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Business Development Director – Hospitals & Health Systems
RSM

Posted 3/22/2024

Introduction:

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.

Job Description:

RSM’s growing Health Care team is looking to add a dynamic Business Development Director in Atlanta – or the Southeast or Northeast parts of the U.S. The Business Development Director will be responsible for driving growth of the firm’s professional services within Hospitals & Health Systems and will represent all services provided by our three primary functional areas, audit, tax, and consulting.

The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, development of opportunity-specific sales strategy, and selection of pursuit teams and “quarterbacking” the entire sales process. This individual will build and maintain strong sales pipelines and forecasts associated to substantiated opportunities, prepare and facilitate presentations/proposals as well as close sales and finalize agreements with customers. The Business Development Director will work closely with various firm health care industry and line of business leaders in co-leading growth efforts through direct prospecting, networking, attendance and participation with various healthcare industry and professional groups and networking associations.

The individual in this position will have all the necessary resources to be set up for success for this career opportunity that provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track record of selling professional services and has an active network in the Southeast or Northeast Health Care industry.

Responsibilities:

  • Sourcing and qualifying opportunities with healthcare organizations currently not served by the firm.
  • Responsible for executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business.
  • Actively work networking contacts, professional affiliations, healthcare industry groups and related Centers of Influence.
  • Work with healthcare industry team leaders to effectively and efficiently identify/target key healthcare organizations within the healthcare industry teams they support.
  • Support Partners, Principals, Directors and Senior Managers in cross-selling additional services to existing clients where appropriate.
  • Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the healthcare industry teams they support.
  • Work closely with RSM North American Sales management to provide ongoing, current feedback relative to market opportunities.

Required Qualifications:

Basic Qualifications:

  • Bachelor’s degree preferred.
  • Minimum of 10+ years of experience with demonstrated success in selling professional services to healthcare organizations with revenues ranging from $50 million to over $1 billion.
  • Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primarily C-suite decision makers).
  • Demonstrated experience working with, and contacts within the middle market, broadly defined as healthcare organizations with revenues of $50 million to $1 billion.
  • Demonstrated network of COI’s (Centers of Influence) to include health systems, senior care, physician practices, and other professional services relationships that could be leveraged to identify opportunities within assigned healthcare industry groups.
  • Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals.
  • Ability to actively participate in the proposal and Statement of Work creation process.
  • Experience leveraging a CRM tool for report generation and sales tracking.
  • Prior experience leveraging social media technologies for networking purposes.
  • Excellent influence and negotiation skills; strong executive presence and business acumen.
  • Must be motivated and self-disciplined; must possess strong time management skills.
  • Travel is required (local and overnight when appropriate).

Preferred Qualifications:

  • MBA
  • Active network of C-level contacts in the Southeast and the surrounding markets with health systems, senior care, and physician practices.
  • Demonstrated community involvement and activity with healthcare industry associations such as HFMA, HIMSS and ACHE.
  • Exhibit exceptionally strong communication, presentation, analytical and organizational skills.
  • Experience working for large regional or national professional service firms a significant plus.

Compensation/ Benefits:

At RSM, we offer a competitive benefits and compensation package for all our people. We support and inspire you to prioritize your wellbeing by delivering personalized, holistic programming for your physical, emotional, financial and community wellbeing. RSM has a generous time off policy with at least 14 paid holidays, wellbeing days and associate and above access to self-managed time off. We offer flexibility in your schedule, empowering you to balance life’s demands, while also maintaining your ability to serve clients. Learn more about our total rewards at https://rsmus.com/careers/working-at-rsm/benefits.

Instructions for Resume Submission:

Please apply online at our website – https://rsm.wd1.myworkdayjobs.com/RSMCareers/job/Miami/Business-Development-Director—Health-Care_JR104285

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– Adam Gobin, Chapter President 2023-2024