The purpose of this job is to serve our members, customers and co-workers.
The Business Development Manager is responsible for developing and activating organizational sales for ACHE’s Leadership Development portfolio, including Choice Programs. Working in collaboration with the department of marketing for lead generation, the business development manager will own the sales cycle and drive to achieve organizational goals and revenue targets.
General Sales Responsibilities 80%
Drive complex and consultative sales involving multiple product groups.
Drive business development activities including: opportunistic strategies, lead generation via client-base prospecting, opportunity qualification, needs assessments, deal management, competitive positioning, product demonstrations, proposal preparation and delivery, and contract development.
Identify, organize, and focus the resources required to secure customer agreements.
Sell ACHE Leadership Development solutions to key decision makers within healthcare organizations.
Provide post-proposal issues resolutions.
Achieve goals and revenue targets.
Identify opportunities for new product development based on customer input and market need.
Work closely with other departments and finding opportunities to cross sell
Review key engagement and revenue metrics to optimize future campaigns.
Analyze and report on performance, including insights and recommendations for improving results
Support the creation of automated reports for stakeholders with an emphasis on ROI attribution, and actionable metrics
KNOWLEDGE AND SKILL REQUIREMENTS
Demonstrated success in managing complex sales accounts.
Ability to understand program integration depth and breadth for cross selling products and services.
Must have demonstrated success selling business services or products to decision makers in the healthcare space.
Excellent integration skills, able to envision steps in a team process and flawlessly execute in coordination with others.
Ability to work independently and prioritize effectively in a fast-paced, results-driven environment.
Lead generation skills.
Innovative and creative thinking.
Organized and attention-to-detail approach.
Excellent verbal, written and presentation delivery skills.
Bachelor’s degree in sales and marketing, business development, or relevant experience required. Master’s degree preferred.
Five to seven years of sales account experience required with subject matter expertise in health system and hospital segments.
Must have healthcare knowledge and the ability to understand the portfolio of products and services we offer.
Proven ability to drive sales and generate new business in a healthcare environment.
Must be a confident and experienced negotiator able to drive revenue.
Ability to manage timelines and meet deadlines.
Must have regular and predictable attendance.
Travel to client locations.
About American College of Healthcare Executives
The American College of Healthcare Executives is an international professional society of more than 40,000 healthcare executives who lead hospitals, healthcare systems and other healthcare organizations. ACHE is known for its prestigious FACHE® credential, signifying board certification in healthcare management, and its educational programs including the annual Congress on Healthcare Leadership, which draws more than 4,000 participants each year. ACHE's established network of more than 80 chapters provides access to networking, education and career development at the local level. In addition, ACHE is known for its periodicals, the Journal of Healthcare Management and Frontiers of Health Services Management, as well as groundbreaking research, career development and public policy programs. ACHE's publishing division, Health Administration Press, is one of the largest publishers of books and journals on all aspects of health services management including textbooks for use in college and university courses. Through such efforts, ACHE works toward its goal of being the premier professional society for healthcare executives dedicated to improving healthcare delivery.
Located in downt...own Chicago, the association has a staff of 100, a budget of $24MM and total assets of $49MM. Values of the organization include integrity, lifelong learning, leadership and diversity. The organization is governed by a 15-person Board of Governors.
Professionalism and educational advancement are core staff beliefs, with ongoing career development and enhancement. Several senior staff have been in their positions for more than 10 years, representing significant continuity and organizational commitment. ACHE staff members are recognized both nationally and locally within the association community as role models for the profession. For additional information, please see www.ache.org.