Senior Director Business Development, Global Patient Services

Summary

Mass General Brigham Global Patient Services (GPS) represents the new systemwide initiative to provide leading clinical care to patients from around the country and around the world.  This exciting new business combines a broad existing set of capabilities from the academic medical centers and specialty hospitals within the MGB system with a significant investment program to take the business to the next level by developing and enhancing the platform and driving broad-based growth in the business. 

       Reports to Vice President of Global Patient Services and drives major initiatives critical to overall business growth.

       Develops close partnerships across the broader MGB system to help ensure successful business growth, and overall program success.

       Incumbent will play a pivotal role in ensuring the success and satisfaction of our valued customers, while fostering meaningful partnerships within our healthcare system and the medical community across the globe.

• In partnership with the executive team and marketing colleagues, sets overall and market-specific Business Development strategy (in support of the overall MGB Global Patient Services strategy), while developing detailed plans and ensuring successful execution of strategy and workplans.
• Develops robust short term and long term strategically aligned pipeline, from early lead to deal closure, driving revenue in multiyear plan. 
• Develops critical quarterly and annual growth targets for MGB Global Patient Services, and ensures objectives are met in real time.
• Provides strong and collaborative leadership and coordination of team of clinical and functional leaders in a highly matrixed environment to deliver on the Business Development strategy for MGB Global Services
• In close collaboration with hospital-based roles, co-creates and coordinates the implementation of a program for high value sourcing leads and Business Development support from MGB internal employees.
• Coordinates and collaborates closely with other MGB internationally relevant activities that reside outside of the MGB Global Patient Services division
• In close collaboration with Contracting, sources, implements, and manages strategic partnerships with external parties that help MGB Global Services achieve its strategic goals, e.g.:
• Payers (commercial, government entities), Hospitals, individual referring physicians, employers, investors, other professional service firms, international operators
• Works hand in glove with hospital-based clinical operations to ensure smooth hand-offs from sales/BD to operations, delivering outstanding customer service at all touchpoints to external referring entities
• In close collaboration with the international marketing group, and contracted interntional agencies, delivers professional, externally facing documents, proposals, contracts, etc.
• Develops and executes on a rolling, future-looking outreach/go-to-market calendar that includes regular in-region contact points for MGB leadership and international professionals (e.g., conferences, road shows, ministry visits, etc.)
• Builds a high-performing team, inclusive of operations, sales staff, and collaborates closely with team members from across Mass General Brigham Global Patient Services.
• Ensures development of strong professional development program for Business Development team.
• Maintains best practices/SOPs, knowledge library as related to Business Development and product development.
• Salesforce tracking, reporting, and analytics in support of overall performance of MGB Global Patient Services.
• Annually, contributes to and manages a detailed budget for Business Development unit.
• Actively manages and escalates, as appropriate, business risks and mitigation plans
• Participates in committees and advisory groups as appropriate.
• Other duties as assigned.

Qualifications 

Excellent management skills (ability to execute on multiple objectives and prioritize work requirements) with a strong commitment to client satisfaction/experience and workforce engagement

• Understanding of healthcare operations, both ambulatory and inpatient
• Analytical acumen, proven experience in building scorecards and delivering on clearly defined KPIs
• Demonstrated success in building and leading highly motivated, professional teams
• Experience desired managing remote employees, including those living in different time zones and outside the U.S.
• Demonstrated success in strategy to execution, building close and effective relationships with operational colleagues charged with delivering on BD strategies
• Strong sense of urgency and proactiveness - ability to manage and drive work and agenda independently, and source input from constituencies as needed.
• Success in operating in highly complex and matrixed environments - strong track record of delivering results through combination of direction and influence.
• Global experience, proven ability to navigate and successfully negotiate across cultures
• Understanding and keen interest in geo-politics
• Entrepreneurial spirit with Business Development and sales skills; can close new business opportunities.
• Demonstrated drive and willingness to learn and develop new skills.
• Ability to function effectively and independently in a fast-paced environment, organize and prioritize work and meet tight deadlines.
• Execution oriented mindset; deliberate and decisive with strong planning, organization, and time management skills.
• High attention to detail and understanding of end-to-end processes.
• Proven experience in creating high performing teams and culture
• Strong ability to contribute within a team, exhibiting a high level of initiative, with an eagerness to learn
• Strong appreciation for the value system of academic institutions and faculty
• Highest level of integrity. 
• Proven commitment to Diversity, Equity, and Inclusion; models DE&I leadership
• Excellent interpersonal skills to effectively communicate with diverse, cross functional teams including staff at all levels of the organization
• High financial acumen
• Excellent oral and written communication skills.
• Comfort with uncertainty and changing priorities to match business needs.
• Ability to influence without formal authority and both lead and drive consensus in complex, matrixed environments.
• Technically savvy
• Bachelor's degree with a sales and marketing focus required; Master's Degree preferred in business, general management, or related field
• Minimum of 10 years of leadership experience in a complex healthcare organization and/or professional services industry
• Strong track record of success in international markets ( Latin America,  Middle East) preferred
• Sales and management experience required; Proven ability to build strong global relationships that yield volume growth
• 25%  International travel