Senior Vice President of Business Development

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JOB TITLE : Senior Vice President, Business Development

FLSA STATUS : Exempt

REPORTS TO : Chief Executive Officer

DEPARTMENT : Management

Job Overview

Southern Family Dental Partners is intently focused on leveraging its existing network of locations to build a leading DSO platform in the Southeastern United States.

The Company is envisioning growing rapidly through acquisition of practices of five operatories and larger with one to two doctors or more in secondary and tertiary markets, with like-minded doctors who would prefer to join a regional player over a larger private equity backed national platform.

Current practices are in Tennessee, Georgia, Alabama, and Arkansas with the intent to grow in those markets and expand into South Carolina, Kentucky, and Mississippi.

SFDP believes its story and approach resonates with doctors and that the Southeast presents a target-rich environment given the incredibly fragmented nature of the market.

The Senior Vice President, Business Development will report to the CEO and drive the formation and execution of an acquisition and development strategy for the Company.

This SVP will have primary day-to-day responsibility for sourcing, identifying, evaluating, valuing, structuring, negotiating, and closing acquisition opportunities.

Key will be this individuals' ability to cultivate and maintain relationships with dentists and bring deals to a successful close.

The ideal candidate will have proven experience in a multi-site healthcare services business, have PE experience and a proven track record identifying, negotiating, and closing high quality transactions.

The SVP will work closely with the CEO & BOD to define and execute on the Company's strategic priorities and will partner across the organization on critical initiatives in support of the SFDP's corporate growth strategy.

The SVP will be instrumental in helping lead the organization through its next critical growth phase leading to a recapitalization event in the short term.

This role requires strategic business development skills, a strong finance modeling and M&A background, an entrepreneurial mindset, and tactical capabilities with a proven track record.

Essential Functions

• Work closely with the CEO to continue to refine and implement a sound acquisition and development plan for the Company, including specific development strategies designed to achieve short and long-term growth and profit objectives.
• Analyze deal dynamics quickly to assess deals putting them in three categories, highly attractive, moderately attractive, and mildly attractive to appropriately assess and bid based on deal quality with emphasis on speed and likelihood of closure.
• Partner closely with Operations and VP of Integration on the successful transition of new deals to the Operations team in support of future growth and reputation for positive integration experiences through setting realistic and accurate expectations of the integrations process and post affiliation life.
• Review and update a market assessment and refine the M&A strategy in the Southeast, focused on achieving ambitious growth objectives.
• Serve as the day-to-day lead across all aspects of the business development process.
• Drive deal sourcing, due diligence processes, negotiation, and execution of strategic transactions, as well as be involved in the integration and post-deal management of acquisition activities.
• Actively manage a pipeline of potential acquisitions opportunities.
• Collaborate with Integrations to support the development and execution of post-closing integrations plans.
• Coordinate and drive accurate financial analysis of acquisition targets and purchase price valuation.
• Develop trusted relationships with dentists. Foster and maintain a strong network.
• Analyze acquisition targets’ financial performance to prepare financial documents, models, metrics reports and synergies assessments.
• Develop business cases for various opportunities, including deal-specific financial analysis (accounting for strategic, financial, legal and tax implications).
• Be responsible for identifying and monitoring business trend outlooks, market analysis and gathering competitive intelligence to contribute to strategic business planning discussions with leadership.
• Provide analysis of transaction trends and valuations for the DSO market; research and prepare profiles of interest.
• Oversee the project management of acquisition activities, independently develop project plans and timelines. Work collaboratively with all departments to execute on project goals.
• Implement post-merger framework and monitor deal performance of acquired practices against initial strategy, plans, and expectations.
• Work closely with legal counsel on drafting and negotiation of term sheets and agreements.
• Establish highly effective relationships with internal stakeholders
• Manage financial consultants / vendors and interns providing supplemental support to the modeling and diligence process to extend the SVP bandwidth to close deals.

PROFESSIONAL EXPERIENCE + QUALIFICATIONS

• 10+ years of relevant healthcare business development experience; multi-site / state physician practice management experience.
• Proven experience in all aspects of M&A process to include deal structuring, negotiation, execution, and closing. Integration experience a plus.
• Prior experience in a PE backed healthcare business a plus.
• Proven track record of being able to identify, negotiate and close high quality transactions.
• Expertise in financial modeling, due diligence, and M&A.
• Has implemented processes, metrics and KPI's to build a successful M&A function.
• Deep understanding of value frameworks and knowledge of financial evaluation techniques.
• Proven ability to establish trust and long-term relationships with physicians.
• Experience closing deals with doctors who have 1-6 practice locations.
• Extensive experience in deal structure development, financial analyses, transaction process management and project management.
• Data driven with skills to research market conditions and industry trends.
• Experience working on financial, legal, and operational due diligence.
• Played a significant role in negotiating deal terms and managing an acquisition through closing.
• Creative thinker with the ability to develop and explain value propositions for potential targets.
• Strong process and analytical skills, excellent interpersonal and communication skills, and possess the ability to work collaboratively with a variety of stakeholders at all levels.
• Someone who can demonstrate initiative, has a strong desire to succeed, and willing to exert the extraordinary efforts that will be required.
• High competency in managing internal and external resources and projects to achieve goals with attention to detail, and commitment to timing.

LEADERSHIP STYLE + CHARACTERISTICS

• High-level EQ with a calm demeanor.
• Above all, possess the highest level of integrity and character.
• Excellent management and relationship-building skills.
• Excellent communication skills, both oral and written, including concise writing skills.
• A self-starter who needs little direction; is highly self-motivated and can act fast.
• Team player : commitment to company success and successful relationships with peers, associates, partners, and customers not driven by ego.

Possess a cooperative attitude.

• Intrinsically optimistic : Upbeat attitude, ability to affect others in a positive way.
• Ability to learn quickly and adapt to change.
• Well organized, with the ability to prioritize workload and manage multiple priorities.
• A confident and collaborative leader with a strong bias for action.
• Strong relationship builder, both inside and outside the Company.
• Ability to create synergy within the group.
• Results and leadership oriented : inner drive to pursue result, ability to build upon opportunities, and the ability to lead / influence others.
• Possess the ability to work under pressure to meet deadlines.
• Decisive; holds people accountable.

Requirements (Education, Certifications, Knowledge, Skills, and Abilities) :

• Bachelor's Degree required. MBA preferred.
• Valid driver's license.

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