DIR - BUSINESS DEVELOPMENT

Overview

Who We Are
River Oaks Hospital (a UHS affiliated hospital), located in metropolitan New Orleans, Louisiana, is a private psychiatric facility for adults, adolescents and children. Since 1970, River Oaks has established a tradition of excellence in the treatment of acute psychiatric illness, dual diagnosis, alcohol and drug detoxification, trauma based disorders, compulsive behaviors, and eating disorders. Situated on a 14-acre campus, services are available at all levels of care (inpatient, day or partial hospitalization, outpatient, and intensive outpatient).

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Responsibilities

Director - Business Development — The Director of Business Development oversees the provision of Sales, Marketing, and Customer Service activities within the Marketing Department. The Director of Business Development is responsible for achieving the desired utilization of the organization’s continuum of care through the effective application of marketing principles and methods. As a member of the facility management team, the Director of Business Development is actively involved in strategic planning, sales and marketing management, identification of potential growth opportunities, future projects, changes in programming/protocols, recruitment and retention.

Job Description Includes

• Sales/Account Management
  Strategically analyzes and designates target markets for account managers and territory assignments, ensuring alignment of expertise and personal styles with prospective referral sources.
• Provides short- and long-term market forecasts and reports by directing market research collection, analysis and interpretation of market data.
• Leads and oversees development and growth of profitable new business opportunities; develops and implements marketing strategies to meet business objectives.
• Monitors performance of account managers against goals; assists in developing individual sales plans, territory management and routing schedules.
• Acts as a resource to marketing team members and department managers; accompanies each account manager on a quarterly basis (or as needed) to assess selling techniques and provide feedback.
• Holds regularly scheduled, agenda-driven sales meetings; invites appropriate staff to serve as resources.
• Assists account managers in making calls and procuring commitments from prospective referral sources.
• Conducts ongoing in-service education and training in Sales Excellence, messaging, account management, service recovery, customer service, computer systems, time management and business development strategy.
• Analyzes results of referral development calls and updates strategies as needed.
• Develops, implements, and monitors quarterly strategic plans and updates to evaluate goals to plan.
• Prepares marketing department monthly operating reports and uses them to monitor success and implement corrective actions.
• Adjusts marketing plans to target specific payers and referral sources; targets patient populations needed for bed capacity.
• Works with leadership to analyze and communicate clinical outcomes and patient satisfaction data.
• Conducts market needs analysis and makes recommendations to CEO and Leadership on trends.
• Maintains a personal book of business with a minimum of twenty face-to-face field-based contacts weekly.
• Communicates with referral sources regarding satisfaction with treatment at the facility.
• Collaborates with corporate resources to develop, distribute, obtain and communicate Referral Source Satisfaction Surveys and feedback.

Market/Program Knowledge

• Develops and maintains knowledge of the facility’s programs and services, including Inpatient and Outpatient programs; the assessment process and transportation services.
• Knows admission criteria and exclusionary criteria for inpatient, residential and outpatient programs.
• Understands voluntary and involuntary admissions status and processing procedures.
• Attends in-services and program development meetings to stay informed on program issues and changes.
• Maintains knowledge of the behavior healthcare market within the Market Area and provides strategic insights.
• Keeps updated analysis of competitors, bed availability, SWOT, and go-to-market strategies.
• Maintains knowledge of UHS facilities in the Market Area and target markets for referrals.
• Engages in community relations and marketing, identifies marketplace trends, and uses multiple channels (advertising, direct marketing, public relations) to support goals.
• Participates in referral source campaigns and follows media policies; maintains positive relationships with media and manages public inquiries with leadership guidance.
• Utilizes marketing resources to develop messaging, campaigns, and collateral; demonstrates creativity and strategic thinking.
• Develops and coordinates hospital publicity programs and participates in community and professional organizations on behalf of the facility.
• Implements programs that enhance community perception of the organization and services.

Managed Care/Budgets

• Coordinates managed care negotiations and secures rate increases; maintains awareness of facility rates and provides input on pricing.
• Identifies opportunities for enhanced pricing and negotiates payer contracts with CEO/CFO guidance.
• Acts as liaison between facility and payer entities per corporate expectations.
• Ensures up-to-date payer information for billing and maintains contract status logs for administration and management use.
• Assists patient accounting with payment issues and serves as liaison for payer on-site visits and issue resolution.
• Develops budget and annual business plan with CEO/CFO; monitors marketing department budget and enforces controls.
• Performs other duties as assigned by the CEO.

CUSTOMERS SERVED: Adolescents (ages 12-17) and Adults (ages 18+); patients; families; direct-care providers; external funding sources; service, accreditation, and licensing agencies; external case managers; school districts (where applicable); other staff and community members.

Qualifications

MINIMUM QUALIFICATIONS REQUIRED:

• Education: Bachelor’s degree in marketing, business or related field required. MBA or related field highly preferred. Experience may be evaluated in lieu of a degree.
• Experience: Prior marketing and/or sales experience in behavioral healthcare preferred. Five years minimum in organizational communications, referral development, workshop planning, sales management, and physician relationships.
• Licensure/Certification: Valid Driver’s License.
• Knowledge: Knowledge of the Market Area behavioral health marketplace, insurance plans, target markets and referral sources, psychiatric and chemical dependency treatment, and age-specific programming.
• Skills: Strong leadership, written and oral communication, marketing principles (product, placement, pricing, promotion), management of sales and public relations resources; data analysis; strategic planning; meeting deadlines; customer service; teaching/training; willingness to travel (including overnight).

Provide service to all populations while demonstrating the Service Excellence Standards:

• Treat Everyone As a Guest
• Demonstrate Professionalism and Excellence
• Practice Teamwork

This Opportunity Provides The Following

• Challenging and rewarding work environment
• Growth and development opportunities within UHS and its subsidiaries
• Competitive Compensation
• Excellent Medical, Dental, Vision and Prescription Drug Plan
• 401k plan with company match
• Generous Paid Time Off

EEO Statement

All UHS subsidiaries are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates. UHS subsidiaries are equal opportunity employers and support recruitment, selection, placement, promotion and compensation without regard to race, color, religion, age, sex (including pregnancy, gender identity, and sexual orientation), genetic information, national origin, disability status, protected veteran status or any other characteristic protected by law. We believe diversity and inclusion among our teammates is critical to our success.

Notice

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Pay Transparency

To encourage pay transparency and comply with regulations, UHS will provide wage/salary range information where required. Salary offers may be based on education and related experience.

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