Business Development Regional Manager

We are a leader in the Healthcare Design/Build industry and we are looking to add to our already stellar team. 

 

We have an exciting opportunity for an experienced Healthcare Business Development Manager in our Seattle, WA office. 

 

This position REQUIRES 10+ years of experience in a Business Development Management role for major Healthcare Construction projects, only those with such a background should apply. 

 

Purpose of Position: 

The Regional Manager is the senior officer in the region.  The position is responsible for development of the assigned market area and customer relationship development at the executive level.  The regional manager is also responsible for developing and maintaining market intelligence.  They are the company’s senior representative and spokesperson in the community, active in civic, professional and public affairs.  The Regional Manager has ultimate responsibility for the region’s business with four primary responsibilities: 1) to lead customer development and retention, 2) to build the capabilities of the region by recruiting, and retaining talented employees, provide coaching and mentoring, 3) to provide leadership in capture strategy, project analysis, and project delivery; and 4) to supervise the administration of the regional office and facilitate positive communications between corporate and regional office employees.

 

Supervisor and Budgetary Authority:

This position has a range of direct reports (2-10) and indirect reports (12-30) depending on region size. This position has full authority and responsibility for allocation of budgeted funds as specified in the regional budget and oversees expenditures related to individual projects in collaboration with the assigned project executives.

 

General Duties and Responsibilities:

The following duties are normal for this position. These are not to be construed as exclusive or all-inclusive. Other duties may be required and assigned.

 

·  Project delivery process: responsible for managing projects within the Project Delivery Process (PDP) to ensure consistency of the business model.  Position is also responsible for continued development of the PDP, and for providing guidance to other members of the project team.

 

·  Leads strategic planning to maximize regional performance: develops and implements regional strategic business plans to achieve corporate goals and maximize regional performance; works with the executive team to set performance goals for the region; and maximizes the efficiency of the region to provide outstanding customer service, growth, and profitability.

 

·  Directs customer targeting activities: directs forecasting; supervises business development staff in prioritizing, targeting, and focusing business development activities; approves potential customers and project opportunities; generates new customers; directs retention of existing customers and provides leadership to the project executives in the expansion of customer accounts.

 

·  Supports research and development activities: supervises the director(s) of business development in performing customer research; ensures proper fact finding and strategy development on targeted customers; monitors and evaluates the competition; develops and maintains market knowledge and target customer profiles; maintains an up-to-date understanding of healthcare industry trends and technical developments that affect target market; and recommends strategies based on research and competition analyses.

 

·  Collaborates with Marketing to support targeting activities: participates in the development of marketing campaigns; reviews all region-specific marketing campaigns and materials; selectively attends high profile trade shows, conferences, and conventions; and is actively involved in civic, professional and public affairs; and works with the company’s marketing team to develop materials that reinforce brand awareness.

 

·  Collaborates with Advance Planning to support consulting services:  provides senior leaders in the capture and delivery of advance planning eservices to customers in liaison with the company’s advance planning team;; aggressively seeks opportunities to propose and deliver advance planning services to develop upstream relationships and enhance the company's value proposition; and develops strategic partnering relationships with complimentary organizations to enhance the breadth and depth of the company service model; actively seeks to gain insight into targeted customers’ strategic plans.

 

·  Leads and maintains relationships with targeted customers: develops and maintains personal relationships with key decision makers within all assigned customer accounts; maintains a consultative service and sales relationship with key contacts on a regular basis; progressively gains insight into assigned customers’ strategic business plans; understands target customers’ business needs and long range strategies; develops and communicates pro-active business solutions; delivers presentations to capture new business; assists project executives with customer account maintenance and negotiating contracts; assists project executives in design-build contract conversion; and maintains open and frequent communication with existing and potential customers.

 

·  Reviews and approves proposals: directs and ensures the development of all business development communications (statements of qualifications, proposals and presentations) in the region and identifies and maintains relationships with potential partners and specialized consultants.

 

·  Leads, directs and maintains customer retention activities: directs customer retention activities; and mentors regional staff in customer service, account expansion and retention.

