Director of Business Development- Healthcare

 The Director of Business Development (outside sales) represents the company in educating and introducing potential clients (in the acute care and senior living marketplaces) to Unidine through initial and repeat in person visits to aggressively develop new business.  The Director of Business Development deals with a client to understand their current and future dining needs.  During visits he/she works to educate the client with respect to the benefits of working with Unidine, clearly establishing the value of our services and how we are distinguished from our competitors, especially in the implementation of the “Unidine Way.”  The Director of Business Development must apply his/her knowledge in negotiating with the client to develop an appropriate “win-win” solution.  Thus, Undine relies on the Director of Business Development’ initiative and judgment in consultative discussions during in person visits to establish productive business relationships and to develop new business. The Director of Business Development must aggressively and continuously network to generate leads to establish prospects. Based on corporate criteria, the Company also relies on the Director of Business Development’ judgement in qualifying whether a prospect is a potential client or a non-buyer. He/she markets the value-added services of Unidine, builds new and existing relationships, and negotiates with clients to establish contracts.  He/she works with appropriate operational and corporate management to develop a pro forma within Unidine specifications and guidelines and identify transition requirements and potential issues.  Once a client is established, the Director of Business Development follows up on our performance as appropriate to ensure the client’s needs are met, to learn of additional needs and establish that the client is completely satisfied with the company’s services.  The Director of Business Development spends minimal time in the office.  Any time so spent should primarily be directed at establishing new contacts and setting initial/repeat visits. This position reports to the Chief Executive Officer Summary The Director of Business Development is responsible for the development of leads and prospects, presenting Company features and benefits, selling services, analyzing client needs and transition requirements, negotiating contracts, and maintaining client relationships as required. Key Outcomes Ø  Revenue/SalesØ  ProfitØ  Brand AwarenessØ  Team Member LoyaltyØ  Client LoyaltyØ  Customer SatisfactionØ  Successful New Openings    Revenue/Sales Ø  Meet and/or exceed budgeted revenue in new sales categories. Profit Ø  Meet and/or exceed Profit Goals for new business. Brand Awareness Ø  100% Implementation of Unidine branding standards in business development collateral. Client Loyalty Ø  Achieve renewal of client contracts.  Customer Satisfaction Ø  Achieve score of 90% or better on 90 day client sales process evaluation Successful New Opening Ø  Achieve Ø  Acceptance of client as Unidine referral Essential Functions and Key Tasks  Builds Prospect Contacts  Ø  Procures leads and referralsØ  Sends promotional letters and materials to introduce UnidineØ  Calls prospects and establishes on site visits.Ø  Assess prospect needs and their need for Unidine Develops Prospect Potential in Visits Ø  Identifies client needs, satisfaction with current provider,  and contract expiration Ø  Presents advantages of outsourced services or provider change and Unidine’ advantages and benefits (based on needs analysis)Ø  Identify factors influencing the client’s decision to establish Unidine presence and position the company as a qualified provider.Ø  Discusses findings and gets feedback from CEO and operational management Procures New Business Contracts Ø  Works with the client to fully define requirements and expectations.Ø   Surveys facility with operational management to determine needs.Ø  Develop client pro forma with operational and corporate support management within Unidine guidelines and financial requirements.Ø  Works with and gains approval from CEOØ  Ensures operational management is kept fully aware of actual and potential transition issuesØ  Closes sale and obtains Client approval of Unidine contract Builds Existing Client Relationships Ø  Occasionally visits client to ensure that the clients’ particular needs are being satisfied by the services of Unidine. Ø  Promptly involves unit and field operational management to address and resolve any problems, questions, or concerns that the client may communicate.  Performs Administration Ø  Ensures that all visit reports, expense reports, etc. are done promptly.Ø  Ensures pro forma is accurately and realistically completed and forwarded on a timely basis. Ø  Performs other related duties as required or requested. Supervisory Responsibilities This position has no supervisory responsibilities. Key internal contacts are the Vice President of Operations, Operations Directors, and Corporate Support Staff. FLSA status: exempt (outside sales). Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. LEVEL OF JOB PRESSURES:  This position routinely requires interaction with prospects and clients in cold calling and selling situations where judgments must be made or resolution achieved while maintaining professional composure when objections and rejection is encountered and during contract negotiations. This position requires ability to meet job objectives within a variable schedule, often with extended or unplanned hours, and to travel on short notice to prospect/client sites. PC SKILLS:  Position requires working knowledge of the following applications: MS Office (e.g., MS Word, Excel, E-mail). EDUCATION and/or EXPERIENCE: 5+ years outside sales experience in a Long Term Care or Senior Living Facilities environment or equivalent combination of education and experience is required. Bachelor's degree (BA/BS.) from four-year college or university is desirable; degree in Dietary Science or Culinary Arts or Hotel/Restaurant Management is highly desirable.      INTERPERSONAL SKILLS. ·  Ability to listen well and analyze both obvious and subtle client needs.·  Ability to negotiate and maintain professional demeanor and composure to achieve a “win-win” resolution and obtain contract.·  Ability to work collaboratively with Operations and Corporate Support Management. LANGUAGE SKILLS: ·  Ability to read and interpret general business periodicals, corporate policy, trade journals, technical procedures, or governmental regulations (in English).·  Ability to write business correspondence, reports, and marketing materials, and e-mails in standard business English.·  Ability to effectively present information and respond to questions (in English) from management, prospects, and clients. ·  Ability to negotiate effectively on an independent basis. MATHEMATICAL SKILLS: ·  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations, and basic algebra. ·  Ability to calculate amounts such as discounts, interest, area, recipe portion adjustments, proportions, percentages, gross profit, circumference, and volume. ·  Understanding of and ability to apply basic accounting and business mathematics concepts (e.g., profit and loss, receipts, cash handling, inventory costs, A/P, payroll, weekly operating statements, ordering etc.).·  Ability to generate a pro forma within Company guidelines. REASONING ABILITY: ·  Ability to define problems, to collect data, to establish facts, and to draw valid conclusions. ·  Ability to interpret an extensive variety of instructions in mathematical or diagram form and deal with several abstract and concrete variables (e.g., temperature charts, sanitation procedures, basic food service equipment operations troubleshooting/cleaning/maintenance, recipes and variations) ·  Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. ·  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.  OTHER ABILITIES: ·  Ability to operate autonomously with little oversight, using initiative, sound business judgment, and business ethics within Company policy. LICENSES:  ·  Valid driver’s licensePHYSICAL DEMANDS:  The physical demands described here are representative of those that must be met to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to drive to prospect/client sites. The employee is frequently required to talk or hear, both in person and on the telephone.  The employee frequently is required to stand; walk; and use hands to finger, handle, or feel and use a keyboard.  The employee is regularly required to sit; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must occasionally lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.  WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally exposed to outside weather conditions.  The employee is occasionally exposed to wet and/or humid conditions, moving mechanical parts, risk of electrical shock, and vibration.  The noise level in the work environment is usually moderate. Unidine Corporation is an equal opportunity employer. Interested candidates should email their resume to jobs@unidine.com or fax resumes to (617)467-3816. Unidine is a privately-held company headquartered in Boston and employs 1,000 team members throughout the Northeast and Mid-Atlantic areas. To learn more about Unidine call 1-877-UNIDINE or visit www.unidine.com.