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Assistant Director Business Development B2B Sales and Growth

Job ID: 152511
Category: Management/Leadership
Work Type: FT
Location: Philadelphia, PA, United States
Date Posted: Sep 14, 2022
Work Schedule: Per Departmental Needs

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Description

Penn Medicine is dedicated to our tripartite mission of providing the highest level of care to patients, conducting innovative research, and educating future leaders in the field of medicine. Working for this leading academic medical center means collaboration with top clinical, technical and business professionals across all disciplines.

Today at Penn Medicine, someone will make a breakthrough. Someone will heal a heart, deliver hopeful news, and give comfort and reassurance. Our employees shape our future each day. Are you living your life's work?

Department: Penn Center for Community Health Workers

Location: Philadelphia

Summary:

If you are looking for an opportunity leverage your business development and strategy acumen to scale up a nationally-recognized healthcare model across the United States, this is the position for you!
Penn Center for Community Health Workers is on an exciting growth trajectory and we are looking for a savvy, charismatic, strategic, and versatile individual to serve as an Assistant Director for Business Development. This position will identify, cultivate, and close client deals to grow the Center's business portfolio, analyze trends to identify new business opportunities and maximize revenue, and provide guidance and recommendations on products, including those in pipeline, based on market research. Reporting to the Director of Client Services and Business Development, this is a key leadership role in a growing and diverse organization.
About the organization: Community health workers (CHWs) are trusted individuals who support people to effectively address the social needs – hunger, loneliness, and trauma — that often drive poor health and high costs. The Penn Center for Community Health Workers has developed IMPaCT, a standardized, evidenced-based CHW model. IMPaCT's outcomes and compelling $2.47-to-1 return on investment have generated demand for expansion across the health ecosystem – from state Medicaid plans to integrated providers and forward-thinking payers.
Penn Center for Community Health Workers is a national center of excellence for CHW research, patient care and dissemination. Our IMPaCT model, which has been featured in Forbes, National Public Radio and the New York Times, is proven to improve primary care access, chronic disease control, and mental health while reducing hospital days by 65%. Our program has served more than 15,000 people in Philadelphia, and more than 50 organizations across 20 states are using our model, making it the most widely disseminated CHW program in the country. We are part of Penn Medicine, which provides competitive salaries and exceptional benefits, including an annual tuition benefit at the University of Pennsylvania, including the Wharton School.

Responsibilities:


Business Development
•Achieve or exceed revenue goals
•Create and pursue new business opportunities and prospects.
•Conduct sales calls, product demos and attend and make presentations at conferences as needed to develop a network and increase awareness of our services.
•Develop proposals and follow up with prospects, interfacing with the Director of Implementation, Director of Client Services, and Chief Operating Officer, as needed
•Work with the client services team to manage existing customer relationships e.g. upselling and troubleshooting
•Develop and guide marketing programs and work with third parties to implement marketing efforts, where needed
•Analyze the business development pipeline to manage new business opportunities, meet revenue targets and inform financial projections
•Prepare Sales KPIs and analyses to track activity and performance

Contract negotiation and management
•Lead contract negotiations, liaising with potential clients and our Office of General Counsel
•Research, evaluate and incorporate related requirements including Business Associate Agreements, technology requirements, state government requirements, and grant requirements in concert with Office of General Counsel
•Manage business aspects of grant-funded work, including identifying issues that have a business impact, liaising with Office of General Council, as well as the University Office of Research Services on legal issues and negotiations
•Oversee the Contract Management function

Business strategy and operations
•Provide guidance and recommendations on all products, including those in pipeline, based on available market research and competitive scan.
•Develop pricing models for new products
•Manage customer databases for marketing and sales purposes
•Manage and improve processes related to operations for customer sales and communication
•Oversee the use and integration of sales support systems including HubSpot and corporate support systems.

Education or Equivalent Experience:

  • Bachelor of Arts or Science (Required)
  • Business of relevant field 5+ years B2B sales experience in a closing role with a strong track record of success Experience in selling client services and managing customer accounts, including negotiating services agreements and licensing contracts
  • Demonstrated success in full sales cycle activities from lead generation through closing and contract negotiation
  • Master of Arts or Science

•Demonstrated success in full sales cycle activities from lead generation through closing and contract negotiation
•Experience developing marketing and public relations materials and campaigns
•Detail oriented, with exceptional organizational skills
•Ability to manage projects independently
•Polished communicator with exceptional presentation, interpersonal and communication skills
•Ability to work collaboratively, with all levels of staff, as well as outside clients and vendors
•Ability and experience presenting to senior leadership and in public forums
•Experience with mission-driven organization and / or underserved populations a plus

We believe that the best care for our patients starts with the best care for our employees. Our employee benefits programs help our employees get healthy and stay healthy. We offer a comprehensive compensation and benefits program that includes one of the finest prepaid tuition assistance programs in the region. Penn Medicine employees are actively engaged and committed to our mission. Together we will continue to make medical advances that help people live longer, healthier lives.

Live Your Life's Work

We are an Equal Opportunity and Affirmative Action employer. Candidates are considered for employment without regard to race, ethnicity, color, sex, sexual orientation, gender identity, religion, national origin, ancestry, age, disability, marital status, familial status, genetic information, domestic or sexual violence victim status, citizenship status, military status, status as a protected veteran or any other status protected by applicable law.

   Current UPHS employees must apply HERE
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