Vice President of Business Development, TCIS

Description

We currently have a hybrid work environment.

A wholly-owned subsidiary of the Tennessee Hospital Association (THA), THA Center for Innovative Solutions' (TCIS) primary focus is on driving value to Tennessee's hospitals by improving members' operational effectiveness and financial margin. TCIS also supports THA members through programs and partnerships which deliver high value.

JOB SUMMARY:

Under the direction of the Senior Vice President (SVP) of THA Center for Innovative Solutions (TCIS), the person in this position has responsibility with TCIS for member relations as assigned, product sales, and business growth to attain yearly revenue goals, oversight of select key business relationships and new business development.

ESSENTIAL FUNCTIONS OF THE JOB: 

All Areas

1. The ability to adapt to a changing work environment and meet challenges presented throughout the day.

2. Must be available in the office during regular office hours unless hybrid work arrangement is in place or job responsibilities require otherwise.

3. Must be available for out-of-town travel, including overnight, approximately 50 percent of the time, be able to drive an automobile and maintain a valid driver's license.

Member Relations and Product Sales

Under the direction of the SVP of TCIS, this position has responsibility within TCIS for member relations in order to create an environment with assigned THA members that fosters a welcoming spirit as opportunities are identified and presented. While other TCIS staff will have relationships with members as well, this position will have a more direct and primary focus than others. 

This will be accomplished by:

1. Making personal visits at hospitals, system corporate offices and other locations, as appropriate, to inform them of the opportunities within TCIS and support TCIS and its vendors in securing contracts for services.

2. Developing and maintaining effective relationships with key individuals in all assigned hospitals and health systems. This includes C-Suite members, other key senior management, department directors and appropriate corporate office personnel.

3. Cultivating close relationships with THA's affiliate groups by attending their meetings (virtual and/or in- person).

4. Effectively managing and communicating with leadership members to offer and evaluate opportunities.

5. Working with key TCIS staff to ensure that all areas where relationships are needed are appropriately addressed/given attention.

6. Working with key business partners to influence member receptivity, as appropriate.

Oversight of Key Business Relationships and Select Owned Programs

1. Responsible for management of relationships with key business partners. Facilitate group discussions among C-Suite, Senior and Middle management.

2. Responsible for continued development and improvement of "owned" programs as assigned.

New Business Development

1. Monitors requirements of THA members relative to services needed and the right mix of vendors/programs required to provide those services.

2. As part of the TCIS team, develops new opportunities, goals and growth activities which foster positive relationships. Develops, creates, and implements business relationships and/or programs that contribute to the overall goal of bringing value to members and revenue to THA, which includes identification of these opportunities and potential members to match with an opportunity, due diligence review, customized outreach to potential targets, and contract negotiation and implementation.

3. Engages THA members in a consultative selling experience to develop a strong business case for the member to agree to meet with a TCIS partner.

Vendor Approval Process

1. General oversight of the overall review, negotiation, and approval process.

2. Directs and leads the value matrix execution and evaluation.

3. Directs the due diligence reviews of all vendor applicants.

4. Ensures the collection and understanding of all data and information necessary to make an informed decision.

5. Determines the suitability of vendors and the type of vendor relationship to be considered.

6. Negotiates with vendors to maximize TCIS and member value.

7. Responsible for the timely presentation to management and board of all vendors selected for Strategic Partner status.

8. Assists the Director of Marketing with the Recommended Solutions approval process and assures adherence to established procedures for vendor approval.

Vendor Management

1. Builds and manages relationships with vendors and continuously measures customer and vendor satisfaction.

2. Develops annual goals and initiatives with each TCIS vendor and oversees and directs the implementation of annual initiatives as mutually agreed (i.e., monthly check-in calls). Holds a strategic kick-off meeting with each vendor.

3. Assures vendors' contractual performance by monitoring and reviewing financial and operational objectives-oversees contractual relations to ensure vendors meet or exceed obligations.

4. Works with Director of Marketing to assure that all marketing and promotion endeavors are in sync with vendor goals and initiatives.

5. Addresses minor disputes and contractual management. 

6. Serves as a liaison between the member and the. TCIS vendor partner.

Leadership/Management

1. Participates in TCIS strategic planning process to include:

a. Strategic thinking to assist in the development of future directions and overall goals.

b. Assuming total responsibility for development of select new product lines and programs.

2. Assists with the TCIS Board of Directors to include planning, presentations, etc.

3. Serves as senior leader of TCIS in absence of the SVP.

4. As a member of THA Senior Management staff, participates in THA related activities as directed.

5. Partner with internal THA Senior Leadership and Team as well as Affiliate Groups to see how TCIS can help with providing education and/or subject matter experts to meetings or events.

DIMENSIONS:

Dollar value: >$1.5 million 

ORGANIZATIONAL STRUCTURE: (Positions reporting directly to this position)

None

GUIDANCE & DIRECTION: (Policies, precedents or procedures that guide this work)

1. TCIS strategic plan delineates departmental goals.

2. The TCIS Board of Directors approves goals and objectives and reviews/approves vendor partnerships and program development.

3. The TCIS Senior Vice President provides direction in keeping with established goals, objectives, and policies.

4. "Due diligence" process must assure competence and integrity of vendors.

Requirements

EDUCATIONAL AND EXPERIENCE REQUIREMENTS NEEDED TO PERFORM THE DUTIES OF THE JOB:

Bachelor's degree required. Master's degree is a plus.

At least ten years' experience in the healthcare industry is required. Experience working in a hospital is a must.
 

SKILLS REQUIRED TO PERFORM THE DUTIES OF THE JOB:

1. Must have in depth knowledge and understanding of the healthcare industry in general and hospitals and be knowledgeable of healthcare trends and directions in order to anticipate/determine future membership demand for products/services and determine which products and services to pursue.

2. The ability to determine appropriate markets to enter that will provide the greatest value for member hospitals and THA. Vendor selection must reflect "ahead of the curve" thinking to satisfy "value" demands.

3. Must be able to communicate effectively while giving presentations both to individuals and to groups.

4. Must have effective "sales" and marketing skills to present programs/vendors to hospitals.

5. Must have a strategic mindset to be able to prioritize membership needs with vendor partners.

6. The ability to negotiate relationships with vendors that meet the needs of member hospitals and TCIS. Negotiations with vendors include both "discounted pricing" for members and "revenue share" for TCIS.

7. The ability to develop relationships with key C-Suite, middle and senior managers of member hospitals that establish a foundation for business development.

8. The ability to identify, develop and implement new business ventures, including relationships with "partner" organizations as well as internally developed and managed ventures.

9. General business skills including business development, finance, accounting, management, sales, and marketing.

10. Interpretive skills to take ideas from concept to implementation and operations.

11. Must effectively interact with others, including in social settings, with people that are minimally known.

12. Must have the ability to oversee and manage day-to-day aspects of key business ventures.

13. Must be a self-starter.

14. Must have the ability to work unsupervised.

15. Must be able to take general directions and translate that into productive work.

16. Must have a basic understanding of standard office computer applications such as Microsoft Outlook, Word, Excel, PowerPoint, etc.