 

·  Assures that customer’s needs are met by project team:  holds monthly check-in with customer to assure the company team is performing to customer’s satisfaction and provides senior leadership toward the prompt resolution of any issues; and acts as final point of authority on customer accounts.

 

·  Provides due diligence in contract management: approves all contracts in the region; ensures quoted fees/prices meet profitability objectives; provides senior leadership in the negotiation of agreements; ensures all known risk issues are addressed; and guarantees completeness and accuracy of contracts (working in close liaison with the company’s legal counsel).

 

·  Assigns project team and monitors progress and resource allocations: assigns project team (project executive, design project manager and project construction manager) working in liaison with the regional construction manager; verifies compliance with customer requirements; and confirms quality of project delivery process and solutions; periodically reviews project status and chairs independent (“cold eyeâ€�) review team on targeted projects.

 

·  Attends key customer meetings and presentations: addresses customers’ needs and ensures customer/team alignment; as needed assists the team in securing customer approval and consensus; verifies customer

 

·  Maintains awareness of customer account and project status: selectively reviews work in progress to maintain awareness of projects in region; participates in executive reviews of projects for compliance with customer charter, budget and schedule; and acts as a resource to the company team during design-build process to ensure effective and efficient project delivery.

 

·  Develops and implements systems to evaluate and improve customer satisfaction levels: ensures the development of systems, which allow for the capturing, logging, response, analysis and feedback of customer concerns and needs by auditing projects regularly for consistency and accuracy.

 

·  Develops and builds regional capabilities: recruits talented employees and provides clear performance expectations; conducts performance evaluations for direct reports and recommends compensation adjustments; monitors chargeability of staff assigned to region to maintain corporate profitability and utilization guidelines; resolves employee issues; identifies training and mentoring requirements; provides periodic status reports; and models customer-focused delivery competencies.

 

·  Directs general office administration: supervises general office communications, operations and procedures; manages coordination between the region and the corporate office; prepares the regional operating budget as part of the business planning process; analyzes and controls expenditures of the regional office to conform to approved budget.

 

Technical Competencies:

 

Business Development – Regional Manager  10%

·  Motivation and aptitude to aggressively seek and evaluate business opportunities in the region

·  Directs the business development process in close liaison with the company marketing team

·  Directs the regional directors of business development in identifying and prequalifying target customers

·  Joins directors of business development in target customer meetings and presentations

·  Engages project executives and other key personnel in business development process as needed

·  Ability to evaluate target customers and develop cogent capture strategies

·  Ability to assess project opportunities and direct execution of capture strategies

·  Ability to interface with customers at the executive level

·  Excellent written and verbal communications skills, including proposal preparation and presentation skills

·  Excellent public speaking skills

·  Ability to develop strong internal and external customer relationships

·  Ability to communicate business concepts to internal and external audiences in a clear and concise manner

·  Ability to understand customer’s expectations and position company as a competitive alternative.

·  Ability to identify and communicate customer expectations at a strategic level

·  Ability to assemble teams and to engage outside partners and consultants as needed

·  Understands process of project development, entitlement, planning, public hearing and zoning

·  Provides leadership and strategy in the execution of the project development process

.

Market Planning & Development - Business Development – Regional Manager 5%

·  Provides strategic direction to the market planning and development process.

·  Maintains updated knowledge regarding trends and challenges in healthcare market

·  Provides leadership and strategy for the preparation of regional market analyses

·  Interprets market studies and directs the preparation of appropriate business development strategies

·  Develops annual business plan in alignment with corporate vision and strategies

·  Participates in conferences to enhance market knowledge

·  Maintains customer relationship management (CRM) system and ensures that directors of business development and key personnel update the system on a regular, real time basis

·  Works in close liaison with the company’s marketing team in the planning and deployment of direct and indirect marketing campaigns to increase the company’s  brand recognition and regional market visibility

·  Serves as a spokesperson for the company in the region

·  Serves as the senior liaison with all strategic partners in the region

 

