Business Development Manager

Job Description: Business Development Manager

Nature and Scope:

Business Development Manager reports to the Vice President Operations-California. The role of the Manager combines the responsibilities of sales and public relations. The Manager maintains relationships between HALO Dx and our referring doctors within the geographic community.

Position Purpose:

The Manager is primarily responsible for implementing a marketing and sales plan to maintain and grow referrals from providers and/or physician practices to HALO Dx programs. Executes initiatives related to increasing loyalty and preference to HALO Dx among internal and external provider referral sources.

While the main contact and face of the organization, the Manager will invite other staff and clinicians to participate in sales initiatives, as appropriate, to deepen relationships and demonstrate clinical expertise.

As an ambassador for the organization, the Manager may also work collaboratively with the Commercial Marketing and Business Development division, other area Business Development Managers and team members to provide a level of service that supports HALO Dx brand in the marketplace.

General Responsibilities:

Coordinate Physician Relationships:  In addition to serving as the Manager between HALO Dx and our referring doctors, the Manager also advocates the relationships between our radiologists and the doctors we serve. This activity may involve introductions between the doctors we serve and other specialists within the community.  This activity may also include coordination of patient referrals to specialists in our community when directed by our radiologists.

Drive Referrals: The core selling responsibility of the manager is to prospect with local primary and specialty physicians to increase the number of patients the physicians refer to HALO Dx.  The Manager must meet with physicians in our local market and promote our services. Physicians need to know what HALO Dx provides to confidently refer their patients for our exams.

Business Development:

• Generate sales for assigned practices. Acts as a business partner to promote patient volume at HALO Dx in accordance with priorities set forth by the Marketing Plan and strategic initiatives.
• Develop and implement specific outreach, relationship building, and marketing plans to meet goals, in collaboration with the marketing department initiatives.
• Establish and maintain ongoing communication with referring providers and/or their office staff, including routine or follow-up visits, emails, and phone calls
• As directed by leadership, support the implementation of marketing strategies and tactics outlined in the marketing plan.
• Develops meaningful relationships with key contacts and opinion leaders including Practice Manager, Referral Coordinator, office staff, and others.
• Schedule and participate in luncheons, dinners and other events to network with patients and the clinician community.
• Strategically prepare for and plan sales calls to maximize effectiveness and support the objective for the practice and/or clinician rankings. This will be achieved through the CRM. 
• Pull a call list the week before to begin pre-call planning.
• Review the “next step” notes from the previous visit.
• Evaluate the most recent referral trend report for a current picture from the practice.
• Determine the goal for your visit.
• Review practice information to include office staff members, clinicians and other pertinent information.

Maintain a database of existing and potential referring offices through the CRM. Proactively use the database and data to enhance relationship development and accomplish organizational sales goals. This will be achieved as follows:

• Capture and maintain current information about practices and clinicians as assigned.
• Rank assigned practices and clinicians to support a pre-determined sales call schedule.
• Conduct sales calls at the established frequency.
• Record sales calls by the visit types outline in CRM. Include call details to fill in the gaps.
• Determine steps for the next sales call and set a “next sales call date” consistent with the ranking call schedule.
• Provide monthly reports of visit activity and accomplishments to supervisor.
• Review referral trend reports and modify visit type and frequency as needed.
• Identify and report service issues to the operational team.
• Monitor issue resolution in collaboration with operational team, and communicate resolution to referring offices.
• Support other specialists and/or initiatives as needed. 
• Understand the competitive landscape.

Internal Coordination:  All work and oversight provided by the Manager will align with the overall marketing goals and philosophies of HALO Dx. Additionally, the Manager will report the progress of building referrals and managing practitioner relationships. The Manager will participate with public relations campaigns and other awareness efforts to ensure local community views HALO Dx in a positive light.

Skills and Background Required:

• Graduate from a senior high school or equivalent
• One year of marketing experience preferred
• Knowledge of radiology terminology
• Excellent customer service skills
• Excellent written and verbal communication skills
• Excellent presentation skills
• Excellent interpersonal skills
• Ability to handle multiple tasks
• Ability to handle confidential information
• Ability to recognize potential problems and provide fast resolutions
• Ability to provide internal marketing assistance within radiology office
• Ability to communicate technical information to non-technical audiences
• Ability to work alone – self-motivated
• Ability to analyze data; aptitude for mathematics and statistics
• Demonstrates good organizational skills
• Ability to facilitate groups and meetings
• Working knowledge of current topics and trends in radiology desired
• Knowledge of O365, MS Suite and Adobe software applications
• Computer skills such as database maintenance, report generating, etc.
• Be well-groomed, outgoing and personable
• Availability and willingness to travel locally
• Own a reliable vehicle and possess a good driving record 
• Work requires willingness to work a flexible schedule

Inter-Relations:

• Interfaces daily with physicians, management, employee and various external clients.

Essential Job Functions:

• Office environment
• Regular/punctual attendance
• Ability to maintain high level of professionalism at all times
• Ability to speak, read, write and understand English
• Ability to work under pressure in stressful environment
• Ability to work overtime or varying hours to meet needs of client base
• Ability to lift 10 pounds occasionally
• Ability to operate computer software and hardware peripherals
• Ability to operate telephone
• Ability to maintain department supplies
• Travel required
• Some Travel required to professional seminars, meetings and conventions

Certifications/Licensure:

• Valid CA Driver’s license
• Valid Auto Insurance

Must be eligible to work in the USA

We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.