American Association of Post-Acute Care Nursing (AAPACN)
TITLE: Vice President of Business Development
DEPARTMENT: Business Development
REPORTS TO: President & CEO
CLASSIFICATION: Full-time, Exempt
SUPERVISES: Manager of Business Development
The American Association of Post-Acute Care Nursing (AAPACN) advances its mission through two signature membership divisions, AANAC and AADNS. Founded in 1999, the American Association of Nurse Assessment Coordination (AANAC) is dedicated to supporting long-term care nurses and professionals who provide quality care for nursing home residents across the nation. AANAC is the premier resource and network for long-term care professionals involved in the Resident Assessment Instrument and MDS processes. AANAC is committed to the success of the entire interdisciplinary team and delivers accurate and timely information, educational opportunities, advocacy in legislation, and a peer community of support. In March 2016, American Association of Directors of Nursing Services (AADNS) launched to support and empower Directors of Nursing and Directors of Nursing Services with best-in-class education, resources, advocacy and a strong collaborative community.
AAPACN supports the combined membership of nearly 20,000 individuals to provide education and support across the long-term, post-acute care continuum. The Vice President, Business Development is a critical member of the executive leadership team spearheading industry partnerships and identifying new education and business opportunities for the organization.
PRIMARY PURPOSE OF POSITION
The VP, Business Development is responsible for developing, implementing, and achieving an aggressive, comprehensive external sales plan that increases the number of corporate business partners and grows revenue for the organization. The VP is focused on maintaining and expanding business and strategic partnerships in the long-term healthcare sector. The VP is responsible for developing new relationships including business partners, training partners, and stakeholder alliances.
The VP will serve on the AAPACN leadership team and report to the President & CEO.
Decision-making: All decisions made in this position are of the highest level and impact the reputation and the future success of the Associations. The decisions made will reflect the priorities of the Associations and of their collaborative partners.
Complexity: This position requires highly experienced analysis and judgment. This position requires an understanding of the long-term and post-acute care field from a regulatory, clinical, and business process prospective. The VP utilizes a consultative sales process with clients to understand corporate partner strategic goals and to identify and match such strategies to AAPACN programs and services to increase client value, AAPACN revenue, and overall client satisfaction.
Authority: This position holds authority over the business development processes and is subject to supervision by the AAPACN President and CEO.
% of Time Spent
Create and execute an aggressive strategic business development plan based on market analysis and analytics, proven business development methodology, and annual revenue targets.
Collaborate and ensure cross-team engagement with executive leadership on all aspects of strategic planning, budget development and program execution related to business partnership and organizational membership level sales, marketing and resource development.
Develop and successfully execute department business plan and budget in alignment with broader organization strategic plan and in collaboration with lateral departments and leadership team members.
Plan and execute effective outbound sales campaigns, with emphasis on lead generation, new business, healthcare field outreach, and awareness-building activities.
Develop and manage strategic partnerships related to affinity agreements, co-developed educational programs, and pharmaceutical educational grants.
Develop and manage strategic partnerships with state-level organizations including DON chapters, AHCA state chapters, and Leading Age state chapters.
Recruit new business partners and professional development partners.
Supervise manager of business development and other staff, as assigned.
Assist other departments or executive team as needed or requested by the President and CEO.
To perform the job successfully, an individual should demonstrate the following competencies:
Analytical - Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data.
Strategic Thinking - Develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes legislative and regulatory environment; identifies external threats and opportunities; adapts strategy to changing conditions.
Initiative - Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
Communications – actively listens, processes and engages through interpersonal communications in person and electronically. Utilizes appropriate and proper communications styles. Demonstrates excellent verbal and written skills.
Innovation - Displays original thinking and creativity; meets challenges with resourcefulness; generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others' attention.
Judgment - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.
Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people (especially members); develops realistic action plans.
Leadership - Exhibits confidence in self and others; inspires and motivates others to perform well; effectively influences actions and opinions of others; inspires respect and trust; accepts feedback from others; provides vision and inspiration; gives appropriate recognition to others; displays passion and optimism; mobilizes others to fulfill the vision.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
REQUIRED EXPERIENCE & SKILLS
Corporate sales experience in long-term or post-acute care.
Sophisticated sales and relationship building skills demonstrated through financial metrics of program growth.
Proven project management skills.
Strong organizational and written/verbal skills; must be able to manage multiple concurrent campaigns for each partner program.
Team-oriented. Must be hands on and willing to assist with program development.
Detail- and quality-oriented with the ability to perform multiple tasks as needed.
Bachelor’s degree in nursing, business, marketing, or healthcare, preferred.
5 years’ experience in long-term or post-acute care.
Position is based in Denver, CO. Option for telecommuting at discretion of the President & CEO.
Domestic travel up to 40%
**Employee medical and dental benefits are 80% paid for by the employer, vision and disability benefits are available at employee expense. Accrued PTO based upon length of service and increases based on tenure. Employees are able to dress casually every day. 401(k) available. Small, fun, dedicated staff supporting our membership base.**
Additional Salary Information: Salary commensurate with experience