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Regional Business Development Director

Regional Business Development Director

Cross Country HealthcareChicago, IL, US
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Overview

Cross Country is looking for top talent to join our team! Cross Country is a market-leading, tech-enabled workforce solutions and advisory firm with more than four decades of industry experience and insight helping clients tackle complex labor-related challenges. Diversity, equality, and inclusion are at the heart of the organization’s corporate social responsibility program and align with our core values to create a better future for its people, communities, and stockholders. Recently named one of the ‘Top Places to Work’ by US News & World Report and a Most Loved Workplace by Newsweek Magazine, Cross Country is committed to excellence in service delivery and was the first public company to earn The Joint Commission Gold Seal of Approval for Health Care Staffing Services Certification with Distinction.

Basic Purpose

Responsible for achieving sales and business development targets within a specified industry or geographic area within MSN. Primary responsibilities include closing new business in the regional Acute facilities and targeted larger non-Acute facilities, new business development planning / forecasting, pipeline management, successful execution of the sales cycle, and attainment of client wins. You will work directly with your local Regional Managers to collaborate on growing new accounts and business while Regional Managers focus on expanding and growing existing accounts. Accountable to drive client acquisition and revenue growth through a solution-oriented, consultative sales approach in an organization with a continuous improvement culture.

Essential Functions

  • Primary responsibilities include focus on Acute hospitals and larger non-acute opportunities and closing new business.
  • Collaborate with your local Regional Managers to grow new accounts and business while the Regional Managers focus on expanding and growing existing accounts.
  • Sales – Develop, identify and qualify new business opportunities through strategic prospecting and account planning to meet and exceed client acquisition targets. Lead the entire sales cycle from prospect identification to contact approach (all levels), needs assessment, opportunity development, solution design, response to RFPs, sales presentations, contract negotiation and opportunity closure.
  • Pipeline Development – Proactively target prospects and establish / develop relationships with key decision makers. Achieve targets for pipeline development and prioritization based on established criteria.
  • Post-Sales Activity – Coordinate with CCH resources for deployment of the client solution.
  • Business Development – Develop and maintain strong, long-lasting client relationships using a consultative selling approach to create new demand and achieve revenue growth targets.
  • Analytics – Maintain accurate sales forecasts and related reporting requirements.
  • Leadership – Lead and coordinate with functional department resources supporting proposal development and the review of deals for financial impact, cost, pricing, risk, and benefits.
  • Collaboration – Work with Workforce Solutions leadership to ensure alignment of Sales & Business Development, Implementation & Quality, Operations & Relationship Management, and Consulting Services. Assist marketing and business development domestically and globally to support sales initiatives.
  • Adherence to Company Systems – Enter client / prospect interactions into CRM timely and with required detail; maintain information in other company systems as required.
  • Cross Practice Awareness – Foster cross-practice awareness and collaborate to optimize sales opportunities.
  • Change Management – Help lead change initiatives in support of the company’s continuous improvement approach.
  • Performance Management – Participate in the company’s performance management process and pursue professional development aligned with business objectives.
  • Networking – Network with industry contacts, associations, trade groups, and current / former employees.
  • Promote Cross Country and represent the company to support recruitment and other business needs.
  • Competitive Analysis – Monitor client, market, and competitor activity and provide feedback to leadership.
  • Travel / Field Time – Expect 30+% of time in-person with prospects and clients to develop key business relationships.

Must have the ability to perform the essential functions of the job with or without reasonable accommodation.

Qualifications / Education / Skills

Knowledge / Behaviors

Required Skills

  • Minimum 5 years’ sales experience required. Workforce Solutions background with Staffing and Healthcare preferred.
  • Proven track record of achieving sales and business development targets with a strong client orientation.
  • Demonstrated ability to articulate service offerings and position them against the competition.
  • Excellent communication, presentation, and negotiation skills.
  • Demonstrated ability to influence credibly at all levels, including executive and C-level.
  • Technical skills in sales / account planning.
  • Highly motivated and organized self-starter.
  • Ability to work collaboratively with colleagues and manage multiple priorities.
  • Problem analysis and resolution capability.
  • Proficient in Word, PowerPoint, and Excel.
  • Commitment to Cross Country’s core values – integrity, respect, collaboration, empowerment, and responsibility.
  • Preferred Skills – Knowledge of Talent Management industry / business model; industry knowledge pertaining to the specific job opening; experience with CRM applications.
  • Education – Bachelor’s degree in business, sales, marketing or related field or any equivalent combination of education and sufficient experience to perform the essential functions of the job.

    Company equipment (laptop, monitor, keyboard, mouse, headset) will be provided directly to you for use during employment.

    Benefits

    Cross Country offers a competitive compensation, benefits, and wellness program, including Medical, Dental, Vision, Life and Disability Insurance, Voluntary Insurance, 401(k) plan, Tuition Assistance, and Pet Insurance. The company offers Wellness options through Burnalong, including an online platform of classes and programs and local gym access.

    Cross Country is an EEO employer - M / F / Veteran / Disability.

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