Vice President of Development is responsible for selling the company’s wound care and HBOT contract management services to hospitals (and hospital systems) within a defined sales territory. The role includes identifying and qualifying target prospects (hospitals), coordinating the entire sales process and successfully closing the sale.
Selling a highly clinical service over a diverse, geographic region requires a VP of Development to understand both the financial and clinical benefits of the service offered. The VP of Development must be highly visible in the market(s) and develop a credible presence to expand the client base.
- Generally: Grow the business by securing new wound care and HBOT management contracts with hospitals and hospital systems within assigned sales territory
- Establish an annual Sales Plan according to market potential, the company’s overall business plan, and with specific sales goals.
- The VP of Development is responsible for maintaining an active pipeline of accounts that are in varying stages of the development sales cycle.
- Prospects are:
- hospitals and multi-hospital systems.
- C-Suite executives within these hospitals and hospital systems, typically, the CEO, COO, CFO, sometimes CNO, not usually the hospital’s Chief Medical Officer – A VP of Development must determine “who” the real decision-makers are and, “who” the decision-influencers are within these hospitals (and systems).
- Manage time efficiently / appropriately prioritizing with internal resources, traveling, following up on sales leads, time spent with prospects, etc.
- Attend company meetings, sales meetings, and various trade shows throughout each year.
- Provide accurate and concise reports on a timely basis.
- Complete assigned tasks both timely and accurately.
- Continually develop strategic selling skills, and financial acumen.
PROFESSIONAL BACKGROUND, EXPERIENCE, SKILLS AND ABILITIES
- Minimum 7 years of Sales experience.
- Minimum 5 years of experience selling services to hospitals
- where the services sold were sizeable enough,
- and had enough impact on the hospital’s business,
- where the hospital’s multiple C-Level executive(s) / buyers,
- were the key decision makers in the sales / buying process
- Strong preference for someone who can bring their own contacts at the C-level in hospitals.
- Must have sales experience where the average sales cycle was fairly long, i.e. minimum of six months.
- Strong track record of matching company value-add propositions with hospital goals.
- Ability to simultaneously manage a pipeline of multiple potential target accounts, all at various stages of the development sales cycle.
- A keen sense of urgency in moving the potential hospital client to the next action step keeping the sales cycle moving in a forward direction.
- Physician sales experience is attractive, but not required.
- Must completely understand how the feasibility study translates to a hospital’s 2-year proforma. Must also understand profitability and contribution.
- Must have a thorough understanding of financial Proforma projections as they relate to Medicare reimbursement.
Prefer a minimum of a Bachelor’s degree in a business related field or equivalent job experience.
Must be able to travel weekly (approximately 40% of the time / average of 7-10 overnights per month) as necessary to get the job done.