• Director, Business Development

    Job Location(s) US-FL-Orlando
    Job Post Information* : Posted Date 3 months ago(8/14/2018 11:20 AM)
    ID
    2018-3553
    Category
    Sales
  • Overview

    Increase top line revenue and bottom line results for JTP by acquiring new customers and expanding existing client relationships, as assigned. Utilize effective consultative sales and servicing strategies in order to cultivate new and expansion business opportunities for the development of long-term partnerships while creating superior value for our clients.

     

    Description

    Increase top line revenue and bottom line results for JTP by acquiring new customers and expanding existing client relationships, as assigned. Utilize effective consultative sales and servicing strategies in order to cultivate new and expansion business opportunities for the development of long-term partnerships while creating superior value for our clients.

     
     

    ESSENTIAL FUNCTIONS AND BASIC DUTIES

     

    1.       Prospecting to identify and qualify potential new clients, with a focus on MSP and Key Accounts.

    ·         Utilize tools and resources (LinkedIn, internal database, sales leads etc.) for sourcing to identify prospects. 

    ·         Cold and warm calling by phone to qualify prospects, conduct initial needs analysis and set appointments for in person visits.

     

    2.       Planning and executing Sales Strategy to drive revenue, increase profitability and market share.

    ·         Travel of approximately 50% each month to existing or potential client locations.

    ·         Acquire new customers and expand existing clients as assigned.

    ·         Conduct client needs assessment to determine their long term strategy and short term plans.

    ·         Develop MSP relationships with new and existing new clients.

    ·         Improve market share within existing clients by increasing headcount, obtaining more favorable rates and/or contract terms thus driving higher revenue for the business.

    ·         Conduct in-person demos and presentations

    ·         Negotiate with client to achieve expected bill rates and contract terms. Partner with Sr. Leadership and/or legal as needed on contract execution.

    ·         Forge and nurture relationships with key client stakeholders to build lasting relationships with prospective clients.

     

    3.       Assumes responsibility for the accurate and efficient performance of assigned accounts.

    ·         Act as liaison between clients and account managers by actively participating in issue resolution, contract negations, rate increases, etc. through phone calls, meetings, and follow up.

    ·         Interact and work in conjunction with account managers to improve client and territory penetration.

    ·         Conduct regular Quarterly Business Reviews with assigned clients.

    ·         Exercise effective consultative sales strategies and closing techniques to successfully achieve individual revenue and performance goals monthly, quarterly, and annually.

    ·         Navigate client organizations in order to cultivate relationships and referrals with relevant departments and connect with the hierarchy of decision makers.

     

    PERFORMANCE MEASUREMENTS

     

    1.          The addition of new revenue generating clients.

    2.          Incremental job orders attributed to assigned clients and newly added clients which lead directly to revenue generating placements.

    3.          Addition of new MSP accounts.

    4.          Achievement of revenue and gross margin targets.

    5.          Retention of existing assigned clients.

    Requirements

    QUALIFICATIONS
     

    Education/Certification:    Bachelor’s Degree.

     

    Required Knowledge:       Knowledge and understanding of the current issues and climate within the healthcare and overall healthcare staffing industry.

     

    Experience Required:             

    ·         5 years experience in new business development, with a proven sales track record in outstanding sales performance in the Healthcare Industry preferred. 

    ·         A strong team player with superb interpersonal skills.

     

    Skills/Abilities:                            

    ·         Ability to travel and work remotely at least 50% of the month

    ·         Communicates and works well with others in a team environment.

    ·         Ability to penetrate large corporate accounts.

    ·         Enthusiastic, competitive, results-driven and solutions-orientated with a strong work ethic and integrity.

    ·         Superior organizational, presentation and negotiation skills

    ·         Ability to thrive in a challenging environment requiring a high degree of deadline-driven productivity, commitment, adaptability, communication, initiative and follow-through.

    ·         Effective time management skills, with strong organization and prioritization abilities

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