Business Development Director- Healthcare

Overview

Baker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage in major regions of the U.S. and in many of the world's leading financial centers - New York, London, San Francisco, Los Angeles, Chicago and Boston. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP (Baker Tilly) provide professional services through an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable laws, regulations and professional standards. Baker Tilly US, LLP is a licensed independent CPA firm that provides attest services to its clients. Baker Tilly Advisory Group, LP and its subsidiary entities provide tax and business advisory services to their clients. Baker Tilly Advisory Group, LP and its subsidiary entities are not licensed CPA firms.

Baker Tilly Advisory Group, LP and Baker Tilly US, LLP, trading as Baker Tilly, are independent members of Baker Tilly International, a worldwide network of independent accounting and business advisory firms in 141 territories, with 43,000 professionals and a combined worldwide revenue of $5.2 billion. Visit bakertilly.com or join the conversation on LinkedIn, Facebook and Instagram.

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Baker Tilly is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status, gender identity, sexual orientation, or any other legally protected basis, in accordance with applicable federal, state or local law.

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Job Description:


The Business Development Director role at Baker Tilly is a senior-level, strategic position. The Director possesses full responsibility for identifying and developing opportunities for Baker Tilly's Healthcare Tax, Assurance and Consulting Practices focusing specifically with Health Plans & Insurance and Senior Living within his/her assigned sales territory, and for developing, maintaining and growing client relationships.

The Director also assists senior management in establishing the strategic direction of the Healthcare IT Consulting Practice by identifying and communicating trends, potential new service lines, regulatory drivers, etc. The Director role is critical to the overall success of Baker Tilly's Healthcare Tax, Assurance and Consulting Practices (the "Practice").

Responsibilites:

• Serve as Value Architect™ and enable/facilitate Value Architect™ behaviors-activities
• Generate a client facing pipeline & management - lead/participate in client pursuits (i.e., client discovery, presentations, proposal (pursuit) strategy, proposal development).
• Develop a sales plan for the assigned territory, and report weekly on progress against that plan to senior management.
• Utilize a broad array of sales techniques and approaches to identify healthcare IT consulting opportunities within his/her assigned territory consistent with Baker Tilly's core competencies. Approaches may include, but are not limited to, cold-calling, client visits, client entertainment, email campaigns, attendance as conferences/tradeshows and speaking engagements. Has broad latitude for determining approaches that are effective in his/her territory.
• Identify and leverage support needed to fully understand client needs, represent Baker Tilly, and close deals - i.e., technical support for calls, recruiting support, executive support, marketing support.
• Maintain and grow relationships with existing clients by maintaining regular and open communications. Ensure standards of performance are being met by assigned consultants, and satisfaction level of client. Troubleshoot issues should they arise.
• Utilize support of Business Development Manager to achieve sales goals. Provide direction and mentorship to assigned Business Development Manager in support of the Director's sales plan/initiatives/campaigns.
• Advise senior management on trends/shifts in healthcare IT (i.e. products, tools, pricing, federal requirements) that may impact company's future direction or consulting offerings.
• Negotiate service agreements and statements of work with clients.
• Regularly document activities in CRM (Salesforce) and maintain an up-to-date "pipeline" of qualified opportunities, using Firm protocols for documentation.
  • Salesforce is a record of the team's level of activity and successes, and is routinely reviewed by senior management. As the company grows, the potential exists for territories to be realigned. Your input into Salesforce is the foundation upon which any successor will begin.
• Provide weekly sales updates to senior management.
• Be a good steward of Baker Tilly financial resources when planning sales trips and entertaining clients (i.e., booking more than one client visit for a trip, obtaining competitive rates for travel by planning in advance).
• Ensure client satisfaction on each and every engagement.
• Maintain knowledge of Baker Tilly's core competencies, consultants and project history to appropriately represent Baker Tilly in communications with clients/prospective clients.
• Follow healthcare trends, key clients and prospective clients in the news and social media to identify opportunities and to further develop and maintain overall acumen of healthcare tax, assurance and consulting.
• To represent Baker Tilly in sales meetings/conferences/tradeshows/user group meetings.
• To negotiate service agreements and statements of work including pricing structure and hourly rates with clients and prospective clients.
• Provide performance feedback to Business Development Manager, as well as other members of the staff (i.e., consultants, recruiting, and finance).

Qualifications:

• Bachelor's Degree required
• 10 plus years of prior work experience required
• Experience in Healthcare tax, assurance and/or consulting IT required
• Excellent sales skills and a proven track record of achieving KPI's
• Strong interpersonal skills and an ability to build rapport with internal Partners, Senior Management and stakeholders of varying levels/experience
• Driven and ambitious individual with a strong desire to succeed
• Eligibility to work in the U.S. without sponsorship required

The compensation range for this role is $159,980 to $303,310. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location.

Other compensation for this role may include performance and sales-based commissions.