• Senior Business Development Manager

    Location US-MA-Boston
    Job Posted Date 1 month ago(9/13/2019 4:10 PM)
    Job ID
    2019-16974
    Category
    Operations
    Type
    full time
    Grade
    24
  • Overview

    The Senior Business Development Manager is responsible for leading the business development, budgeting, forecasting, implementation, analytics and operations for Dana-Farber Solutions and in support of our direct to employer strategies and partnerships. Dana-Farber Solutions is an ongoing initiative responsible for magnifying Dana-Farber’s global impact by productizing our differentiated expertise while generating increased, diversified and sustainable revenues through advanced relationship models in the field of cancer. Specifically, the Senior Business Development Manager is responsible for a broad range of business development, financial modeling and analytical reporting, long range financial forecasting and analysis, budget management and business case/proposal development for Dana-Farber Solution’s product portfolio, projects and employer partnership models. Success in this role requires extremely advanced technical skills with MS Excel/Spreadsheets and building financial models. The Senior Business Development Manager will report to the VP of Business Initiatives and Alliances to execute the responsibilities listed below. 

     

    Located in Boston and the surrounding communities, Dana-Farber Cancer Institute brings together world renowned clinicians, innovative researchers and dedicated professionals, allies in the common mission of conquering cancer, HIV/AIDS and related diseases. Combining extremely talented people with the best technologies in a genuinely positive environment, we provide compassionate and comprehensive care to patients of all ages; we conduct research that advances treatment; we educate tomorrow's physician/researchers; we reach out to underserved members of our community; and we work with amazing partners, including other Harvard Medical School-affiliated hospitals.

    Responsibilities

    Business Development

     

    • Support the development, execution and oversight of DFCI’s employer strategy; identify, coordinate, facilitate and maintain initiatives for profitable growth through employer engagement models
    • Assist with implementing and managing new product development, particularly related to our priority work with employers and commercialization strategy; make presentations and lead or facilitate groups of managers and/or physicians during development processes
    • Guide staff and oversee activities to further develop relationships with identified employers; work with various internal and external stakeholders to define the terms of additional agreements and implement services, offerings and solutions for the relationships
    • Oversees activities for ongoing and new initiatives and programs related to employer partners, track key metrics in dashboard reports to inform internal and external stakeholders
    • Collaborate with product development and project management teams to translate technical language into business requirements
    • Seek to optimize DFCI’s competitive position in the direct-to-employer market and long-term revenue growth by identifying opportunities to leverage value while maintaining all other key targets
    • Interpret data to identify potential business opportunities and make recommendations to product leaders and teams
    • Create and communicate product value proposition and deliver product demonstrations to stakeholders externally; support agile development as a product/business needs expert
    • Ensure product functionality and features meet employer needs in a cost-effective manner; collect customer feedback and gain competitive intelligence
    • Manage priorities of business development across multiple products; ensures pervasive markets needs are met, differentiated value is created, and product roadmaps align to overall employer strategy

    Financial Analysis & Business Case Development

    • Provide structured analysis and recommendations focused on new product/employer relationship development and business opportunities; conducts ad hoc research and due diligence relating to Dana-Farber Solution’s suite of product offerings and direct-contracting relationships with employers
    • Develop new business financial forecast models to support new product development and employer partnerships; updates model with actual results and analyze and adjusts assumptions based on knowledge of business
    • Prepare business cases for the Leadership Team to support prioritization of potential scalable opportunities; communicating and driving the product budget and timeline
    • Maintain ownership of the due diligence process with input from Dana-Farber clinical providers, technical, design and business partners, external experts, and employer partners; collects relevant financial/clinical/market data necessary for the design process and business case development; synthesizes quantitative and qualitative information
    • Use appropriate tools to lead the understanding of business plan development, margins, profitability, cost management and operational performance
    • Ensure positive financial performance of initiatives and alignment with initiative’s delivery objectives and timetable; proactively alerts leadership to any budgetary concerns
    • Define and track KPIs to ensure resources are efficiently allocated to support the successful attainment of organizational, departmental, operational, product and employer relationship-specific goals; evaluate Dana-Farber’s ability to invest/fund opportunities and analyze results vs. budget and forecasted expectation
    • Develop pricing, monetization and commercialization strategies and frameworks for new products and new employer partnerships and support complex deals through profitability analyses, increase customer value and drive greater margins to Dana-Farber Solutions
    • Collaborate with the product management and business development teams to set and define the appropriate pricing strategy for new and enhanced offerings to bring greater agility and experimentation to our pricing and packaging decisions
    • Define and evolve Dana-Farber’s Solutions and employer pricing strategy to achieve financial objectives, drive long-term growth and generate sustainable revenue streams
    • Work with multiple stakeholders to understand how different pricing approaches and tiers will impact go-to market strategies, evaluate deal profitability, analyze strategic considerations, understand price elasticity across employer landscape and rationalize pricing and packaging decisions
    • Deploy quantitative pricing research and develop pricing tools that can be leveraged when identifying new packaging, segmentation and bundling scenarios to increase product penetration with employers
    • Support the Vice President in the preparation of presentations to Leadership, and key internal and external stakeholders
    • Support negotiations by participating in internal and external discussions regarding contract terms and with research and analytics

