The Director, Strategic Solutions & Business Development for Education will oversee a predetermined geographic area and own Cross Country Education’s corporate relationship. Director, Strategic Solutions & Business Development for Education is responsible for all CCE service lines to include but not limited to Special Education staffing and services, substitute teachers and paraprofessionals, school healthcare professionals and other workforce solutions tailored for school clients. Is accountable for increasing market share and driving revenue growth through service line expansion and price improvement.
Key responsibilities include cross selling, maintaining margin targets, contract negotiation, deepening existing relationships and collaborating with Partnership Managers and other colleagues to refer and win new contracts. The director performance is measured against meeting or exceeding revenue quota in accordance with individual portfolio plan. Using consultative sales techniques, industry knowledge and business acumen, the director will be charged with educating and making recommendations about company staffing solutions. The director will be expected to conduct both on-site and virtual meetings and presentations to clients.
Required Skills
- Management of an assigned portfolio of new and existing clients and service line expansion.
- Responsible for growing CCE market share and competitive intelligence in assigned territory.
- Collaborate with other CCE leaders in developing regional and market campaigns to sell CCE services
- Collaborate with other CCE leaders to establish target accounts
- Collaborate with other CCE leaders to identify the pricing and gross profit structure that will maximize market share in line with company targets and seek approval from CCE Executive staff to proceed
- Develop a thorough understanding of the client’s current and historical temporary staffing needs, key issues/challenges, and decision criteria.
- Engage client stakeholders at all levels (human resource, superintendents, school leaders, financial or purchasing executives) to build and cultivate relationships to continually escalate customer contact level to gain best knowledge, insights, and access to high-level customer needs/strategies.
- Ensure a process-driven, planned and thorough account strategy and collaborate with internal stakeholders to achieve desired outcomes
- Align and coordinate approach with overall sales strategy.
- Develop and execute strategic account plan by utilizing knowledge of client as well as the market, competitors, and emerging technologies in educational staffing.
- Work as an inclusive business partner with operations/delivery teams.
- Must be able to design and execute a strategy utilizing in-depth knowledge of the client and the market, as well as expert knowledge of CCE’s services.
- Must be able to demonstrate higher value to the client by serving as business consultant and trusted advisor, effectively communicating how CCE services will meet client needs.
- Must be able to work closely with Marketing to coordinate develop and deliver high quality presentations and proposals as needed. It will be your 100% responsibility to lead, develop and manage the proposal process. This includes leading: cross functional kick off meetings to set the strategy for the proposal development, gather pricing recommendations, ensuring legal sign-off on all contracts and planning for a final review and sign-off by CCE and CCH executive teams.
- Must be able to effectively engage and build trusted relationships with partnership managers and branch operations to coordinate market assessment, target identification, and client contact.
- Must take accountability for monitoring and maintaining a high level of market expertise and knowledge, including competitors, and delivery models to identify opportunities and develop key strategies to enhance CCE value to the client and increase CCE market share
- Responsible for effective and engaging client presentations and demonstrations.
- Must maintain a pipeline of target opportunities, and include revenue potential, status and outcomes in company’s database system.
- Record all related sales activity company’s database system.
- Remains informed regarding changes in Education law, trends and policies that may impact current business or create new opportunities.
- Understand the basics of special and general education programs, services and requirements of local, state and federal authorities and agencies.
- Leadership – Lead and coordinate with functional department resources supporting the proposal development function and the review of deals to establish financial impact and cost, pricing, risk and benefits.
- Collaboration – Work collaboratively with Workforce Solutions leadership team to insure Sales & Business Development, Implementation & Quality, Operations & Relationship Management, and Consulting Services are aligned. Also assist the marketing and business development function domestically and globally to help establish and develop successful marketing initiatives designed to support sales and business development objectives.
- Cross Practice Awareness – Foster cross-practice awareness and collaborate to optimize sales and business opportunities.
- Competitive Analysis - Monitor client, market and competitor activity and provide feedback to Company leadership team and other Company functions.
- Travel/Field time expectation up to 70+% of time for in-person meetings with prospects and clients to develop key business relationships.
Required Experience
- Bachelor's degree in Business or MBA, Sales & Marketing or related field.
- Minimum 5 years’ sales experience required.
- Workforce Solutions background preferred with Staffing and Healthcare background.
- Proven track record of achieving established sales and business development targets, with a strong client orientation
- Demonstrated ability to articulate service offerings and to position them against the competition
- Excellent communication, presentation and negotiation skills
- Demonstrated ability to influence credibly at all levels of the organization, including executive and C-level
- Technical skills in sales/account planning
- Must be a highly motivated and organized self-starter
- Ability to work collaboratively with colleagues
- Ability to organize and manage multiple priorities
- Problem analysis and problem resolution capability
- High level of technical skills including Word, PowerPoint and Excel
- Commitment to CCH’s core values – integrity, respect, collaboration, empowerment and responsibility.
BENEFITS
Mediscan/Cross Country Healthcare offers a competitive compensation and benefits program including: Medical plan, Dental plan, Life insurance, Disability plan, 401(k) plan and Tuition Assistance
MEDISCAN/CROSS COUNTRY HEALTHCARE IS AN EEO EMPLOYER - M/F/ VETERAN/DISABILITY