Associate Director of Business Development

Date Posted:

Country:

United States of America

Location:

Corporate Headquarters 5

WHY JOIN FCS

At Florida Cancer Specialists & Research Institute we believe our people are our strength and we invest in addition to having a positive impact on the people and communities we serve associates benefit from significant professional opportunities career advancement training and competitive wages.

Offering competitive salaries and comprehensive benefits packages to include tuition reimbursement 401-K match pet and legal insurance.

A LITTLE BIT ABOUT FCS

Since 1984 Florida Cancer Specialists & Research Institute & Research Institute (FCS) has built a national reputation for excellence. With over 250 physicians 220 nurse practitioners and physician assistants and nearly 100 locations in our network. Utilizing innovative clinical research cutting-edge technologies and advanced treatments we are committed to providing world-class cancer care. We are recognized by the American Society of Clinical Oncology (ASCO) with a national Clinical Trials Participation Award FCS offers patients access to more clinical trials than any private oncology practice in Florida. Our patients have access to ground-breaking therapies in a community setting and may participate in national clinical research studies of drugs and treatment the past five years the majority of new cancer drugs approved for use in the U.S. were studied in clinical trials with FCS participation prior to approval.

Through our partnership with Sarah Cannon we are one of the largest clinical research organizations in the United States. Often FCS leads the nation in initiating research studies and offering ground-breaking new therapies to patients.

Come join us today!

SUMMARY:

Under the direction of the Senior Director of Business Development the Associate Director of Business Development will be responsible for effective oversight and management of strategic growth planning and execution sales and relationship strategies within assigned markets. The Associate Director of Business Development will conduct thorough market research and competitive analysis to effectively develop strategic growth plans and deployment of sales teams field strategies and tactics. The Associate Director of Business Development will be positioned as the growth strategy leader of the area leadership team and will align closely with area leadership in operations clinical pharmacy ancillary services and others. Responsible for managing marketing budget and expenses.

PRIMARY TASKS AND RESPONSIBILITIES:

Fosters a team focused culture.

Conducts thorough market analysis SWOTs market positioning risks/threats and competitive analysis within assigned markets. Uses insights to develop comprehensive growth plans and sales strategies for assigned markets.

Understands all aspects of the business and works closely alongside area leadership team to define strategy and successful plans for future growth diversification and improvement.

Translates opportunities into defined tactics programs/projects priorities and timelines and ensures alignment and attainment of enterprise strategic priorities and plans.

Deploys sales team within assigned markets to execute on growth strategies.

Utilizes company and outside analytical platforms to determine trends and areas of opportunity within market and develops short-term and long-term tactics and plans to capitalize on growth opportunities.

Proactively monitors and tracks viability of growth strategies and performance of sales team. Work with sales team to coach and adjust field tactics to ensure growth targets are achieved.

Provides quarterly performance reports to leaders and key stakeholders.

Engages in critical solution discussions with physicians and other key stakeholders when related to continuity of care processes associated with referring patients to FCS.

Strengthens referral relationships with large system leadership and physicians through planning and scheduling of in person meetings dinners and other relevant interactions. Referral relationships may include large health systems MSOs ACOs multi-site provider groups.

Develops strong relationships as a trusted advisor and partner to large system stakeholders. Fosters behavior that promotes trust and credibility.

Develops plans and strategies for new service offerings and physicians at FCS insurance changes and other relevant changes that may impact the referral relationship experience and deploys sales team to execute on targets aligned with related changes.

Understands internal stakeholders and internal cultural dynamics works collaboratively with internal stakeholders and teams to assess develop and implement improved service standards best practices and diversification opportunities focused on enhancing the referral relationship experience with FCS.

Facilitates issue resolution discussions with the appropriate internal stakeholders to relieve bottlenecks and/or challenges experienced by referral relationships and/or referring providers patient(s).

Prepares value propositions and presentations to executive level audiences.

Stays up to date on larger changes within oncology and healthcare to include industry and regulatory changes and related news.

Ensures sales team achieves objectives and growth targets for assigned markets.

Provides leadership direction and accountability to sales team.

Hires trains and coaches sales team.

Develops and owns critical system level relationships within assigned markets. Examples: Large health systems MSOs ACOs multi-site medical groups.

With the Companys marketing department and leadership develops and implements regional-based collateral and marketing materials that best serve referral sources initiatives programs and service line growth in assigned markets.

Utilizes CRM software to effectively manage and track activity of sales team. Ensures all team members maintain accurate and up-to-date records of sales activities and progress.

Follows and adheres to all federal and state regulations regarding safety HIPAA and patient care with the highest integrity.

Fosters trust in ambiguous situations and without direct authority.

Demonstrates financial stewardship and accountability of Company resources and submission of expenses.

Adheres to all team expectations around KPIs Salesforce monthly reports expense reports and special projects.

Maintains a high level of integrity and diplomacy in all interactions and always exhibits FCS Code of Conduct and Ethics behaviors.

