Job Details

The Director of Business Development is responsible for increasing company revenue by developing new business opportunities and expanding existing business growth. The Director of Business Development oversees revenue-generating departments, builds strong and lasting relationships / partnerships across the community, has an in-depth knowledge of company offerings, is up to date on emerging trends, and possesses the ability to build new programs and growth strategies.

Primary Responsibilities :

Admissions

• Drive volume of referrals drive average daily census (ADC)
• Align ADC goals with operating budget
• Establish sales objectives by forecasting and developing annual sales, adjusted quarterly or on an as needed basis
• Set department goals (referral / admission) that align with operational goals
• Strategic Planning
• Analyze data to develop marketing strategies and benchmarks
• Understanding trends and results
• Set annual, quarterly and monthly sales quotas based on market potential
• Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
• Refine and clearly articulate Navian Hawaii's value proposition
• Relationship Building
• Maintain strong and long-lasting relationships with referral sources and strategic partners
• Work with customers to better understand their business needs
• Establish a culture of customer service excellence
• Build a strong customer pipeline

Motivation

• Create energy and excitement for the team, establishing clear purpose
• Embark on coaching and mentoring of team members
• Offer training and resources that will allow team members to be successful
• Build structure and processes to streamline procedure (from building the referral pipeline to handing the admission off to case management)
• Establish urgency to increase conversation rate
• Reporting
• Create annual / quarterly / monthly sales reports to effectively communicate performance
• HIS review
• Community Engagement
• Lead community partnership efforts by aligning partners with Navian programs
• Work with the marketing department and Community Liaisons in supporting Community Outreach efforts

Administration

• Develops the annual budget proposal for department areas, and maintains it throughout the year
• Assists in the development of personnel policies and monitors compliance in areas of responsibility
• Assures scheduling, supervision, ongoing education, recruitment, career development and time and attendance of departmental staff
• Serves as a member of the Navian Hawaii Leadership Team and participates in overall agency planning

Leadership

• Provides leadership, problem solving, and management decision-making and demonstrates a commitment to quality and corporate accountability
• Actively engages in the development of programs within Navian Hawaii in order to accomplish strategic objectives and other desired goals of the organization
• Maintains working knowledge of Hospice COPs, and other compliance related issues
• Demonstrates good judgement in seeking and accepting guidance, facilitates clear and honest communication with other team members and demonstrates ethical conduct and judgement that is in harmony with the mission and values of Navian Hawaii
• Demonstrates the ability to execute an effective, supportive, sensitive approach in response to the need of staff and the patient and family
• Works harmoniously with a broad range of staff, volunteers, and the community as a representative of Navian Hawaii
• Performs all other duties as assigned

Knowledge and Skills Requirements :

• Well developed business skills and ability to meet sales goals
• Outstanding negotiation skills
• Ability to plan and execute strong strategies
• Good leadership skills and ability to motivate team members (coach), manage and delegate
• Ability to build relationships
• Strong market knowledge
• Flexible and organized in planning
• Must have the ability to work on multiple tasks simultaneously, have strong organizational and time management skills and meet deadlines for tasks and projects as assigned
• Must have excellent, effective and professional verbal and written communication skills
• Must be proficient in computer applications such as Word, Outlook, Excel and other operating systems as related to job responsibilities and demonstrate the ability to rapidly become proficient in the EMR system
• Good physical and emotional health
• Current TB clearance.
• Valid driver's license and use of personal, insured, registered vehicle meeting Hawaii safety standards.
• Ability to set priorities, research, problem-solve and make independent decisions with minimal supervision by using logic to identify key facts, explore alternatives, and propose quality solutions within the scope of the job.
• Must be able to multi-task with the ability to meet multiple deadlines and possess strong organizational, planning and follow-through skills.
• Excellent written and verbal communication skills as well as the ability to communicate clearly, concisely and effectively with all levels of individuals.

Experience and Educational Requirements :

• Bachelor's degree required in business administration or related field
• At least 5 years of sales and management experience
• Knowledge of hospital / physician referral process, end-of-life care preferred
• Generally Mondays through Fridays, 8 : 00 am through 4 : 30 pm. However, position requires after hours work including weekends and holidays, as needed based on scheduling needs of the patients / families
• Travel, sometimes long distances between patient houses in a variety of settings
• On-Call rotation

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