Business Development Director (Health System Sales)
Company Description:
innovaTel is the leader in providing tailored behavioral health staffing solutions that address the growing workforce challenges and administrative burdens that provider groups face across the country. innovaTel partners with clinical organizations including health systems, CMHCs, CCBHCs, FQHCs to serve the behavioral health needs of both adults and children across the entire care spectrum including psychiatric evaluations, therapy, medication management, patient education and consultations. In addition, innovatel provides end to end wrap-around support services inclusive of recruiting, licensing, credentialing support, management, and clinical workflow optimization.
Quartet is a leading tech-enabled behavioral health company that works with health plans, systems, and provider groups to deliver speed to quality behavioral health care for all. Quartet advances quality care as defined by four measures: speed to care, seamless patient experiences, improved health outcomes, and affordability for patients.
In 2021, Quartet acquired innovaTel and are now coming together to deliver on our shared mission, delivering speed to quality mental health care for all. Together, we are deeply committed to growing a diverse team and an equitable and inclusive culture where all team members are empowered to be themselves and do their best work. We know this is vital in realizing our shared mission to improve speed to quality mental health care for all.
Position Overview
innovaTel Telepsychiatry’s Business Development team is on the leading edge of our company’s mission to improve access to care and addressing workforce challenges that exist across the nation. Reporting to the Senior Vice President of Care Delivery, the Business Development Director (Health Systems) is responsible for the overall achievement of our company's new store sales targets and supporting expansion of existing business. The role directly manages a team of sales professionals while directly driving the planning and execution of our health system and community based provider (CMHCs, CCBHCs, FQHCs) go to market strategy. The role will advance opportunities from identification to contract closure by working with key external and internal stakeholder including Marketing, Legal, Customer Success, and Implementation related teamseducate key decision makers on the services and value Innovatel provides to meet their patient demand and administrative challenges
The role will have both individual and team based sales targets. This role is responsible for fostering interest and developing a qualified pipeline of healthcare leads within a defined geography and / or customer segment. The individual will have a passion for behavioral health and experience in working with community based providers, specifically driving opportunities with health systems.
Job Responsibilities
Leader Based
- Achieve overall sales goals by generating and closing business with health systems, CMHCs, CCBHCs and FQHCs
- Direct the efforts of a sales team of two Business Development Executives, ensuring pipeline volume and quality for each associate
- Determine sales targets in partnership with organizational leadership
- Partner with Marketing, Sales Operations, and Customer Success in the development of a go to market strategy to achieve quarterly and annual sales targets
- Organize, manage, and develop the sales team to achieve individual targets
- Optimize the overall sales process in partnership with key stakeholders to maximize close rates, gross margin achievement, and implementation success
- Ensure tools, resources, and collaterals are in place to support the sales process
- Provide sales performance readouts on progress to goal and action plans for success
Individual Contributor Based
- Direct and conduct research on target clients to make initial outreach relevant and informed
- Convey Innovatel’s value proposition to prospects while overcoming objections
- Accomplish a high volume of daily outreach & follow up through video, phone, and email
- Evaluate customer growth opportunities for appropriateness to advance through sales process; qualify opportunities based on operational realities and organizational strategy
- Ensures that all outreach activities adhere to organizational sales objectives and requirements
- Construct a prospective sales pipeline and actively forecast closings, manage pipeline from qualified lead to close and document all next steps in Hubspot
- Initiate more in-depth meetings to include innovaTel clinical leaders and workflow discussion
- Build strong relationships with Customer Success team to manage existing customers with growing needs for upsell opportunities
- Work cross-functionally with internal stakeholders whose involvement is required in the sales process, including operations, finance, and legal
- Close quality business that will be sustainable long-term and are in accordance with the Company’s profitability parameters
Minimum Qualifications
- Proven success as a sales manager for 10+ years
- Behavioral Health and healthcare experience preferred
- Experience selling into health systems and community based provider groups
- Proficient with Microsoft Office Suite and Google Suite
- Proficient with CRM platforms such as HubSpot
- Bachelor’s degree required
Preferred Qualifications
- Ability to handle multiple projects simultaneously and work under pressure
- Strong organizational and project management skills
- High energy with a strong internal motivation to succeed
- Professional written and verbal communication skills
- Positive attitude and the ability to follow and execute on a plan
Compensation
The base salary for this position will range from $135,000 - $175,000, commensurate with relevant candidate experience.
This role will also be eligible for our commission-based incentive program with uncapped commission potential.
Our Benefits
We're proud to offer the following benefits to our team members:
- Unlimited PTO and paid holidays
- Paid parental leave
- Robust medical, dental and vision insurance plans
- A 401(k) plan with employer match
- Mental health benefits via our EAP
- 100% employer-paid life insurance, short-term and long-term disability insurance
- Annual learning & development budget
Hiring at Quartet & InnovaTel:
Quartet and innovaTel actively encourage applicants of all backgrounds to apply and is proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ancestry, religion, national origin, sexual orientation, age, citizenship, marital or family status, disability, gender, gender identity or expression, pregnancy or caregiver status, veteran status, or any other legally protected status. To perform this job successfully, an individual must be able to perform essential job duties - reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions. If you require assistance in completing this application, interviewing, or otherwise participating in the employee selection process, please direct your inquiries to talent@quartethealth.com
Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Quartet and innovaTel do not accept unsolicited headhunter and agency resumes. We will not pay fees to any third-party agency or company that does not have a signed agreement with Quartet or innovaTel.
Have someone to refer? Email talent@quartethealth.com to submit their details to us.
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