The Business Development Manager shall support the agency by developing, and advancing client relationships through sales strategies and client contacts, resulting in new contracts/partnerships and increased participant enrollment and revenue from Casa Central’s Senior Services programs. Revenue is to be generated from a variety of sales and marketing activities, including researching and pursuing new referral sources, enhancing, and maintaining relationships with existing referral sources. This position is responsible for meeting sales objectives and reporting results on a weekly basis; discussing successes and opportunities, and demonstrating documented progress and inquiries in sales/marketing/networking areas.
The Business Development Manager must work in collaboration with the Marketing department and Senior Services programs. Must be able to travel throughout but not limited to the Greater Chicago Metropolitan Area, including its surrounding Suburbs as well as the ability to conduct visits to such places as hospitals, medical facilities, referral sources, including home visitations in various neighborhoods.
Essential Duties and Responsibilities:
Nurtures positive and collaborative working relationships with other Agency staff as well as outside providers.
Implements the Agency mission, philosophy, core values to direct daily work and decision-making; adheres to agency policy.
Cultivates a professional and respectful work environment.
Actively involved in, and knowledgeable of the Agency’s Performance Quality Improvement process.
Approves time sheets and ensures compliance with Agency and funder guidelines. Accountable for daily activities within the allowable activities approved by the Agency.
Includes the following, as well as other duties as assigned:
Develop & maintain cooperative relationships with professional referral sources to obtain referrals (social workers, discharge planners, etc)
Effective, strategic management of assigned regions.
Maintain sales reports, participant reports using automated systems
Increase participant and revenue base of the Senior Services programs through sales & marketing efforts.
Knowledge of principles and methods for showing, promoting, and selling services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Market Analysis: monitor market conditions, product & service innovations, and competitors' services, prices, and sales.
Lead efforts in collaboration of the marketing and Senior Services programs staff to develop and implement sales methods, and strategies. Expedite and execute strategies and track progress. Advertise senior services on a regular basis through outreach activities and one-on-one meetings with key people (Social Workers, Hospital Discharge Planners, etc) to promote the programs and the Agency.
Creation of a Sales territory plan in order to track progress and results.
Attend and participate in industry related events such as trade shows, conferences, senior health fairs, and any networking event for the purpose of growing participant base.
Help establish Casa Central’s Senior Private Pay Services brand in the community and in the sector by organizing workshops, seminars, senior health fairs, etc.
Perform administrative duties, such as preparing sales reports, keeping sales records, filing expense account reports, maintaining files, etc.
Recommend services to potential participants, based on needs and interests, including explaining service features, and soliciting orders. As necessary, will answer participant’s questions about services, prices, availability, and payment terms.
Provide interested participants with service brochures, promotional items, and Agency Information.
Develop contracts that are responsive to participant’s needs: estimate or quote prices, payment or contract terms, days of services, and scope of service, etc.
Create and maintain an atmosphere of warmth, safety and respect for all participants including their caregivers while upholding Casa Central Policies & Procedures including the Administrative standards of Illinois Department on Aging Community Care Program.
Establish and maintain good working professional relationships with the personnel of all Care Coordination Units, Manage Care Organizations (MCO’s), Hospitals, Medical Centers and any other industry related institution for referral of potential participants and resource collaborations.
Perform other duties and responsibilities, as assigned.
Sensitivity to cultural diversity is required. Will be subject to drug and alcohol screening, as well as aptitude and skills’ testing. To perform this job successfully an individual must be able to perform each essential duty satisfactorily. Exceptional attention to detail and the ability to follow-up. The requirements listed below are representative of the knowledge, skills and/or abilities required.
Business Development Manager must be knowledgeable of principles and processes for providing customer and personal services and soliciting sales. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. Business Development Manager must have exceptional marketing and sales skills to ensure HCS- Private Pay Unit meets program and sales goals established. In addition, contract negotiation, meeting sales targets and strategy formulation are skills essential for this position.
Personal vehicle and valid current Drivers License and Insurance are required including maintaining a good driving record while employed by Casa Central. Must be able to work evenings and weekends as required. Reasonable accommodations may be made to perform the essential functions.
Bachelors Degree required in Business Administration / Sales & Marketing or related field. Three to four years of relevant experience in Elder Care or related field with strong business development experience. The Sales & Marketing Manager must have the ability to perform multiple tasks and work independently. A considerable amount of work-related skill, knowledge, or experience is needed for this occupation.
Bilingual / Bicultural (English & Spanish); Must possess excellent communication skills, oral and written. Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar. Communicating effectively in writing as appropriate for the needs of the audience. Understanding written sentences and paragraphs in work related documents. Talking to others to convey information effectively. Persuading others to change their minds or behavior. Being aware of others' reactions and understanding why they react as they do. Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Solid community and professional contacts within the local market
Verifiable record of previous revenue and business growth
Preferred background in Elder Care sales
Senior Industry and Home Care Industry experience preferred
Sales / Marketing Related Certificates preferred.
Computer Literacy & Knowledge Skills Abilities:
Must be computer literate in Microsoft Word, Excel, Outlook and Access; skill in the use of a personal computer and related software including database or spreadsheet, word processors and presentation software
Must be knowledge in arithmetic, algebra, geometry, statistics and their application.
Operating Environment and Working Relationships:
Selling or Influencing Others — Convincing others to buy services or to otherwise change their minds or actions.
Communicating with Persons Outside Organization — Communicating with people outside the organization, representing the organization to participants, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
Employee must be able to meet and communicate effectively with all Administrative Departments when requesting and/or executing program elements to facilitate program activities and/or operations.
Must be able to develop and maintain professional, service-oriented working relationships with Care Coordinators, IDoA representatives and co-workers from other Programs/Departments. Must be able to understand and comply with IDoA-Administrative Rules and Procedures. Ability to work well with others - strong teamwork skills, strong knowledge and experienced in IDoA’s Community Care Program (CCP) and the Managed Care Organizations.
Decision Making Authority:
Ability to work independently, make decisions and to exercise sound judgment under the supervision of the Chief Marketing Officer.
Managerial/Supervisory skills are a plus; must communicate effectively, skill in establishing and maintaining effective working relationships. Excellent interpersonal and communication skills, strong relationship building skills and ability to work in a professional and confidential capacity.
About Casa Central
Casa Central transforms lives and offers community support, with a special focus on Hispanics. Our network of social services propels children and youth, individuals and families, and seniors toward self-sufficiency and a higher quality of life.