Manager, Business Development-Healthcare

Purpose:

Focus on consistent demand generation and relationship development with identified healthcare target and strategic accounts.

Responsibility:

Expand customer base and relationships by identifying new opportunities at targeted accounts and providing support, as needed, with strategic high priority healthcare existing accounts.

Key areas you will contribute in this role include:

• Target and strategic account development (70%)
• Tradeshows/events and networking (20%)
• Market training and development with internal personnel (10%)

What you will be doing:

• Schedule and lead sales appointments at target accounts with intent to include Door Security Solutions (DSS) territory personnel, in addition to supporting DSS with strategic accounts, as needed.
• Meet annually with territory sales leadership to establish target account list, and identify additional support needed in each territory.
• Review accounts annually, share progress analysis, review KPI metrics with leadership. This review should take place in person during territory visits.
• Status, updates and Q&A through weekly dialogue with territory sales leadership via scheduled calls, territory planning meetings and/or visits). Monthly dialogue with Regional Vice Presidents.
• Plan territory visits effectively and efficiently (for example if in town for a trade show, plan other meetings). Abide by territory rules and expectations.
• Take initiatives and have collaborative discussions with DSS leadership and sales team.
• Performance metrics based on a blend of regional, national, and individual results.
• Travel up to 70% including local, regionally and nationally on occasion.

Market expertise and participation:

• Develop understanding of segment issues and drivers.
• Understand segment-specific applications; maintain contact with end user customers to become familiar with buying process and key decision makers; Participate in industry/segment and vertical market organizations.
• Be familiar with trade publications. Write articles, white papers and public relations materials; encourage case studies.
• Lead participation in trade show, summits, and other industry events.
• Earn appropriate industry certifications; participate in panels and pursue speaking engagements that support our solutions.
• Become the healthcare subject matter expert and content resource.
• Leverage social media, web assets, cloud-based technologies, etc.
• Document competitive landscape.

Program Development, Commercialization and Sales Generation:

• Using market segment knowledge and expertise in conjunction with operating companies to develop strategic growth plans, target product initiative programs, solutions blitzes, etc.  to enhance and support commercialization.
• Work with operating companies and the field to gain product approvals and industry standards (OMH, NAPHS, The Joint Commission, etc.).
• Apply knowledge of life safety, security compliance and regulatory issues and requirements.
• Translate drivers and trends into product ideas and communicate same to operating companies.
• Work with appropriate DSS Directors/Principals and leverage their team members to tailor and implement programs designed to grow the healthcare business.
• Develop presentations for use by the field (PowerPoint, interactive pdfs, etc.).
• Support the channels serving this important market including but not limited to wholesale, integrator and CHD.
• Support DSS offices at local and regional trade shows (ASHE, IAHSS for example).
• Work closely with DSS marketing to leverage and optimize the mobile fleet, particularly the Healthcare Solutions Showroom (HSS). Be part of the team to develop key targets and update routing as required.  Maintain and convey the “compelling story” of our healthcare solutions.
• Participate in Red Carpet Tours; provide vertical market overviews, etc.
• Develop monthly, quarterly and annual dashboard to report metrics associated with sales program activities and results; and take joint responsibility with the DSS leadership to drive VM specialist results and execution of key initiatives and programs.
• Play a key role in vertical market business reviews and webinars and overall alignment with the field VM specialists

Education and/or experience:

• College degree – BA/BS.
• Minimum of 5 years of healthcare sales experience, system level preferred in the Mountain and Southwest Regions.
• Group Purchasing Organization sales experience and understanding.
• Industry certifications a plus: LEED, PSP, CSI, EDAC, other.
• Experience in strategic program planning and implementation.
• Strong project management skills ability to manage multiple projects simultaneously.
• Excellent organizational and communication skills.
• Experience and training in consultative sales concepts and techniques.
• Experience in participating in and leading cross-functional teams.
• Critical thinking skills – manage through use of facts.
• Strong analytical skills – data driven decision making.
• Ability to travel up to 70% of time regionally and nationally on occasion.
• Electromechanical/electronic access control product experience a plus.
• Proficiency with Microsoft Office (Word, Excel, and PowerPoint).
• Familiarity with Salesforce.