The Associate Director serves as a strategic business partner to the Executive Director who has two key responsibilities: 1) develop and implement business strategies and activities that result in an effective sales pipeline contributing to program profitability and increased market share and 2) implement business development actions to sell accreditation and certification products for The Joint Commission.
PRINCIPAL DUTIES AND RESPONSIBILITIES
1. Assures business unit reaches its initial sales targets and revenue goals through effective sales methods.
• Provides high level, personal support to large or complex prospect accounts and work with prospects to develop solutions to meet customer needs.
• Understands and communicates The Joint Commission value proposition while using established sales methods and processes.
• Acts as an expert resource regarding TJC Enterprise products, services, and other offerings.
• Assists management in developing and monitoring sales targets and rolling sales forecast including actual to target variance analysis
• Collaboratively work with other Joint Commission departments and staff to respond to prospect inquiries and needs.
2. Manages assigned sales pipeline and successfully closes product opportunities.
• Works directly with Marketing Manager, Executive Director and staff to identify key target customers for product line sales.
• Proactively focuses on increasing won opportunities from program assigned accounts or open opportunities.
• Consistently updates SalesForce and keeps Executive Director and team members informed about top opportunities and leads for execution and conversion of leads to closed or won opportunities.
3. Ensures business development activities are consistently and effectively completed in accordance with established guidelines and timeframes.
• Serves as an collaborative team member with planning and executing all lead generating activities such as personal sales visits, conferences and webinars
• Contributes individually or within teams preparing individualized prospect sales materials, responses to RFPs or other means to capture new business.
• Works with internal stakeholders (ACO, DSSM, HQE, JCR, Marketing and others) to successfully develop and launch products including communication to customers, prospects and influencers.
• Works cooperatively with external relations, state and federal relations staff to maintain existing deemed status and/or recognition relationships and pursue new deeming/recognition relationships.
• Works cooperatively with payer relations to maintain existing payer recognition and/or reliance relationships and pursue new recognition/reliance relationships.
4. Provide ongoing reporting and coordination of sales activities.
• Use SalesForce to track opportunity progression through the pipeline; maintain a dashboard to track leads, opportunities and closed (won or lost) deals.
• Consistently meets daily, weekly and monthly expectations for SalesForce documentation of completed activities to fulfill all established performance metrics for the Associate Director role.
• Provide relevant updates to the Executive Director and other stakeholders during regularly scheduled sales meetings.
5. Assures sales presentations and methods are current, contemporary and focused on the relevant information appropriate to the target audience.
• Ensures information and techniques acquired through on-going sales training is integrated into sales delivery interactions with prospects.
• Works with internal and external stakeholders to develop, maintain, revise and edit all sales presentation materials to assure the materials are current and reflect the level of professionalism commensurate with the expectations of The Joint Commission.
• Ensures that the presentation and the sales methods are dynamic to meet the intended needs of the audience and the venue where it is to be presented