Director of Business Development - Georgia Market

Remote. Must live in Georgia.

Travel statewide required.

The role will also entail supporting market and facility leadership in maintaining, nurturing, and deepening these relationships (e.g., increasing volume, improving retention, etc.).

Partner with operations leadership to identify, evaluate, and execute physician syndication opportunities for both newly recruited and existing physician partners to strengthen alignment, preserve retention, and enhance physician loyalty.

Identify other growth levers in the market (e.g., acquisition targets, DeNovo opportunities, and large referral relationships).

Based on market needs, may include helping activate referral sources and other marketing mechanisms for partnered group practices.

KEY ROLE OUTCOMES

Primary outcome

Increase net revenue and AEBITDA directly tied to successful physician recruitment, productivity, and utilization in their geographic market

Supporting outcomes

Case volume and net revenue for physicians recruited last year, end of last year, and current year

Total net physician count recruited and lost over a rolling 12 month period in their geographic market

Physician satisfaction scores

Growth in physician investor participation through the identification and execution of physician syndication opportunities that support physician retention, loyalty, and market growth

Support Market CEO’s and Corp Ops teams in setting in-market growth strategy and physician recruitment goals

Surface top risks and potential network losses (e.g., retiring physician)

Identification of acquisition targets, DeNovo opportunities and referral relationships

DUTIES AND RESPONSIBILITIES

Build out a strong, comprehensive physician & physician group network in the assigned geographic market to stay informed of key opportunities and developments

Build out a comprehensive list of all key physicians and physician groups in the market with key information (e.g., name, practice name, address, specialty, current procedure location(s), email, phone) and their current relationship with SP (e.g., no relationship, previous SP physician, warm relationship, etc.); maintain the list and account for new physicians, retirements, etc. via a thorough annual review process

Prioritize physicians and groups based on potential size/value and assessed interest (e.g., high priority, medium priority)

Utilize a recurring outreach plan (e.g., annual visit/check-in, biannual visit/check-in) for non-SP physicians based on prioritization; build and nurture the relationship (e.g., discuss current state, goals, potential SP partnership/help)

Attend high-value, in-market meetings of high-priority doctors to build relationships and increase SP visibility

Identify, prioritize, engage, and recruit new physicians for SP facilities in the assigned geographic market

Identify & prioritize the highest-value physician recruitment opportunities based on potential upside (e.g., potential volume, likely financial impact) and likelihood (e.g., assessed level of interest)

Run proactive, targeted engagement & outreach efforts (e.g., calls, in-person visits, presentations, etc.); track and record key insights and takeaways (e.g., level of interest, key areas of interest and concerns)

Prepare key materials (e.g., SP overview, partnership overview) for physician conversations, leveraging best-practice SP assets and customizing for individual conversations

Coordinate and bring in key market leaders (e.g., Market CEOs, facility admins, Division Presidents for high-value prospects if helpful) to help recruit physician prospects

Help support out-of-market recruitment when identified in the plan

Partner with

Market CEOs

, facility administrators, and physician leaders to identify and execute physician syndication opportunities that drive physician alignment, retention, loyalty, and long-term growth

Leverage SP centralized resources for out-of-market recruitment and act as in-market liaison with centralized team

Help host and talk to out-of-market recruits about specific in-market opportunities

Help Market CEO’s grow procedure volume with in-network physicians (e.g., increase splitter volume) and increase retention

Work with Market CEOs and facility admins to identify top “splitter” doctors with significant room to increase procedure volume and estimate what volume is done at SP and elsewhere

Prioritize top in-network growth opportunities to engage with

Develop and execute plans to increase SP volume from top-priority physicians

Partner with Market CEOs, facility administrators, and physician leaders to identify and execute physician syndication opportunities that drive physician alignment, retention, loyalty, and long-term growth

Identify & prioritize top attrition risks across facilities and market

Build and refine actionable retention plans for top attrition risks

Surface other SP growth opportunities within the market (e.g., M&A, etc.)

Identify, assess, and share other key growth opportunities that emerge during conversations with local physicians

Share promising opportunities with Market CEO and Divisional Director of Business Development

Identify large referral sources and drive relationship building and community engagement / marketing activation

Run recurring debrief conversations with local ops leadership (e.g., facility administrators, Market CEOs) and potentially other DBDs to discuss key growth opportunities.

QUALIFICATIONS

Education

Bachelor’s degree in Business Administration, Marketing, or a related field; Master’s degree preferred

Experience

Minimum of 8 years of experience in business development, or a related field, with at least 3 years in a leadership role

License(s)/Certification(s)

Professional certifications in business development or sales (e.g., Certified Business Development Expert) are preferred but not required

Knowledge/Skills/Abilities

• Strong negotiation, communication, and interpersonal skills
• Ability to analyze market trends
• Proficiency in CRM software and Microsoft Office Suite
• Strategic thinking and problem-solving abilities

Core Competencies

Leadership

• Strategic planning
• Relationship management
• Results orientation

Adaptability

WORKING CONDITIONS

Physical Requirements

Talk / Hear

See

Stand

Sit

Manual Dexterity

Hazards and Atmospheric Conditions

Normal Office Surroundings

COMPETENCIES

Agility

• Resourcefulness: Adapts quickly to changing circumstances; cleverly navigates obstacles and constraints
• Manages Uncertainty: Comfortable when things are in flux; readily shifts approach or behavior

Bias to Action

• Action Oriented: Propensity to act or decide and move forward with a logical approach
• Delivering Results: Maintains focus on meeting goals and is resilient when encountering setbacks

Customer Focus

Identifying with Customers: Understanding who the external and internal customers are and what they value

Managing Complexity

• Essence: Extracts core meaning from complex situations and identifies root causes
• Manages Conflict: Settles disputes constructively and respectfully

Capability Building

Helps Others Succeed: Mentors and coaches others, helping them build strengths

Interpersonal Impact

• People Smart: Reads people well and understands perspectives
• Influence: Gains alignment and finds win/win solutions without direct authority

Strategic Vision

• Inspires Others: Creates shared purpose and motivates teams
• Visioning: Anticipates future trends and articulates possibilities clearly
• Reporting lines
• Reports to: Divisional director(s) of Business Development
• Partners with and dotted line reports to: Market CEO

Benefits

• Comprehensive health, dental, and vision insurance
• Health Savings Account with an employer contribution

Life Insurance

PTO

• 401(k) retirement plan with a company match
• And more!

ENVIRONMENTAL/WORKING CONDITIONS

: Normal busy office environment with much telephone work. Possible long hours as needed. The description is intended to provide only basic guidelines for meeting job requirements. Responsibilities, knowledge, skills, abilities and working conditions may change as needs evolve.

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*No Recruiters Please