Business Development Specialist - Mental Health

Business Development Specialist

Position overview

Connections Wellness Group is seeking an energetic, self-motivated Healthcare Business Development Specialist with a desire to change lives. This person is comfortable creating relationships with medical professionals and gaining the trust of our Connections Wellness Group centers. This position is the main sales lead that represents Connections Wellness Group in the medical community, managing and nurturing relationships with targeted medical professionals in designated markets and with a goal of securing patient referrals. This position requires a person that has a passion for helping those needing mental health services, has strong communication skills, is attentive to details and strong follow-up and follow through. The key goal is to identify opportunities with residential treatment facilities, hospitals, physicians, EAPs, businesses, etc. and build them into long-term profitable relationships.

Core Competencies 

• Emotional Intelligence:  Has the ability to genuinely connect, build trust, actively listen, and form long term professional relationships.  The key goal is to identify opportunities with residential treatment facilities, hospitals, psychiatrists, psychologists, physicians, EAPs, businesses, etc. and build them into long-term mutually beneficial relationships. 
• Results Driven:  Motivated to achieve measurable outcomes. Using strategy and historical data to create and implement a detailed territory monthly business plan designed to attain predetermined monthly, quarterly, and annual goals.  Taking initiative to adjust the plan if necessary.  Committed to ongoing personal and professional development. 
• Client and Colleague Focused:  Must prioritize the perspectives of our clients and colleagues to ensure that the community needs are being met and we are providing excellent service that aligns with our mission, vision, and our values.  Ability to build credibility within the community and become a trusted resource contact for our colleagues and professional contacts.  
• Professional Intellect:  Ability to foresee changes in the marketplace and adjust business plans when needed.   Maintains detailed territory list, prioritizing accounts in accordance with the market sales plan, communicates weekly with colleagues to discuss sales activities, new opportunities, potential problems, organizes account related information and provides input on key partnership opportunities.  Maintaining all business management records and activities using Salesforce CRM.
• Connector Mentality:  Collaborates with multiple departments, teams, and stakeholders, including physicians, hospitals, Executive Directors, EAPs, etc. to improve CWG relationships across the community and organization. Act as a liaison between referral partners and clinic staff to provide information on CWG services, specialties, and resolve problems and maintain positive business relations.

Job Responsibilities

• Responsible for being main sales lead in respective territory by obtaining patient referrals for each clinic and representing the Company’s services to psychiatry/behavioral inpatient hospitals, psychiatrists/psychologists, primary care physician offices, insurance (payors) managed care teams, other healthcare professionals and schools.
• Conduct cold calls on residential treatment facilities, physicians, hospitals, EAPs, businesses, etc. within an assigned territory to open new referral source accounts and promote CWG through focused meetings, special events and delivers educational programs to keep referral sources current in CWG services.
• Relationships will be built by conducting effective office visits, presentations, attending conferences, and facilitating tours to educate referring and new physician partners on services offered.
• Identifies physicians' needs and offers solutions including educational opportunities, practice services and patient-based services.
• Arrange appointments, schedule and conduct physician in-services.
• Attends community events, physician events, university events and other promotional opportunities to promote Connections Wellness Group.
• Arrange meetings for clinic therapists to present their services.
• Arrange meetings for senior management with hospitals and large healthcare organizations.
• Serves as member of key associations and groups throughout the covered territory.
• The fundamental measure of success will be achieving desired patient referral targets for each clinic within designated territory.
• Works in conjunction with the Director of Business Development, Executive Directors, and other clinic staff to ensure annual business referral goals are met and to keep abreast of current service offerings at each clinic and to implement marketing initiatives for pipeline development of referring physicians.
• Communicates weekly with the Director of Business Development to discuss sales activities, new opportunities, potential problems, etc. Organizes account related information and provides input on key referral source opportunities.
• Responsible for the strategic messaging and positioning of Connections Wellness Group to each prospective referral group and to identify and report unmet needs and operational enhancement opportunities from the marketplace.
• Excellent strategic planning, organization, presentation, customer service and relational skills are required.
• Stay up to date on changing healthcare services in the territory along with the competitive landscape.
• Provide excellent customer service to patients that are referred from the healthcare offices.
• Maintains appropriate records and reports out to leadership team on weekly basis while utilizing Salesforce CRM software for management of visits, referrals and healthcare facility referral information.
• Work with marketing to refine and improve referral source marketing materials.
• Practices and reflects knowledge of HIPAA and other federal/state regulatory agencies guiding healthcare.

Requirements

• 3-5 years of field sales experience selling health care services and products.
• Must live near a major airport and in one of Connections Wellness Group’s territories.
• Comfortable speaking with physicians and other healthcare professionals.
• Experience calling on physician offices or hospitals a plus.
• Knowledge of the psychiatry and mental healthcare environment a plus.
• Daily travel necessary.
• Overnight travel will be rare.
• Proficient in the use of Salesforce CRM system a plus.
• Excellent oral presentation skills along with computer skills including Word, Excel and Presentation software.
• Demonstrated sales success and other goal achievement.
• Strong interpersonal and customer service skills and relationship building skills.

Note: Heavy travel within the territory required. Travel to other locations may be required from time to time.

Physical Demands

This position may require occasional lifting, carrying, walking, climbing, kneeling, bending/stooping, twisting, pulling/pushing, reaching above the shoulder, and sitting for longer periods of time.  Employees in this position must be physically able to efficiently perform the essential functions of the position.