     Operations

     

    • Assist in the ongoing operations/go-live support as requested (e.g. implementation of new products and relationships)
    • Provide on-the-spot answers to questions from all levels of staff
    • Collaborate with colleagues on operations data analysis, reporting, and volume presentations
    • Provide functional support in departmental HR & Finance needs (e.g., monitoring budgets and reporting variances)
    • Partner with the Medical Director of Dana-Farber Solutions to oversee, manage and implement all matters related to the successful operational management and the generation of new business
    • Serve as a primary contact between external employer partners, vendors and internal product development teams

    Management

    • Collaborate on employer business growth activities and business case/plan development efforts for Dana-Farber Solutions
    • Create tools, dashboards, templates and models necessary for ensuring on time and within budget completion
    • Participate in internal and inter-institutional committees and workgroups, including contributing in the strategic direction of the committee; preparing agendas, minutes, and action items; and project management and reports as necessary
    • Identify and escalates risks to budget status and timeline as well as growth milestones
    • Collaborate with outside institutions and serve as a business partner for answering questions and fulfilling needs of external partners independently
    • Facilitate consensus and articulates recommendations, options, and pros/cons for leadership decisions
    • Develop deliverables appropriate for senior leadership team
    • Serve as business owner of major program efforts and initiatives

     

    Qualifications

    MINIMUM JOB QUALIFICATIONS:

    • Bachelor’s degree required; MBA desired, other related professional degrees may be considered
    • Minimum of 5+ years related experience in strategy, business planning, business development or project management in health care with a strong focus on financial analysis, reporting and management utilizing excel

     

    KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:

     

    • Previous experience with product development/management work highly preferred
    • Extremely advanced technical skills with MS Excel/Spreadsheets and building financial models
    • Strong writing skills; ability to creatively use tables, graphs, charts to translate words into pictures
    • Extensive project management experience
    • Strong results orientation, teamwork, communication, and interpersonal skills
    • Strong attention to detail and high-quality deliverables
    • Advanced Word, Excel, Visio, and PowerPoint skills required
    • Exceptional organizational skills, with the demonstrated ability to drive multiple concurrent projects to completion in a complex, deadline-driven environment
    • Requires ability to work effectively with executive, physician, nursing, administrative and ancillary staff; relationship building and collaboration with employees and managers
    • Ability to inspire, engage, and influence others; ability to establish credibility with senior leaders and managers
    • Strong understanding of structures and dynamics within matrixed institutions, as well as multi-institutional relationships and complexities
    • Operate with a high degree of confidentiality
    • Demonstrated diplomacy
    • Strong project management skills required
    • High degree of flexibility and adaptability to manage change
    • Ability to solve problems independently, and use independent judgment in making decisions as appropriate
    • Ability to prioritize and manage multiple competing priorities
    • Ability to work within a team setting and foster collaboration
    • Demonstrated experience in financial management, business case development and pro forma analysis
    • Excellent customer service skills
    • Excellent written, verbal and visual skills
    • Strong and effective time management
    • Understanding of data and analytics required
    • Knowledge of informatics and system integration preferred
    • Self-starter and ability to work independently
    • Strong results orientation, teamwork, communication, and interpersonal skills

     

    SUPERVISORY RESPONSIBILITIES:

     

    Occasional supervision of temporary staff (e.g., interns).

    Works independently; projects supervised

    May have 1 direct report

     


    Dana-Farber Cancer Institute is an equal opportunity employer and affirms the right of every qualified applicant to receive consideration for employment without regard to race, color, religion, sex, gender identity or expression, national origin, sexual orientation, genetic information, disability, age, ancestry, military service, protected veteran status, or other groups as protected by law.

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