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Director of Business Development 

Hospital/Facility: Coral Gables Hospital
Location: Coral Gables, FL

Description  The Director of Business Development reports to the Chief Executive Officer of the Coral Gables Hospital, with a dotted line to the Regional Vice President of Business Development.  Reporting to the Director of Business Development are 3-5 FTEs with responsibility for: business development, planning and analysis, physician “sales,” marketing, internal and external communications, community liaison. 

Historic Coral Gables Hospital is a 245-bed acute-care facility that has been serving South Dade, Latin America and the Caribbean since 1927.  Our multilingual staff reflects the diverse international community we serve.  They continually distinguish themselves with high quality ratings and outstanding service.

A boutique hospital with private and semi-private rooms, we are small enough to provide personal service, yet big enough to offer award-winning programs that continually rate among the best in the area.

Coral Gables Hospital is licensed by the state of Florida, approved to accept Medicaid, Medicare, and most HMOs, and is fully accredited by the Joint Commission on Health Care Organizations (JCAHO).

Coral Gables Hospital will meet the unique health care needs of its diverse patient population by delivering high quality, cost-effective and efficient services in a caring environment.

As a leader in healthcare, Tenet is committed to providing the best possible care to every patient, with a clear focus on quality and service.  Strong leadership is essential to delivering on this commitment, and we believe that the quality of our leaders can give us a significant long-term competitive advantage.  We want to ensure every current and future leader in Tenet is successful, and we support that through our selection and hiring process and by providing coaching and training to our leaders.

The Director of Business Development has responsibility for all aspects of business development, including growth of facility admissions and market share; physician development, recruitment and redirection; clinical program development; business planning, decision support and analytics; marketing and communication.  Key responsibilities include: 

§  Business Strategy/Business Planning - Leadership for the development and implementation of the facility’s business strategy & market positioning.  Ongoing analysis of market dynamics and market share changes, product line performance and overall tracking of business initiatives and competitive intelligence.  Responsibilities include translating data and analysis into realistic business strategy. 

§  Physician/Relationship Development – Responsibility for planning, organizing and directing activities aimed at improving relationships with local physicians and retaining and growing physician volume.  Specific responsibilities include:

o   In conjunction with CEO, monitoring inpatient and outpatient physician volume metrics on a monthly basis;

o   Discussing volume variances with physicians;

o   Establishing physician recruitment priorities based on an internal development plan (service line and medical staff) and an external community needs assessment;

o   Developing processes for successful physician recruitment and/or employment; implements as necessary;

o   Providing leadership for structured physician sales program – develops strategic priorities and sales plan using internal strategies and data; understands practice patterns, solicits opinions, promotes new services, monitors results;

o   Providing leadership for cultivating and developing relationships with local employers as it pertains to health promotion and managed care contracts;

o   Providing leadership for cultivating and developing referral relationships with other facilities, including nursing homes and other facilities.

§  Program Development – Responsibility for identifying new business opportunities based on research and analysis.  Specific responsibilities include concept development & analysis; preparing volume and financial projections; working with operations on program implementation.  Also responsible for tracking & coordinating local and state regulation as it pertains to programs in CON states.

§  Marketing – Overall responsibility for developing and implementing marketing plan to promote facility’s business initiatives to constituents.  Specific responsibilities include:

o   Conducts marketing research;

o   Oversees proactive and reactive media relations to enhance perception and preference for the facility;

o   Manages the development of screenings and seminars to promote targeted clinical services;

o   Directs the development of effective advertising/promotional campaigns and collateral consistent with facility’s business plan;

o   Directs all web-based communications including the facility web-site;

o   Represents facility in community organizations and events, including chambers, planning board meetings, non-profit boards;

o   Tracks effectiveness of marketing programs;

o   Provides direction for the facility’s foundation annual giving plan.

Qualifications

Five years’ healthcare management level experience in strategic planning, business development, market research or related executive area.

Knowledge of healthcare organization and administration and of standards and laws applicable to managing business development and planning issues with facility operations.

Knowledge of health care, strategic and financial planning.

Proven financial management skills, capable of reaching closure and timely accomplishment of objectives with a focus on P & L.

Knowledge of principles of interactive planning, participatory management and influence management.

Skilled at executing strategy and problem solving; asks the right questions, follows up and determines the facts, setting priorities based on business opportunity.  Skilled at spotting trends and developments.  Able to direct the development of business plans and pro formas.

Ability to build targeted sales and marketing lists, research in-depth business profiles on prospects and competitors, analyze market research and identify new opportunities and prospects for financial growth.

A high energy leader capable of creating and managing an effective sales pipeline and creating powerful marketing campaigns to deliver high quality and profitable business results.  An individual who is also able to develop and manage customer relationships and build loyalty, as well as develop new business leads.

Strong project management skills and follow-through from vision to execution, with measurable results to the bottom line.

An individual highly motivated to work cross-functionally in order to accomplish goals and effect change.  Someone skilled at uniting various constituencies to work together harmoniously to achieve high quality patient care.

One who believes in reaching out to physicians in a unique and innovative manner.  He/she strives to be inclusive with physicians on key decisions and meets frequently with physicians to ascertain their needs.

Excellent at team building and motivating people.  Able to identify the right people to execute strategic opportunities and motivate people to act whether they are peers, subordinates, physicians or administrators.  Skilled at accomplishing goals through others.

Someone who understands the dynamics and politics of a hospital environment and has the ability to navigate between disparate entities to successfully unite constituencies toward a common cause.

An individual who is a “pre-emptive communicator” and one that strives to proactively address issues before they become problems.

Excellent interpersonal skills; a dedicated listener, comfortable in a variety of settings dealing with diverse constituencies; a broad thinker. The ability to communicate clearly and effectively both verbally and in writing.

An individual of highest personal and professional integrity, principle and knowledge, earning respect and support when making difficult decisions and choices. Able to establish immediate credibility with peers, senior leadership, medical staff and the Board.

A collaborative and operational manager who will give employees a voice and encourage full participation of all team members.

A team player, good listener and consensus builder who truly values the input of others and their contributions, and positively responds to such input.

Please apply at executive.search@tenethealth.com

 

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