Director of Business Development

Overview

At SCA Health, we believe health care is about people – the patients we serve, the physicians we support and the teammates who push us forward. Behind every successful facility, procedure or innovation is a team of 15,000+ professionals working together, learning from each other and living out the mission, vision and values that define our organization. 

As part of Optum, SCA Health is redefining specialty care by developing more accessible, patient-centered practice solutions for a network of more than 370 ambulatory surgical centers, over 400 specialty physician practice clinics and numerous labs and surgical hospitals. Our work spans a broad spectrum of services, all designed to support physicians, health systems and employers in delivering efficient, value-based care to patients without compromising quality or autonomy.  

What sets SCA Health apart isn’t just what we do, it’s how we do it. Each decision we make is rooted in seven core values: 

• Clinical quality 
• Integrity 
• Service excellence 
• Teamwork 
• Accountability 
• Continuous improvement 
• Inclusion 

Our values aren’t empty words – they inform our attitudes, actions and culture. At SCA Health, your work directly impacts patients, physicians and communities. Here, you’ll find opportunities to build your career alongside a team that values your expertise, invests in your success, and shares a common mission to care for patients, serve physicians and improve health care in America.    

At SCA Health, we offer a comprehensive benefits package to support your health, well-being, and financial future. Our offerings include medical, dental, and vision coverage, 401k plan with company match, paid time off, life and disability insurance, and more. Please visit, https://careers.sca.health/why-sca, to learn more about our benefits.

Your ideas should inspire change. If you join our team, they will. 

Responsibilities

As part of SCA Health’s vision to be the partner of choice and growth leader in the industry, the Director of Business Development will ensure appropriate collaboration, growth focus, and partnership across SCA Health. A Director of Business Development demonstrates a teamwork mentality, is entrepreneurial, self-driven, analytical, organized, proficient in verbal and written communication, and has experience in achieving sales growth goals. The success of this role is highly dependent on navigating multiple relationships with key internal and external stakeholders leveraging high emotional intelligence and executive presence.

Key Job Description:

• Live SCA Health’s Values.
• Lead the “SCA Health Way,” which is focused on:
• The highest standards of integrity in all respects.
• Strategically driving growth opportunities in all areas that positively impacts the market, facilities, and physicians.
• Delivers a high-performance values-based strategic growth plan to position SCA Health to deliver on its commitments and be selected as the partner of choice.
• Support assigned market to meet/exceed facility growth goals.
• Success is measured by overall teammate performance to assigned facilities.

• Work with the center operations team to develop a clear strategic recruitment plan for the center. Plans should prioritize physicians based on the SCAH Business Development Management Process.
• Strategically define targets and build/manage a recruitment plan in coordination with facility operations and physician leadership.
• Cooperates and supports facility clinical quality objectives providing transparency and collaboration on physician recruitment pipeline and SoP physicians.  Engages Clin Ops and SSL to deliver red carpet onboarding.
• Canvasses the market to recruit physicians and manage onboarding into ASCs. Identifies opportunities to launch or expand new service lines in collaboration with the SSL team.
• Works as a team with Business Development leadership, Operations, and facility leadership to create and execute strategic growth plan.  Develops and effectively communicates value proposition to internal and external stakeholders. Cultivates key physician relationships.
• Manages day-to-day physician relationships and engagement to drive physician recruitment, retention, and SoP. Leads and organizes physician red carpet onboarding in partnership with facility CLT.  Contributes to external stakeholder relationships but not the primary owner.
• Promotes SCA Health’s Value.  Engages in peer learning, supports and promotes teammates for championing the mission.
• Works to be the market expert of the specialist landscape through relationships with industry, physicians, vendors, health systems and CDOs.  Translate expertise to drive recruitment, retention, share of practice.
• Drive physician recruitment, retention and maximize volume.  Develop joint work plans, roadmaps, and pilot programs with partners.
• In partnership with the operations team determine a specific value proposition for the facility based on position in the local market and the optimal physician mix.
• Leverage existing contacts and network amongst the healthcare community to gain access to the most productive physicians.
• Successfully oversee the credentialing and on-boarding process of new physicians though their initial cases.
• Help disseminate best Sales and Business Development practices across the region and SCA Health.

Key Responsibilities:

• Responsible for geography spanning 2-5 facilities.
• Ability to travel to support assigned facilities in market.
• Develop a clear strategic plan for each facility in collaboration with Operations and other business units.
• Responsible for utilizing the Business Development Management process utilizing established best practices, including, but not limited to, Growth Meetings, Monthly Action Plan Reviews, and Salesforce pipeline reviews.
• Responsible for utilization and timely report documentation of physician calls and field visits via Salesforce CRM.
• Responsible for regular in person 1:1’s with RVP to review planning, goals, and performance. Own established sales and management goals and drive results on consistent basis.
• Provides direction to the Operations and Finance Team for operation budget planning for supported facilities.
• Conduct themselves according to the values of SCA, acting as role model to teammates and demonstrating full commitment to all tasks necessary to ensure a highly successful outcome in every encounter.

Qualifications

• Strong mission, vision, and values fit with the SCA Health organization
• 5+ years of experience in Sales/Business Development working directly with physicians
• Demonstrated understanding of the ASC business model through direct or indirect experience (i.e., device rep, ASC Business, Etc.)
• Extraordinary communication and interpersonal skills resulting in proven relationship building capability
• Demonstrated leadership abilities, with experience working with teams and in collaborative efforts to achieve results
• Ability to work independently, networking and calling on all resources/contacts needed to successfully achieve objectives 
• Ability to closely track progress against a plan and strict adherence to deadlines
• Ability to synthesize information to report to leaders and other business units
• Emotionally mature and personally secure—self-aware and accepts constructive feedback

The Director of Business Development will report to the Regional Vice President of Business Development.

USD $110,000.00/Yr. USD $125,000.00/Yr.