Job Description:The
Business Development Director at Baker Tilly is a senior-level, strategic role focused on accelerating growth across the firm's Tax, Assurance, and Consulting practices. This leader is directly responsible for identifying and developing new business opportunities within Hospitals & Health Systems and Ancillary & Specialty sectors in an assigned territory, while building, managing, and expanding strong client relationships.
The Director also partners with senior management to help shape the strategic direction of the Healthcare IT Consulting Practice by identifying and communicating market trends, emerging opportunities, potential new service lines, and regulatory drivers. This role is critical to the continued growth and success of Baker Tilly's Healthcare Tax, Assurance and Consulting practices.
Responsibilities:- Serve as Value Architect™ and enable/facilitate Value Architect™ behaviors-activities
- Generate a client facing pipeline & manage/lead/participate in client pursuits (i.e., client discovery, presentations, proposal (pursuit) strategy, proposal development).
- Develop a sales plan for the assigned territory and report weekly on progress against that plan to senior management.
- Utilize a broad array of sales techniques and approaches to identify healthcare IT consulting opportunities within his/her assigned territory consistent with Baker Tilly's core competencies. Approaches may include, but are not limited to, cold-calling, client visits, client entertainment, email campaigns, attendance as conferences/tradeshows and speaking engagements. Has broad latitude for determining approaches that are effective in his/her territory.
- Identify and leverage support needed to fully understand client needs, represent Baker Tilly, and close deals - i.e., technical support for calls, recruiting support, executive support, marketing support.
- Maintain and grow relationships with existing clients by maintaining regular and open communications. Ensure standards of performance are being met by assigned consultants, and satisfaction level of client. Troubleshoot issues should they arise.
- Utilize support of Business Development Manager to achieve sales goals. Provide direction and mentorship to assigned Business Development Manager in support of the Director's sales plan/initiatives/campaigns.
- Advise senior management on trends/shifts in healthcare IT (i.e. products, tools, pricing, federal requirements) that may impact company's future direction or consulting offerings.
- Negotiate service agreements and statements of work with clients.
- Maintain strict compliance with CRM (Salesforce) requirements by consistently documenting opportunity notes and all related activities, and keeping an accurate, up-to-date pipeline of qualified opportunities in accordance with firm protocols.
- Salesforce is a record of the team's level of activity and successes, and is routinely reviewed by senior management. As the company grows, the potential exists for territories to be realigned. Your input into Salesforce is the foundation upon which any successor will begin.
- Provide weekly sales updates to senior management.
- Be a good steward of Baker Tilly financial resources when planning sales trips and entertaining clients (i.e., booking more than one client visit for a trip, obtaining competitive rates for travel by planning in advance).
- Ensure client satisfaction on each and every engagement.
- Maintain knowledge of Baker Tilly's core competencies, consultants and project history to appropriately represent Baker Tilly in communications with clients/prospective clients.
- Follow healthcare trends, key clients and prospective clients in the news and social media to identify opportunities and to further develop and maintain overall acumen of healthcare tax, assurance and consulting.
- To represent Baker Tilly in sales meetings/conferences/tradeshows/user group meetings.
- To negotiate service agreements and statements of work including pricing structure and hourly rates with clients and prospective clients.
- Provide performance feedback to Business Development Manager, as well as other members of the staff (i.e., consultants, recruiting, and finance).
Qualifications: - Bachelor's degree preferred, or equivalent years of experience in lieu of a degree.
- 10+ years of experience in healthcare-focused industries or in professional services supporting these sectors (e.g., accounting, law, management consulting, municipal advising, etc.), required
- Experience selling or delivering tax, assurance and/or consulting services within healthcare, preferably with hospitals, health systems, specialty and ancillary providers, and/or healthcare IT environments, required
- Excellent sales skills and a proven track record of achieving KPI's
- Strong interpersonal skills and an ability to build rapport with internal Partners, Senior Management and stakeholders of varying levels/experience
- Driven and ambitious individual with a strong desire to succeed
- Eligibility to work in the U.S. without sponsorship required
- Ability to travel up to 50% as needed
The pay rate range for this job position is $157,500 to $256,650. Actual compensation is influenced by a variety of relevant factors including but not limited to applicant's skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Other compensation for this role may include performance and sales-based commissions. Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.
