Reporting to the Executive Vice Chancellor (EVC), Commonwealth Medicine (CWM) and working closely with the entire leadership team, the Associate Executive Vice Chancellor, Business Acquisition & Sales Operations (functionally operating as Vice President in CWM's professional services/healthcare consulting organization) is charged with overseeing the full spectrum of activities in business development, sales operations and marketing, and client relations, with an emphasis on health care and human service sector needs experiencing growth and change.
The Associate Executive Vice Chancellor, Business Acquisition & Sales Operations is responsible for leading the strategic business growth and tactical operations, including developing, scaling and evaluating current lines of business, identifying opportunities for innovation and growth, and overseeing sales marketing and operations strategy and client relations.
The Associate Executive Vice Chancellor, Business Acquisition & Sales Operations will be responsible for improving market penetration, enhancing and expanding product and service lines, diversifying revenue and identifying new and emerging markets. Contributes significantly to Commonwealth Medicine's strategic direction and its ability to meet and exceed budget targets and financial forecasts. Collaborates with the DEVC for Operations and Corporate Strategy Advisor, to advise the EVC and align investment priorities to the goals articulated in the University of Massachusetts Chan Medical School (UMass Chan) and Commonwealth Medicine strategic plans. Identifies and articulates business development investment priorities to ensure the proper allocation of capital, talent and operating expenditures. Continually evaluates the performance of the business development, sales marketing and operations, and client relations teams against the strategic plan and recommend and/or implement adjusted allocations.
The range of duties attendant to this senior-level executive position will span from internal management and operations to external business development and relationship building with highly developed account management skills. The ideal candidate has a strong background and demonstrated experience in sales and business development in a professional services setting, particularly working with senior level decisionmakers. This leader will leverage a large professional network, as well as outstanding interpersonal and leadership skills, to develop and sustain productive working relationships with key stakeholders and clients, including, but not limited to: the federal government; the Commonwealth of Massachusetts and other public sector partners; clinical systems and hospitals; outpatient and community-based health centers; trade associations and professional groups; consulting firms; and other health care entities.
Commonwealth Medicine seeks confident, resourceful and self-initiating team players with the ability to thrive in a fastpaced, multi-pronged work environment where each individual contributor is expected to drive projects forward while also working collaboratively to achieve shared goals. He/she will be expected to manage clients independently, make important decisions about sales approach and network development while also leveraging the strengths of the Commonwealth Medicine solution set leaders to deliver the high-quality, high-impact work whose specific duties and responsibilities include: • Seek out and source new clients by developing networks and independently identifying and developing relevant resources for sales and business development. • Oversee market development for Commonwealth Medicine’s innovative approaches and solutions to meet the market’s most pressing and emerging needs. • Collaborate with members of the Commonwealth Medicine team to ensure an excellent client experience across all client interactions from first point of contact and needs assessment through delivery and follow up. • Oversight of sales marketing functions to develop creative outreach strategies to attract and retain clients.• Work towards sales and revenue goals as established in partnership with the EVC.
Note: This is primarily a remote position with the need to be onsite for key meetings/events.
About Commonwealth Medicine:
Commonwealth Medicine (CWM) is the consulting and operations division of the University of Massachusetts Chan Medical School (UMass Chan). We have been working with state and federal agencies and other health care organizations since 1983 to help solve health care challenges. The success of that early work led to the establishment of Commonwealth Medicine as a full health care consulting division of UMass Chan in 1999. Our services and capabilities have expanded over the years based on the needs of these clients and the ever-changing health care landscape. Today, we draw on the academic knowledge, research studies, and public health service expertise of our 1,200 CWM and 4,800 UMass Chan colleagues to provide comprehensive, innovative health care and policy solutions.
Our primary focus is to help both public and private health and human service agencies and organizations fulfill their mission by offering a full range of solutions to address strategic, organizational, clinical, financial, operational, and policy challenges. Our team of experts includes clinicians, pharmacists, policy, research, and technology professionals. With our help, and supported by a world-class public medical school, government agencies, nonprofits, and managed care organizations across the country are able to meet today’s health care challenges — and are prepared for what’s to come.
Lead the Business Development division and engage all business unit leaders participate in Business Development activities.In conjunction with the Executive Vice Chancellor (EVC), Commonwealth Medicine (CWM), set the overall strategic direction of the Business Development division.
