Director of New Business Development

Summary:

The Director will lead the identification, development and analysis of strategic initiatives to drive the long-term success of the agency. The Director will work with the CEO & the Chief Program Officer to meet or exceed annual business goals and will be responsible for undertaking all appropriate tasks necessary to achieve those goals. Additionally, the NBD leader will be responsible for collecting and analyzing market data related to new business opportunities and performance.

Responsibilities:

• Advance Heluna Health’s mission through the planning, management, and implementation of new business strategies in collaboration with internal and external partners.
• Develop an annual new business plan that aligns with the agency’s mission, vision and current strategic plan.
• Assist in the development of annual new business goals and revenue targets.
• Develop new business through cultivating existing referral network and building/cultivating new network partners. Secure new clients, partnerships and programs to meet annual goals.
• Build robust year-round business pipelines from new and existing clients to meet revenue and new business goals and to strengthen the long-term financial health of the agency.
• Ensure outstanding customer service.
• Proactively ensures timely communication with all internal and external stakeholders, supporting collaboration in portfolio management to achieve shared goals across the organization.
• Research, identify, track and solicit relevant new business opportunities that align with the agency’s strategy.
• Understand and promote the organization's services to potential (and existing) clients.
• Know and understand the company's complete client portfolio.
• Develop and give new business/sales presentations on a regular basis.
• Maintain consistent contact with potential new business contacts/leads, as well as existing clients, regarding existing or future service needs.
• Network within the public/population health community and the funding community for new lead generation.
• Research and analyze new or evolving markets for the organization's, leveraging strong quantitative analytical skills.
• Construct models in support of new business opportunities.
• Assist in the marketing, fundraising, promotion and business development of new service models.
• Use Customer Relationship Management system (currently Salesforce) to track and monitor business pipeline.
• Represent the company at public/population health conferences, including but not limited to, making presentations, networking and participating on appropriate panels. Attend other relevant networking events.
• Establish and track sales objectives each month and achieve forecasted sales by following a written plan of action.
• Understand the organization’s financial and program data to continuously monitor revenue and other relevant metrics.
• Monitor customer preferences to determine focus of sales efforts.
• Confer or consult with Chief Program Officer, CEO and other senior management team members, as appropriate, on new business opportunities, as needed.

Qualifications:

• Bachelor’s Degree required, MBA preferred
• 10+ years of experience in new business development and strategy, a portion of which in the population health, clinical health and/or service sector. National sales experience a plus.
• Proven track record in securing new, large government contracts or grants (in excess of $10 million per year).
• Ability to organize and plan a complex new business campaign or strategy in a highly dynamic environment.
• Ability to successfully operate in complex environments that include both public agencies and the private sector, such as government health departments, academic systems, clinical health systems and/or public-private coalitions.
• Extensive experience in all aspects of customer relationship management, including use of CRM system.
• Facility and comfort with setting and keeping track of sales metrics and sales data to track achievement of goals and for reporting to upper level management and/or Board of Directors.
• Proven track record in meeting annual sales goals, executing on strategic plan goals and developing/executing on new business/growth strategies.
• Outstanding written and oral communication skills with proven experience in managing and writing large contract or grant proposals/applications that have been funded. Preferred win rate of >50%.
• Strong leadership qualities and excellent interpersonal skills.
• Understanding of competitive public or private solicitations (RFPs, RFQs, RFA, etc.)

Other Skills, Knowledge, and Abilities:

• Demonstrates expertise in the use of appropriate interpersonal styles and communication methods in all functions of the sales process to gain acceptance of the organization’s services.
• Adeptness in focusing on customers’ needs while following company procedures.
• Experience managing and cultivating high-level leaders at the C-Suite level, including government leaders (i.e. federal and state health commissioners and/or elected officials).
• Excellent attention to detail.
• Ability to develop and execute on innovative approaches to addressing problems and opportunities.
• Aptitude to make critical decisions while following agency procedures.
• Demonstrate accountability and responsibility for her/his actions.
• Strong understanding of customer and market dynamics with an ability to drive sales. Talent to make new business presentations and reach closure.
• Proficient computer skills including CRM or similar sales tracking platform and Microsoft Office. Facility with Salesforce and/or Oracle CRM a plus.
• Willingness to travel and work in fast-paced dynamic team environment
• Positive, can-do attitude and good sense of humor.