An Overview of the RoleThe Executive Director of Business Development (EDBD) is a pivotal leadership position responsible for driving the growth and success of Spectrum Medical Partners' service lines throughout Georgia. This individual will identify and cultivate strategic partnerships, secure new business opportunities, and expand the footprint and density of all service lines. A strong track record of sales leadership and business development success, combined with healthcare expertise, is essential to achieving organizational goals.
The EDBD will lead a business development team with a span of control of up to six team members. This leader will be responsible for achieving company goals, delivering service line-specific growth results, and contributing to Spectrum's overall success.
The EDBD will be expected to achieve referral objectives and key productivity metrics for each region and service line. This position provides direction and leadership to the Regional Directors of Business Development while maintaining responsibility for customer satisfaction, account growth, and market share.
A key focus of this role will be designing, developing, implementing, and executing regional and service line-specific growth plans, with an emphasis on account development. The position requires direct customer engagement, relationship building, and promotion of Spectrum's core business. The EDBD will drive results across Florida and Georgia, achieving maximum growth in alignment with the organization's strategic plan and initiatives.
As a people leader, the EDBD will be responsible for selecting, recruiting, training, and developing Regional Directors of Business Development to achieve the highest possible performance through ongoing field coaching, mentorship, and professional development. This individual will also collaborate cross-functionally with stakeholders across each service line.
The role requires regular in-person visits with targeted healthcare organizations and individuals, including, but not limited to, hospitals, skilled nursing facilities, assisted living facilities, acute rehabilitation hospitals, Management Services Organizations (MSOs), Accountable Care Organizations (ACOs), health plan
The role requires regular in-person visits with targeted healthcare organizations and individuals, including, but not limited to, hospitals, skilled nursing facilities, assisted living facilities, acute rehabilitation hospitals, Management Services Organizations (MSOs), Accountable Care Organizations (ACOs), health plans, and primary care physicians (PCPs).
The EDBD will be responsible for generating new business through new referral sources while strengthening existing relationships to encourage recurring referrals. This leader will commit to annual and quarterly business development plans, establish specific objectives, and forecast referrals monthly, quarterly, and annually.
Success in this position requires comprehensive knowledge of Spectrum's service lines and a strong understanding of healthcare market conditions. The EDBD will report activities weekly, communicate market trends, competitive activity, and growth opportunities to leadership, and consistently represent Spectrum with the highest standards of business ethics and professionalism.
Major Tasks, Duties & ResponsibilitiesLeadership & Team Development- Lead, motivate, mentor, develop, and retain a team of Regional Directors of Business Development with varied strengths.
- Select, hire, and train business development team members as needed.
- Establish an environment of high accountability, ethical behavior, and top performance.
- Work in the field to assess the overall competency and consistency of the business development team, providing verbal and written feedback to support ongoing development.
- Plan and conduct meetings at an established cadence, including weekly one-on-ones, monthly account reviews, and quarterly business reviews with the business development team.
- Engage in ongoing training to improve skills and optimize execution to meet yearly objectives.
- Sell and teach others how to sell value and solutions to Spectrum's customers.
Strategic Growth & Business Development- Present and deliver forecasting and growth tracking. Set the vision for the service lines in collaboration with service line leaders and the executive team.
- Develop and adhere to a business plan that supports the established vision, ensuring business development plans and strategies achieve Spectrum's organizational goals.
- Achieve established results and performance metrics across Florida and Georgia, meeting or exceeding annual revenue and referral goals.
- Create strategic business development plans for assigned territories that align with brand strategy, support organizational objectives, and address the unique needs of patients and referral partners.
- Establish an environment and platform for future referral growth.
- Evaluate market trends, gather competitive intelligence, and identify factors that affect current and future account growth, referrals, and profitability.
- Share relevant market information with the business development team, service line leaders, and executive leadership.
- Maximize the budget allocated to the geographic territory to support the execution of strategies and tactics necessary to achieve business goals.
- Maintain, analyze, and utilize territory data and other information to efficiently organize, plan, and execute assigned goals.
- Prioritize opportunities while helping the team improve results by securing and effectively utilizing available resources.
Relationship Building & Market Engagement- Support in-person visits, meetings, and communications with healthcare organizations and physicians.
- Build and maintain highly professional relationships with key referral partners and customers.
- Support events throughout Florida and Georgia, including conferences, meetings, and other business development opportunities.
- Collaborate extensively at all organizational levels with key internal partners, including Executive Directors, service line leaders, and providers.
- Establish strong relationships and effective operating networks that facilitate positive business interactions.
Performance Management, Reporting & Communication- Monitor key business development metrics weekly, including:
- Business development goal achievement
- Activity
- Reach
- Frequency
- Message
- Impact
- Ensure timely and accurate capture and reporting of business development data and results in HubSpot.
- Provide timely, accurate, and constructive written and verbal communications to leadership regarding expected outcomes, successes, and growth through planned monthly activities.
Education & Experience Requirements- Bachelor's degree preferred, ideally in business or a related field such as marketing or communications.
- A minimum of three years of related management experience or prior direct leadership experience in the healthcare field; additional years of experience preferred.
- Proven history of success, including at least two years of achieving or exceeding goals in a business development or similar role, with consistent performance in complex markets serving diverse customer segments.
Skills, Knowledge & Competencies RequiredLeadership & Professionalism- Demonstrated trustworthiness and integrity.
- Strong accountability for team performance through clear expectations, inspection, monitoring, and robust performance management.
- Commitment to Spectrum Medical Partners' vision, mission, core values, and culture.
- Ability to lead, develop, coach, and engage diverse teams.
- Ability to thrive in a collaborative and accountable culture while working toward common goals.
- Proven ability to retain top talent.
Business Development & Communication- Ability to communicate effectively with different audiences.
- Proven experience developing key customers and business segments related to healthcare providers and services.
- Excellent interpersonal, influencing, and communication skills, with a strong ability to engage customers productively through active listening.
- Competency in strategic planning and execution.
- Strong critical thinking skills and a solution-oriented mindset, with the ability to manage multiple tasks and competing priorities.
Adaptability & Professional Growth- A proactive, highly energetic approach, with the ability to adapt and thrive in a fast-paced, dynamic environment.
- Commitment to maintaining and expanding professional knowledge through educational opportunities, industry events, and conferences.
- Ability to learn quickly when facing unfamiliar challenges or obtaining new information, readily grasping essential concepts and underlying issues.
- Flexibility in working hours and days of work.
Technical Skills- Computer literacy, including word processing, spreadsheets, and PowerPoint presentations.
- Working knowledge of Microsoft Office.
