University of Massachusetts Medical School

Associate Director, Strategic Growth & Business Development

Job Location US-MA-Shrewsbury
Posted Date 3 weeks ago(2/6/2018 11:24 AM)
Requisition Number
2018-30261
# of Openings
1
Shift
Day
Exempt/Non-Exempt Status
Exempt

Overview

GENERAL SUMMARY OF POSITION: 

Commonwealth Medicine (CWM) is a public sector healthcare consulting and service operations organization based at the University of Massachusetts Medical School. Established more than 20 years ago, CWM supports state health and human service organizations to meet the needs of the vulnerable populations they serve through multiple business lines, include development and operations of health care financing models, health policy development and evaluation, and program development and operations. To learn more, visit https://commed.umassmed.edu/.

 

Created in 2016 to support aggressive market development and sales for Commonwealth Medicine, the Strategic Growth & Business Development (SGBD)group provides opportunity development/sourcing, market insights, proposal development, and partnership development activities. In its first year of operations, the unit supporting expansion from 21 to 28 state markets and the addition of $33M in new contracted activities. Under the general direction of the Senior Director, or designee, the Associate Director will provide daily direction and leadership to the internal Business Partner Services team, including: leading business opportunity identification and vetting, identification and application to new procurement vehicles, proposal development, market research and business intelligence, monitoring of business development data, establishment of business unit performance metrics, and organizational training on aligned topics. Position also oversees the tasks associated with establishing standardized boilerplate proposal content, process improvement in the drafting of business development proposals, expanding and refined targeting of opportunity sourcing venues, identifying and engaging potential proposal response partners, conducting market research, monitoring and evaluating workflows, developing and leading a conference strategy and ensuring the team implements best practices for future CWM growth initiatives. 

Responsibilities

MAJOR RESPONSIBILITIES:

  • Leads identification and evaluation of procurement response opportunities, including vetting them with business units for feasibility and defining engagement approach.
  • Responsible for identification, implementation, and managing the continual development of CWM business intelligence tools to track current and prospective business relationships.
  • Supports engagement with potential business partners through a series of ongoing communication methodologies including but not limited to: conference participation, meet and greets, written and verbal communication.
  • Supports corporate understanding of market landscape for individual business lines, through management of iMarketBrief, CWM’s internal business intelligence newsletter (sourced daily, produced weekly).
  • Under the general direction of the Director, collaborates with the Director of Marketing Communications to develop marketing strategies for all business units and the creation of marketing campaigns that lead to pipeline development, acquisition of new contracts.
  • Lead the development and maintenance of an enterprise-wide conference strategy in concert with the Marketing Communications team.
  • Represent CWM business development at external events to share CWM expertise, increase visibility and gather intelligence to grow the book of business portfolio.
  • Monitor internal customer satisfaction through regular communication \with center directors and business unit leads.
  • Proactively monitors the organizations current book of business and contracts to anticipate re-procurement cycles and inform identification of lateral growth opportunities within current customer base.
  • Proactively identify business partners prior to and during a proposal or RFP being written/submitted.
  • Actively engage with women-owned, small and minority-owned businesses across the country establishing a network of potential partners for business development opportunities.
  • Contribute to the identification of funding opportunities through regular engagement with state procurement officials and strategic partners to grow and strengthen business partner engagements.
  • Plan and organize industry-specific learning sessions that spotlight CWM topics and experts.
  • Work with Business Partner Services Manager to develop and implement processes for the team that meet the business unit needs.
  • Contribute strategically to developing approaches for a variety of business proposals, including writing and editing copy as needed.
  • Oversee implementation of unified business proposal responses and execution of documented best practices.
  • Perform other duties as assigned

Qualifications

REQUIRED QUALIFICATIONS:

  • Bachelor’s degree in Business, Marketing, Communications or a related field; or equivalent.
  • 8-10 years of related experience working in the marketing, communications or business development field; including at least 3 years of previous supervisory or management experience.
  • Demonstrated experience in corporate partnership development and strategic initiative engagement.
  • Experience running a department and leading a team, including direct supervision and employee performance evaluation.
  • Experience developing and managing a budget.
  • Strong skills in all types of writing and editing, preparing presentations and presentation skills.
  • Demonstrated proficiency with Microsoft Office products (Word, Excel PowerPoint required).
  • Ability to multi-task, prioritize and move between multiple projects and manage time appropriately.
  • Ability to communicate with individuals at multiple levels and facilitate diverse teams.
  • Ability to work independently as well as in a team environment, and offer and receive constructive feedback and direction to support team goals.
  • Attention to detail.
  • Ability to work under deadline pressure, identify need for additional resources.

Additional Information

PREFERRED QUALIFICATIONS:

  • Master’s Degree in Business, Marketing, Communications or a related field.
  • Prior experience supporting market development and growth in a healthcare consulting/operations organization.
  • Strong knowledge of Medicaid, Medicare, and Managed Care.

*LI-MR1

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