Demonstrates working knowledge of all facets of role relevant regulations and organizational and departmental policies and procedures. Performs all duties in accordance with regulatory requirements and organizational policies and procedures.

EDUCATION/CERTIFICATIONS & LICENSES:

Bachelors degree is required.

Masters degree in business healthcare administration or public health preferred (MBA MHA MPH).

Advanced degree in lieu of experiences accepted.

EXPERIENCE:

Seven plus years of healthcare and/or oncology industry and medical outside sales/development experience required. Previous experience managing a sales team and building strategic plans and growth strategies based on comprehensive market analysis. 7 years of medical consultative sales/business development experience or 7 years of B2B sales/business development. Established and ongoing relationships with area physicians and strategic partners. Advanced understanding of medical terminology specific to oncology/hematology. Complex understanding of all FCS service offerings with the ability to communicate those offerings in concise and meaningful ways. Ability to teach other

business development team members about skills they have mastered. Advanced knowledge of medical sales cycle and ability to determine ROI for all field activities. Complex understanding of internal and external data analysis to create strategic initiatives for growth. Exceptional record of continued overachievement in growth metrics. Volunteers and welcomes additional projects to help the team. Subject matter expert in a given area i.e. Healthcare business and operations.

CORE COMPETENCIES KNOWLEDGE/SKILLS/ABILITIES:

Analysis & Critical Thinking: Critical thinking skills including complex problem solving analysis decision-making planning time management and organizational skills. Must be detail-oriented with the ability to exercise independent judgment.

Interpersonal Effectiveness: Strong interpersonal skills emotional intelligence diplomacy tact conflict management delegation skills and diversity awareness. Ability to work effectively with sensitive and confidential material and capable of effectively managing emotionally charged matters.

Communication Skills: Good command of the English language. Second language is an asset but not required. Strong communicator with ability to communicate across multiple levels of the organization. Experienced in business related writing and communications with demonstrated exceptional oral written and presentation skills. Must be an active and supportive listener and must be able to effectively provide balanced feedback.

Customer Service & Organizational Awareness: Strong customer focus. Ability to build an engaging culture of quality performance effectiveness and operational excellence through best practices. Must possess strong business and political acumen. Must be able to foster strong stakeholder relations collaborations and partnerships also fostering positive employee physician and community relations.

Self-Management: Must be adaptable and able to self-manage. Must be able to work autonomously effectively navigating an environment of ambiguity. Effectively manages own time conflicting and competing priorities self stress and professional development. Self-motivated and self-starter with ability to work independently with limited supervision. Ability to work remotely effectively as required.

Must be able to work effectively in a fast-paced multi-site environment with demonstrated ability to juggle competing priorities and demands from a variety of stakeholders and sites.

Leadership and Mentoring: Effectively lead and facilitate group discussions coach mentor motivate and engage others to align to a common goal. Ability to effectively lead projects from inception through implementation and assessment.

Human Resources Management: Effectively hire coach and support staff development as applicable. Effectively manage resources performance and employee relations within established policies procedures and legislation.

Computer Skills:

- Proficiency in MS Office Word Excel Power Point and Outlook required.

- Proficiency in Microsoft Power BI CRM Software (ex; Salesforce)

Analysis & Critical Thinking.

Strong interpersonal skills to include effective verbal and written communication.

Solid time management with the ability to prioritize multiple tasks.

Ability to collaborate across various levels of management departments and teams.

Comfortable negotiating problems and exploring solutions with physician population.

VALUES:

Patient First Keeping the patient at the center of everything we do

Accountability Taking responsibility for our actions

Commitment & Care Upholding FCS vision through every action

Team Working together one team one mission

Expectations for all Employees

Every FCS employee is expected to regularly conduct themselves in a professional and respectful manner to comply with all labor laws workplace policy and workplace practices. Employees are expected to bring issues of any forms of workplace harassment discrimination or other potential improprieties to the attention of their management or the human resources department.

#FCS-OPS

SCREENINGS Background and drug screens

Safeguarding our patients and each other is an important part of how we deliver the best care possible to the communities we serve. All offers of employment at Florida Cancer Specialists & Research Institute are contingent upon clear results of a thorough background screening. Additionally as a condition of employment FCS requires all new hires to receive various vaccinations including the influenza vaccine barring an approved addition FCS is a drug-free workplace and all new hires will be subject to drug testing. Medical Marijuana cards are not recognized.

EEOC

Florida Cancer Specialists & Research Institute (FCS) is committed to helping individuals with disabilities to participate in the workforce and ensure equal opportunity to compete for jobs. If you require an accommodation to submit a resume for positions at FCS please email FCS Recruitment () for further assistance. Please note this email address is intended to request an accommodation as part of the application process. Any other correspondence will not receive a response.

FCS is an EEO/Affirmative Action Employer and does not discriminate on the basis of age race color religion gender sexual orientation gender identity gender expression national origin protected veteran status disability or any other legally protected status.

Required Experience:

Director