Healthcare Business Development Manager

About Xtend Healthcare
Xtend Healthcare is a revenue cycle management company focused exclusively on the healthcare industry. The company's services range from full revenue cycle outsourcing, A/R legacy cleanup and extended business office to coding and consulting engagements. As part of Navient (Nasdaq: NAVI), Xtend taps the strength and scale of a large-scale business processing solutions company. Learn more at www.xtendhealthcare.net

THIS POSITION IS REMOTE (WORK FROM HOME).

The Business Development Manager (Central Region) is responsible for identifying market opportunities to meet or exceed established growth goals. Position is responsible to increase quality of leads generated by targeting specific prospects and improve lead qualification through research and scheduling of prospect calls. This position must establish and maintain strong relationships with individuals that have influences in our target markets, current and prospective clients regarding product and service offerings, company initiatives, and industry initiatives. Partner closely and develop new business in coordination with Regional Vice Presidents.

Develop and implement a marketing plan focusing on prospecting and networking to develop relationships that result in sales opportunities. Utilization of CRM tool (SalesForce.com). Attending and representing company at Regional shows. Travel approximately 50%.

JOB SUMMARY:

1. Establish and execute against new business strategies.

• Develop and execute effective short and long term sales strategies for identifying and securing prospective customers.


• Maintain prospective customer profiles for all non-customer states.


• Maintain standard reference of information needs to evaluate the portfolios of prospective customers for full-system servicing and “a la carte” servicing options.


• Work cooperatively with key departments within Xtend to develop volume projections and strategies.

2. Industry knowledge and development efforts for Xtend’s sales team.

• Identify and evaluate current market and potential new targets.


• Research new markets that correspond to our core competencies


• Aid the sales teams by identifying attractive leads and keeping track of upcoming RFP releases.


• Review RFPs prior to Management review to qualify them.


• Gather market intelligence on RFPs and aid response team in developing a tailored response.

3. Sales activities – Direct contact and networking with industry.

• Perform calls and meetings with perspective clients.


• Utilize the current sales team to mine this relationship.


• Work with internal teams to develop sales presentations to capture business opportunities.


• Maintain excellent client relationships with existing and potential clients.

MINIMUM REQUIREMENTS:

• Bachelor's degree in business, marketing, sales or public administration (additional equivalent experience above the required minimum may substitute for the required level of education)


• 5+ years of experience in sales/business development (additional equivalent education above the required minimum may substitute for the required level of experience)


• Preference for experience in the healthcare industry


• Healthcare industry, public and/or private


• Proven track record of developing new businesses


• Excellent ability to articulate of Xtend’s value proposition and offerings


• Demonstrated initiative / personal drive in accurately identifying and qualifying leads


• Ability to network with clients’ key decision makers


• Ability to manage multiple client buyers


• Ability to multi-task, prioritize and manage time effectively


• Excellent planning / systematic organization skills to conduct calls and follow up on meetings


• Excellent interpersonal and communications skills

PREFERRED QUALIFICATIONS:

• Aptitude for sales to state agencies and private, non-profit guarantors


• Excellent presentation skills


• Excellent written and oral communication skills


• Excellent personal computing skills with good general knowledge of the corporate standard software offering: Sales Force, Word, PowerPoint, Excel, GroupWise, etc.


• Ability to think strategically


• Strong relationship-building and negotiation skills


• Ability to work cross-functionally and as part of a team


• Willingness to travel up to 50%