforce experience a plus.
• Coachable: receptive to feedback, willing to learn, responsive to change, and embraces continuous improvement.
• Ability to maintain a predictable and consistent full-time work schedule.

EDUCATIONAL REQUIREMENTS

• Bachelor’s degree preferred, and directly related BPO sales experience a plus.