Business Development Manager

Working under the specific direction of the Patient Service Area (PSA) lead or designee, and collaboratively with other PSA leaders and key stakeholders (including all integrating functions), profitably generates revenue for a defined market by managing physician, employer, and community relationships within a complex defined geographic market. Translates the customer relationship into revenue by promoting and increasing usage of Advocate Aurora's products and services. Fulfills revenue goals by developing a business plan, providing guidance, and acting as resource in planning, managing and executing initiatives and relationships. Responsible for helping to develop specific growth plan initiatives and, the tactical execution of that plan; demonstrated improvement (increase) in performance and alignment and, as applicable, retention, from existing and new channels of patient distribution. Responsible for tracking metric performance and providing leadership reports. Consistently functioning with market intelligence, tactical excellence, and follow-through in all assigned responsibilities; and, as required or requested, maintain appropriate growth work plan documents.

Major Responsibilities:

• Develops and manages physician relationships and other channels of quality patient distribution for the purposes of growth, referral development and retention. Targets employed and physician splitters and implement key tactics to reverse referral leakage and increase AHC alignment. Identifies new physician partnerships and channel of patient distribution opportunities in key strategic specialties and build relationships to attain new business for aligned physicians and the site(s) of care.
• Assists clinics in assessing physician recruitment need by specialty. Identifies physicians and or practices for potential acquisition, employment opportunities or membership within the Medical Group and/or Physician Partners site alignment continuum and reviews new practice potential and viability.
• Develops partnerships with community groups, identifies potential opportunities, and assists in developing relationships. With a revenue-generating outcome.
• Manages and maintains new and existing relationships with key local employers to deliver high satisfaction levels and support achievement of commercial growth sales goals. Works directly with market leadership on appropriate tactical plans that deliver desired results of the corporate and market commercial growth strategies. Works collaboratively with leaders and staff both within the market and from corporate to manage key market based employer relationships. Independently initiates outreach to local employers, to promote AHC's products and services in a consultative manner that meet employer needs.
• Develops and executes business plans and strategies that produce an acceptable return, optimizes all available internal resources, and meets or exceeds individual revenue goals within a defined market. Identifies future markets, new product lines and opportunities to increase revenue for physician and employer activity. Identifies new product lines, services, and program opportunities across Advocate Aurora that will create new revenue, market share growth, or benefit the communities.
• Responsible for maintaining a broad knowledge of AHC's products and services and articulates the respective value propositions to generate sales opportunities.
• Builds productive relationships with PSA Leadership and integrative functions (peers and leaders). Attends PSA and site of care leadership meetings as required to report on challenges, activities and share critical information as it relates to the business plans.
• Actively participates in development, use and documentation of tracking reports for growth planning. Manages accountabilities by tracking and reporting results to PSA leadership. Actively supports the development and use of dashboards for reporting success related to specific growth Key Result Areas, including market trends and intelligence.
• Focuses on quality, incremental growth that is aligned to the PSA/regional growth plan, and also return a positive net income to the aligned business entities, (physician and/or site of care).
• Identifies emerging partnerships within the PSA, most often with discrete business opportunities that do not extend beyond the PSA. This business is often developed with the employer/commercial business team.

Licensure, Registration, and/or Certification Required:

• None Required.

Education Required:

• Bachelor's Degree in Business or related field.

Experience Required:

• Typically requires 7 years of experience in sales experience with minimum of 3 years in health system setting or related industry such as pharmaceutical, medical device, hospital, or SNF sales

Knowledge, Skills & Abilities Required:

• Strong self-motivation and self-direction.
• Ability to work autonomously with appropriate direction from supervisor.
• Excellent organization, time management and presentation skills.
• Excellent sales and personal sales management skills.
• Demonstrated, differentiated customer service commitment.
• Understanding of employed and independent physician practice models.
• Fundamental understanding of managed care/insurance risk.
• Attention to detail follow up.
• Excellent communication and relationship management skills.
• Ability to work with data and think strategically and behave tactically for job results.
• Well-developed work and collaboration skills.
• Comfort with ambiguity and sharing control.
• Bilingual is preferred in specific regions.

Physical Requirements and Working Conditions:

• This position requires travel, therefore, will be exposed to weather and road conditions.
• Operates all equipment necessary to perform the job.
• Exposed to a normal office environment and/or remote work environment.

This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may be required to perform other related duties.