Director of Business Development

Department:	Business Development
Office:	Washington DC - Northeast Regional Office
Location:	Fairfax, VA

General Duties and Responsibilities: This role is responsible for regional business development in a team-based goal environment. Expectations for a fully-functional DBD are to:

-Assist the Regional President in developing a comprehensive regional business development strategy.
-Identify the client that best aligns with our value proposition and prioritize those regional top targets that are most likely to go to contract.
-Adhere to a disciplined and documented business development approach.

Technical Competencies:
Prospecting

Seeks business opportunities.
Schedules meetings with clients to uncover project opportunities.
Maintains ongoing client relationships after project start-up.
Strategizes, networks and researches the marketplace to secure meetings with key targeted decision makers.

Market Research

Gathers information on potential markets, clients and projects.
Keeps company leadership apprised of current and anticipated healthcare market conditions.
Profiles and maintains knowledge of competitor activities.

Capture

Develops and implements capture strategy.
Develops scopes of work in concert with the Regional President and/or the Project Executive.
Assists with writing proposals.
Assists with preparing qualification packages.
Assists with preparing client presentations.
Maintains close contact with key decision makers.

Client Relationship Management

Reports on planned and executed sales activities to appropriate levels of management.
Generates specified volume of business within an established time frame.
Maintains a strong business network.

Core Competencies:

Leadership

Acts with integrity, honesty and compassion.
Actively participates in referral, recruitment and retention of highly talented, self-motivated people.
Gives and receives praise, direct and candid feedback, provides coaching and tracks progress.
Anticipates and embraces change management principles in an ever-changing business environment.

Communication

Engages people in honest, rigorous dialogue to generate an exchange of ideas considering diverse viewpoints.
Practices candor with tact and consideration for all.
Uses respectful language, reasonable tone of voice, and appropriate body language.
Listens actively and thoroughly and then draws conclusions and formulates responses.
When there is an issue to address, confronts it. Does not triangulate.

Problem Solving – Decision Making

Recognizes problems, analyzes root causes and quickly shares the information with stakeholders.
Gathers input from those who will be impacted by a decision prior to making it; seeks crucial, key analysis on the front-end of decisions.
Demonstrates ability to execute decisions beyond analysis.
Collaborates by proactively sharing information and negotiating across company disciplines.

Service Delivery

Interfaces with clients in an entrepreneurial spirit, with flexibility and willingness to problem solve.
Balances what is good for the client with what is good for the business.
Develops and maintains relationships that demonstrate trust and respect.

Minimum Training and Experience Required: Bachelor’s degree with a minimum of five years of experience in professional selling of high value services to decision makers. Sales experience or any combination of equivalent education and experience may be considered. Experience in healthcare market is strongly preferred. Other preferred skills include:

Conversational proficiency in real estate development and capital strategies and integrated project delivery
Conversational proficiency in selling design/build contracts
Ability to approach, engage, present, and persuade, prospects for high value business decisions
General knowledge of market analysis and marketing
Excellent listening, question asking, and follow up skills
Excellent written and verbal communication skills, to include communication with internal as well as external stakeholders, including the general public
Strong interpersonal skills and ability to identify with high level decision makers
Knowledge of key issues and needs facing the healthcare industry that can be addressed by facility and operational planning
Experience with healthcare consultative problem identification/solving
Ability to organize and prioritize personal workload and make necessary adjustments to meet deadlines
Ability to manage multiple activities and accounts simultaneously
Ability to move from concepts to concrete expression of ideas
Ability to function in a team environment and coordinate information with fellow team members a highly interactive environment
Ability to work in a high pressure environment
Good computer skills, including proficiency in Microsoft Word, Excel and PowerPoint Software.
Experience with customer relationship management (CRM) software.

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