Plan and implement the long-term Business Development business strategies to achieve CWM’s strategic and growth objectives.Design a systemic approach to continuously improving CWM’s resource allocation (capital, operating and human capital) model to maximize the impact of funding decisions, business opportunities and/or market trends and to more effectively prioritize and deploy resources across the CWM enterprise.
Collaborate with the DEVC for Operations and Digital Health Solutions to plan and implement infrastructure services required to support the technology needs of Commonwealth Medicine’s diverse organization.
Devise a 5-year plan for Sales and Business Development for new business acquisition and work with the CWM leadership team to oversee its implementation.
Work with Sales and Business Development leadership team to set organizational Key Performance Indicators to gauge performance in all areas of responsibilities.
Establish a set of milestones for new business acquisition and/or expansion of existing client contracts that meets annual margin targets.
Identify opportunities to develop and maintain a high functioning, effective business unit designed to identify, obtain and implement new business or expand existing client contracts.
Identify opportunities to increase efficiencies and speed up processes across the Business Development division and implement new processes and procedures across the business
.Oversight and ownership of Salesforce.
Monitors Salesforce Administrator’s outputs and reports results to senior staff.
In conjunction with the EVC, CWM, set the Business Development division budgets in relation, and proportional to, the margin targets of all business units.
Meet with the CWM Director of Finance on a regular basis to review the financial performance of all business units to ensure goal achievement.
Work closely with Marketing and Communication on sales strategy and approach to winning new business, upselling and cross-selling existing clients.
Analyze and present opportunities for growth in the CWM market segments to drive profitability.
Carry out regular SWOT analysis to mitigate any potential risks through industry and market changes.
Develop productive working relationships with key clients and engage stakeholder groups to improve the quantity and quality of market/competitor intelligence and to shape the development of successful campaign strategies.
Contribute to a coordinated communications program that effectively articulates CWM’s unique mission, vision, value and strategic goals to internal and external audiences and facilitates dialogue
Preserve and promote CWM’s talent pool by evaluating the workforce and launching tailored programs focused on the following: increasing diversity across all levels of the organization; offering value-added professional development training and opportunities for all staff; building leadership depth; and implementing a succession planning strategy.
Lead and/or support the implementation of strategic plans and process as well as the cost improvement efforts for the organization.Assist department managers in negotiating directly with clients concerning the scope, objectives, and delivery dates for projects assigned to their section. Guides managers in their project and staff management responsibilities.
Identify necessary resources to perform project work, including mobilizing and coordinating resources from UMass Chan Medical School and other campuses of the University system and other universities; monitors work progress, including data analysis and report development, and oversees its timely completion.
Oversee communications with CWM clients regarding projects within the specified content area and ensures coordination of these projects.
Delivers presentations of project results to University and state agency officials and staff as well as statewide, regional and national audiences; disseminates results through reports and academic publications.
The Associate Executive Vice Chancellor, Business Acquisition & Sales Operationss will develop and sustain effective relationship with the VC of Innovation Department to support university goals.
Perform other duties and responsibilities as required.
REQUIRED EDUCATIONBachelor's Level Degree in related field. Business Administration, Public Health, Health Care Administration, or other relevant disciplines. REQUIRED WORK EXPERIENCE10 + years of experience, or equivalent, in health care consultation, that includes progressive and proven success in design, execution and evaluation of organizational growth strategies, identifying new market and/or product opportunities, overseeing go-to-market strategies with accompanying technology solutions in complex, matrixed and diverse organizations, and allocating resources and capital to achieve strategic, operational and financial goals. Demonstrated expertise and experience in all aspects of business development including: Account Management; Capture and Proposal Development; and Relationship Management. Knowledge of health care challenges, opportunities and trends impacting both public sector and private clients is a must; health care consulting experience and familiarity with state and federal health care payment models and mechanisms are preferred. Well-developed financial, operational and technical skills, together with proven expertise in strategy, organizational design and innovation. Experience in planning and implementing health technology and/or data analytics solutions is preferred. Communication and presentation skills, both oral and written, to interact with clients and to produce reports suitable for both a public and private sector audience is additionally required. Ability to exercise sound judgment and negotiate with diplomacy and tact. PREFERRED EDUCATIONCompletion of professional level graduate work (MPA, MBA, or MPH) preferred.