 

 

Staff Development – Business Development – Regional Manager  3%

·  Recruits personnel to staff regional office, working in close liaison with the director of design operations and director of construction operations

·  Actively engages regional office staff in professional development activities

·  Actively deploys strategies to enhance staff retention

·  Directs the assembly and assignment of project teams in liaison with project executives

·  Monitors chargeability and productivity of all regional office staff

·  Conducts performance evaluations on all direct reports in liaison with corporate discipline leaders

·  Engages corporate resources as needed to enhance project delivery and efficiency

 

Fiscal Responsibility – Business Development – Regional Manager  2%

·  Understands and uses appropriate business acumen

·  Understands and operates under corporate business model

·  Understands and interprets financial reports

·  Expends company resources prudently

·  Prepares and manages annual operating budget for region

·  Displays comprehensive understanding of project budgeting and estimating

·  Understands and applies appropriate profitability models

·  Provides strategic input to budgeting and estimating for targeted projects

·  Monitors projects in region to ensure that target financial performance is achieved

·  Monitors chargeability of regional staff to ensure that target performance is achieved

·  Identifies market opportunities and challenges that affect financial performance and provide strategic direction

 

Core Competencies:

 

Leadership Competency   10%

·  Understands the vision; buys into it, promotes it; behaves accordingly.

·  Engages people in honest, rigorous dialogue to generate an exchange of ideas considering diverse viewpoints.

·  Actively supports ideas and decisions other than their own; and says so in a timely manner if they can’t

·  Makes decisions based on the needs of the whole company, not just themselves or their discipline

·  Recruits highly talented, self-motivated people to fill all positions.

·  Regularly notices and praises good performance.

·  Addresses performance issues with plans that include feedback, coaching,

training, and monitoring progress.

 

Interpersonal Competency   5%

·  Faces difficult conversations and conflicts directly.

·  Talks to the person, rather than about them, when there is an issue to confront; does not triangulate.

·  Selects non-inflammatory language, tone of voice and body language when disagreeing or in conflict.

·  Hears both the content and the feelings of what others are saying and lets them know they are being heard.

·  Listens actively and thoroughly and then draws conclusions and formulates responses.

·  Recognizes individual perceptions and interpretations and confirms their accuracy.

·  Does not remain passive in the moment but then opinionated later without readdressing the issue.

·  Maintains appropriate levels of confidentiality.

 

Problem Solving / Decision Making Competency   5%

·  Recognizes problems and issues early; quickly informs all who need to know.

·  Searches out and analyzes root causes of problems.

·  Gathers input from those who will be impacted by a decision prior to making it.

·  Considers solutions even if they are out of the norm or another person’s idea.

·  Uses collaboration behaviors by sharing information and negotiating.

·  Sets priorities and initiatives using a business case justification.

·  Seeks crucial, key analysis on the front-end of decisions.

·  Demonstrates ability to bring decisions beyond analysis to action.

·  Develops and explains the what, why and how of an implementation plan.

 

Managing Time and Tasks   5%

·  Understands the business priorities, sets goals and objectives that meet them.

·  Treats time-lines as though they are firm commitments.

·  Makes reasonable estimates of how long a project will take, commits to the

estimate, and comes forward in a timely manner if the schedule cannot be met.

·  Stays within the boundaries of authority of the position.

·  Focuses on details and accuracy in completion of tasks.

 

Customer Focus Competency 10%

·  Views every customer as a life-long customer who will choose us for every opportunity for which we are the right fit.

·  Balances what is good for the customer with what is good for the business.

·  Presents ideas and concepts confidently.

·  Tailors presentations and media to the needs and expectations of the audience.

·  Listens when the customer tells us their wants and needs, rather than telling the customer what we think they should want and need.

·  Makes recommendations, not demands; practices consultative selling.

·  Responds to customer objections and issues with flexibility and willingness to problem solve.

·  Confirms that decisions are in-line with company standards and delivers that message to the customer.

·  Looks for “add-on’ services and “future projectsâ€� that could be introduced to the customer.

