The Manager, Business Development and Strategic Partnerships at Charles E Smith Life Communities leads business development, sales, and referral-growth efforts for assigned service lines and strategic accounts. This onsite role in Rockville, MD focuses on disciplined outreach, relationship management, measurable outcomes, and coordinated marketing action planning.
Role Responsibilities
- Manage designated strategic partner relationships, including health systems and other high-value referral accounts.
- Identify decision makers, referral opportunities, barriers, and develop appropriate messaging.
- Secure and prepare meetings, document next steps, and maintain a defined follow-up cadence to increase qualified referrals and admissions.
- Lead assigned strategic growth initiatives (for example, advanced cardiac rehabilitation) from planning through implementation and performance monitoring.
- Define milestones, owners, timelines, and success measures; identify operational or clinical gaps; escalate barriers promptly; and coordinate with leadership to implement required training, workflows, and systems.
- Develop an annual marketing action plan for assigned service lines with support from the VP, Business Growth, including time-based tasks and measurable goals.
- Recommend and implement plan adjustments when results do not meet goals, based on performance versus plan.
- Collaborate with the VP of Business Growth and others to develop and execute communication plans for referral sources, including advertising, email marketing, events, digital and social media, and sales collateral.
- Personally conduct and document a minimum of 15 substantive meetings each week with current and prospective centers of influence (COIs) and referral sources, unless an alternate goal is approved by the VP, Business Growth.
- Maintain an active account plan and follow-up schedule for priority relationships and report weekly on activity, opportunities, barriers, commitments, and results.
- Document activities in the customer relationship management (CRM) system and use CRM to identify, manage, and evaluate marketing action plans.
- Develop, manage, and publish a company-wide marketing calendar in collaboration with key stakeholders.
- Conduct ongoing market intelligence and complete comprehensive competitive analysis, monitoring competitor programs, referral patterns, market changes, payer and health-system developments, and emerging opportunities.
- Summarize implications and recommend actions to the VP of Business Growth.
- Perform responsibilities in accordance with applicable healthcare marketing, privacy, compliance, and ethical requirements and CESLC policies, including immediate escalation of concerns regarding inappropriate referral practices or commitments.
- Maintain current knowledge of CESLC services, clinical capabilities, admission and move-in requirements, differentiators, and availability.
- Complete a monthly review of performance against assigned goals and quarterly growth objectives as directed.
- Develop and execute corrective action plans when performance falls below goals and communicate progress as directed.
- Publish a weekly performance report to the VP, Business Growth, covering activity versus target, referral and conversion trends, pipeline opportunities, key account developments, barriers requiring leadership action, and priorities for the coming week.
- Support the VP, Business Growth and serve as a CESLC ambassador at community, professional, and industry events, including timely follow-up on contacts and opportunities generated.
Required Qualifications
- High school diploma required.
- Knowledge and experience in the sales process.
- Minimum three years of experience in business development, sales, account management, or referral development, preferably in senior living, post-acute care, healthcare, or a related field.
- Demonstrated history of meeting measurable sales or growth goals preferred.
- Proficiency with MS Office products including Word, Excel, PowerPoint, Outlook, and Teams.
- Exceptional written and verbal communication skills in English, demonstrated through clear, professional, and effective communications.
- Ability to analyze data and prepare reports as directed.
- Ability to work independently and collaboratively in a fast-paced, deadline-oriented environment; prioritize a field-based workload; maintain disciplined follow-up; and meet commitments without direct supervision.
- Knowledge of healthcare or senior living referral development, consultative selling, account management, marketing communications, events, and digital or social media functions.
- Sound judgment to make independent decisions, escalate issues appropriately, and take ownership of results.
- Ability to interact tactfully with associates, residents, referral sources, visitors, and the public.
- Ability to seek out new methods, technologies, and vendors and incorporate them into existing practices.
- Proficiency with Welcome Home and Profility preferred.
Tools and Technologies
- MS Office (Word, Excel, PowerPoint, Outlook, Teams)
- Customer relationship management software (CRM)
- Welcome Home
- Profility
Schedule and Employment Status
- FULL TIME Exempt position.
Salary
USD 90,000 - 115,000 per year
Education
High school diploma required. Bachelor’s degree preferred.
Performance and Accountability
Performance is evaluated using both activity and outcome measures, which may include substantive meetings with COIs, new qualified referral relationships, referrals generated, referral-to-admission/enrollment conversion, census or occupancy or patient-enrollment growth tied to assigned initiatives, CRM use, completion of agreed-upon action items, collaboration with other associates, and achievement of quarterly or annual growth goals. The Manager is expected to identify performance gaps early, propose corrective actions, obtain needed decisions or resources, and follow through to completion when results are below target.
Benefits
- Health benefits begin on the first day of the month following the date of hire
- Dental and Vision Benefits
- Competitive PTO Plan
- 403(b) Plan
- Employer paid AD&D Insurance
- 401(a) Pension Plan with employer match
- Tuition Reimbursement
- FREE PARKING
- Proximity to public transportation
- Employee Assistance Program services provided for you and your family
Vaccination Policy
As a dedicated provider to Senior Living Care, the facility requires proof of vaccination records, including two doses of MMR, two doses of Varicella, and a Negative TB screen before the start of employment. Documentation may also be accepted as a Titer or Lab test demonstrating proven immunity to the applicable diseases. Talent Acquisition will provide additional details regarding the CESLC vaccination policy upon employment.
