GENERAL SUMMARY OF POSITION:
Under the general direction of the Executive Vice Chancellor (EVC), Commonwealth Medicine, the Deputy Executive Vice Chancellor, Sales and Business Development (DEVC SBD) oversees the full spectrum of activities in sales, business development and client relations. Commonwealth Medicine (CWM), the public service and health care consulting division of UMass Medical School, utilizes a unique public university partnership model to work with public health and human service agencies and other clients to anticipate, recognize and address some of the most complex problems facing at-risk, medically complex, disabled and economically disadvantaged populations.
The DEVC SBD will be responsible for leading the strategic business and tactical operations of Sales and Business Development, which includes the development, implementation and evaluation of -sales and client relations’ strategy. The DEVC SBD’s portfolio will include maintaining, sustaining and scaling current business, improving market penetration, enhancing and expanding product and service lines, diversifying revenue and identifying new and emerging markets. The DEVC SBD will contribute significantly to Commonwealth Medicine’s strategic direction and its ability to meet and exceed budget targets and financial forecasts. The DEVC SBD will collaborate with the DEVC for Operations (O), to advise the EVC, and to align investment priorities to the goals articulated in the University of Massachusetts Medical School, Commonwealth Medicine and strategic plans The DEVC SBD will develop business development investment priorities to the goals articulated in the University of Massachusetts Medical School and Commonwealth Medicine strategic plans for growth and client relations to ensure the proper allocation of capital, talent and operating expenditures. The DEVC SBD will continually evaluate the performance of the sales and business development team against the strategic plan and recommend and/or implement adjusted allocations.
The range of duties attendant to this senior-level executive position will span from internal management and operations to external business development and relationship building. The ideal candidate will leverage a large professional network, as well as outstanding interpersonal and leadership skills, to develop and sustain productive working relationships with key stakeholders and clients, including, but not limited to: the federal government; the Commonwealth of Massachusetts and other public sector partners; clinical systems and hospitals; outpatient and community-based health centers; trade associations and professional groups; consulting firms; and other health care entities. The DEVC SBD holds ultimate responsibility for the day-to-day running of the Sales and Business Development division and its strategic direction. The DEVC SBD will develop and sustain effective relationship with the EVC of Innovation & Business Development to support university goals.
MAJOR RESPONSIBILITIES:
- Lead the Business Development division and engage all business unit leaders participate in Business Development activities.
- In conjunction with the Executive Vice Chancellor (EVC), Commonwealth Medicine, set the overall strategic direction of the Sales and Business Development division.
- Plan and implement the long-term Business Development business strategies to achieve CWM’s strategic and growth objectives.
- Design a systemic approach to continuously improving CWM’s resource allocation (capital, operating and human capital) model to maximize the impact of funding decisions, business opportunities and/or market trends and to more effectively prioritize and deploy resources across the CWM enterprise.
- Collaborate with the DEVC for Operations and Entity Information Officer group to plan and implement infrastructure services required to support the technology needs of Commonwealth Medicine’s diverse organization.
- Devise a 5-year plan for Sales and Business Development for new business acquisition and work with the CWM leadership team to oversee its implementation.
- Work with Sales and Business Development leadership team to set organizational Key Performance Indicators to gauge performance in all areas of responsibilities.
- Establish a set of milestones for new business acquisition and/or expansion of existing client contracts that meets annual margin targets.
- Identify opportunities to develop and maintain a high functioning, effective business unit designed to identify, obtain and implement new business or expand existing client contracts.
- Identify opportunities to increase efficiencies and speed up processes across the Business Development division and implement new processes and procedures across the business.
- Oversight and ownership of Salesforce.
- Monitors Salesforce Administrator’s outputs and reports results to senior staff.
- In conjunction with the EVC, CWM, set the Business Development division budgets in relation, and proportional to, the margin targets of all business units.
- Meet with the CWM Director of Finance on a regular basis to review the financial performance of all business units to ensure goal achievement.
- Work closely with the Director of Marketing & Communication on sales strategy and approach to winning new business, upselling and cross-selling existing clients.
- Analyze and present opportunities for growth in the CWM market segments to drive profitability.
- Carry out regular SWOT analysis to mitigate any potential risks through industry and market changes.
- Develop productive working relationships with key clients and engage stakeholder groups to improve the quantity and quality of market/competitor intelligence and to shape the development of successful campaign strategies.
- Contribute to a coordinated communications program that effectively articulates CWM’s unique mission, vision, value and strategic goals to internal and external audiences and facilitates dialogue and decision-making among and between CWM’s business units.
- Preserve and promote CWM’s talent pool by evaluating the workforce and launching tailored programs focused on the following: increasing diversity across all levels of the organization; offering value-added professional development training and opportunities for all staff; building leadership depth; and implementing a succession planning strategy.
- Lead and/or support the implementation of strategic plans and process as well as the cost improvement efforts for the organization.
- Assist department managers in negotiating directly with clients concerning the scope, objectives, and delivery dates for projects assigned to their section. Guides managers in their project and staff management responsibilities.
- Identify necessary resources to perform project work, including mobilizing and coordinating resources from UMMS and other campuses of the University system and other universities; monitors work progress, including data analysis and report development, and oversees its timely completion.
- Oversee communications with CWM clients regarding projects within the specified content area and ensures coordination of these projects.
- Delivers presentations of project results to University and state agency officials and staff as well as statewide, regional and national audiences; disseminates results through reports and academic publications.
- The DEVC SBD will develop and sustain effective relationship with the EVC of Innovation & Business Development Department to support university goals.
- Perform other duties and responsibilities as required.
REQUIRED QUALIFICATIONS:
- Bachelor’s degree in related field. Completion of professional level graduate work (MPA, MBA, or MPH) preferred.
- Ten years of experience, or equivalent, in health care consultation, that includes progressive and proven success in design, execution and evaluation of organizational growth strategies, identifying new market and/or product opportunities, overseeing go-to-market strategies with accompanying technology solutions in complex, matrixed and diverse organizations, and allocating resources and capital to achieve strategic, operational and financial goals.
- Demonstrated expertise and experience in all aspects of business development, including: account management; capture and proposal development; and relationship management.
- Knowledge of health care challenges, opportunities, and trends impacting both public sector and private clients; experience and familiarity with state and federal health care models and challenges preferred.
- Well-developed financial, operational, and technical skills, together with proven expertise in strategy, organizational design, and innovation.
- Prior experience working in a leadership and/or senior level role at a complex, matrixed, and diverse organization. A track record of exceptional leadership ability.
- Experience in planning and implementing health technology and/or data analytics solutions is preferred.
- Communication and presentation skills, both oral and written, to interact with clients and to produce reports suitable for both a public and private sector audience is additionally required.
- Ability to exercise sound judgment and negotiate with diplomacy and tact.
Must be able to carry out the essential functions of this position, with reasonable accommodation if disabled.