 

Communication Competency   5%

·  Gives presentations that engage the listener.

·  Listens for understanding and inquires to check intended meaning of anything that is not clear to them.

·  Is clear and concise when writing and speaking.

·  Practices candor and frankness with tact and consideration for all people.

·  Does not over-react to or dismiss an idea without explaining the objection and considering alternatives.

 

Project Delivery Process Competencies:

 

Process Knowledge 6%

·  Understands the tasks, responsibilities and documentation associated with the Project Delivery Process

·  Proficient with the systems that support the Project Delivery Process (i.e. web page, P: drive file, supporting documents)

·  Understands the terminology used with the Project Delivery Process

·  Understands the cross functional requirements of Project Delivery Process

 

Process Leadership 22%

·  Understands and supports  the vision of the Project Delivery Process

·  Actively leads cross-functional  project team in utilizing the process model

·  Takes corrective action when cross-functional  team members are not performing within the Project Delivery Process

 

Process Management  6%

· Applies the Project Delivery Process to assigned projects

· Consistently utilizes primary tools such as Project Charter, Issues Management and Meeting Minutes, etc.

· Conducts regular project team meetings

· Participates in monthly project progress reviews

· Assigned projects have completed a Project Delivery Process Progress Report.

 

Process Improvement 2%

· Participates in developing enhancements to the Project Delivery Process

· Seeks methods to incorporate additional business systems into the Project Delivery Process

 

Process Evaluation 4%

· Ensure that terms of the Deal Sheet are met or exceeded.

· Achieve a Customer Satisfaction Rating of no less than 4.5

· Achieve an internal customer satisfaction rating of no less than 3.85 via the multi-rater process

 

 

Minimum Training and Experience Required to Perform Essential Job Functions:  Bachelor’s degree in architecture, engineering,  construction management or real estate with minimum of ten years of relevant experience to include a minimum of five years of previous senior project management experience and a strong business development background. Previous work with healthcare facilities business development, design, and/or project development is required.  Real estate development background and professional registration are desirable.

 

Knowledge, Skills/Abilities:

·  Strong knowledge of the healthcare industry

·  Significant knowledge in healthcare design-construction industry with an emphasis on project delivery

·  Working knowledge of design/construction contract law with an emphasis on design-build contracting

·  Knowledge of risk identification management and mitigation

·  Excellent business development (marketing and sales) skills with strong working knowledge of consultative sales

·  Knowledge of marketing, communications and public relations to enhance market profile and brand reinforcement

·  Excellent customer service ethic and skills

·  Excellent written and verbal communication skills, including presentations in public forum

·  Ability to organize and manage multiple priorities

·  Ability to work in a pressure environment

·  Excellent analytical skills with the ability to synthesize and communicate business strategies

·  Ability to recruit, train and develop team members

·  Strong negotiation and conflict resolution skills

·  Knowledge of project development and management processes and procedures

·  Intimate familiarity with the delivery of projects using the design-build process

·  Business acumen

·  Understanding of business finance, management and real estate development

·  Sound knowledge of architecture/engineering practices as they apply to the programming, planning and design of healthcare facilities

·  Excellent interpersonal skills

·  Excellent customer service skills

·  Strong sense of urgency

·  Ability to think in “big pictureâ€� terms such that the future implication of actions will always be considered

·  Commitment to company values, mission, management philosophy

· Ability to make decisions quickly and accurately

·  Ability to conceptualize creative business strategies and solutions

·  Knowledge of key issues and needs facing the healthcare industry with an emphasis on healthcare facilities

·  Ability to understand customers’ points of view and engage customers in decision-making process

·  Ability to implement goal setting, direction and performance measurement

·  Ability to innovate  develop  and communicate creative business ideas and solutions

·  Ability to teaches, mentor, and guide development of regional office staff to realize their optimum potential

·  Presents a positive image in dress and demeanor

 

Qualified candidates please submit a detailed resume to jvorrasi@mybesthire.com for confidential consideration.