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Director of Business Development and Growth Strategy

Director of Business Development and Growth Strategy

OssurNashville, TN, US
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Director Of Business Development & Growth Strategy

The Director of Business Development & Growth Strategy is responsible for maximizing revenue through physician referrals, hospital partnerships, and payer reimbursement. This leader will develop and execute national and regional strategies to drive sustainable, recurring topline growth, ensuring ForMotion meets and exceeds performance targets.

The role will build and guide the business development function, leveraging data, market intelligence, CRM tools, and cross-department collaboration to position ForMotion as the preferred partner for physicians, hospitals and payers.

The Director is part of the ForMotion US Management Team and reports to the Vice President, Patient Care Americas.

Key Responsibilities

Strategic Growth Leadership

  • Develop and implement national and regional strategies to drive sustainable, recurring topline revenue growth, ensuring the company meets its performance targets.
  • Lead a data-driven growth strategy process, resulting in each market having an updated, ambitious and achievable growth plan, appropriately prioritizing new and existing referral sources, hospital partners, payers, denovos / relocations, and M&A opportunities.
  • Analyze both short and long-term market trends and customer needs to blend with the organization's strategies.
  • Provide market intelligence, threat assessment, actionable insight and analytical support to inform strategy and execution.
  • Conduct in-depth research on competitors, inclusive of referral relationships and success factors, to gain insight into business dynamics and develop programs focused on attainment of growth targets.
  • Define sales and marketing priorities based on available resources, customer needs and market analytics.
  • Monitor and continuously improve all sales and marketing campaigns.

Team Building & Management

  • Recruit, build, and guide the business development team, ensuring all members are capable, trained, and meeting performance expectations.
  • Develop and maintain bonus and incentive programs for the business development and operations teams, including target setting, education, reporting, and payments.
  • Actively engage in the talent management, development, and hiring process within the US Clinics organization to support optimal team performance.
  • Exhibit a leadership style that aligns with our values and leadership principles.

    • Referral & Partnership Development

  • Develop a value proposition and strategy that positions ForMotion as an attractive and preferred partner for hospitals, health systems, and payers.
  • Actively demonstrate the ability to articulate and sell our patient-care centers unique value proposition.
  • Develop and leverage a CRM to drive efficient, well-targeted outreach to existing and prospective referral sources and partners. Identify trends and modify strategies as needed.
  • Cultivate mutually-beneficial relationships with external referral sources, healthcare organizations, allied health professionals, payers, and hospital systems.

    • Contracting & Compliance

  • Oversee the development, negotiation, preparation, and operational excellence of payer contracts, ensuring alignment with strategic objectives, regulatory compliance, company policies and revenue goals.
  • Develop payer contracting as an organizational strength, and maintain payer relationships that maximize reimbursement and patient access.

    • Cross-Functional Collaboration

  • Collaborate closely with ForMotion and Embla Business Development, Legal, Finance, Operations, and Compliance teams to drive efficiency, consistency, and performance across the business.
  • Proactively build relationships with individuals / entities whose interests may not always be aligned.
  • Work with operations and support functions to reduce operational barriers to growth.
  • Act as a business partner with ForMotion national and regional leaders to optimize business results and promote productive, collaborative relationships.

    • Travel

  • Travel domestically up to 50% and as needed to support business development and growth initiatives.

    • Qualifications

  • Bachelor's degree in business, healthcare administration, marketing, or related field required; MBA or MHA preferred.
  • Minimum of eight years experience, including three years in a sales or business-development-oriented healthcare position.
  • Proven ability to lead and develop a high-performing business development team.
  • Proven track record of delivering results through strategic methodologies / thinking.
  • Proven experience working successfully with physician, physician group, payer, hospital, and health system customers.
  • Demonstrated executive relationship management, sales and contract negotiation skills.
  • Ability to articulate the organization's value proposition to referral sources, patients, and other related stakeholders.
  • Demonstrated ability to develop and implement strategies and bring them to fruition.
  • Comprehensive knowledge of the healthcare environment, including payer sources and reimbursement.
  • Strong interpersonal, influencing and communication skills and the ability to work effectively with a wide range of constituencies, and at all organization levels.
  • Strong critical thinking skills and the ability to effectively analyze, summarize, and effectively present data.
  • Proven experience in driving a diverse and inclusive culture.
  • Demonstrated ability to build and maintain relationships with individuals / entities whose interests may not always be aligned.
  • Proficiency in Microsoft Office and CRM software.
  • Ability to travel independently.
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    Director Of Growth • Nashville, TN, US