Saturday, January 28, 2012

Director, Business Development, Federal Healthcare (Home Based VA, MD DC)

If you have prior experience in the health sector, preferably for the Medicaid/Medicare programs, Veteran's Administration or with a major health insurer, you might be interested in applying for this position. (Emphasis added below).       -alt-lib

Director, Business Development, Federal Healthcare (Home Based VA, MD DC): Click the link to apply

Director, Business Development, Federal Healthcare (Home Based VA, MD DC)-LN 000IU
LexisNexis : NA-United States-District of Columbia 


Basic Job Function
Responsible for business development and revenue generation for healthcare related opportunities within the Federal Government.  Duties include the development and execution of business capture strategy for key agencies such as the Department of Health and Human Services, the Veteran's Administration, Military Health Systems, and health-related opportunities within other agencies; identification of new business opportunities; development and management of key partner relationships in coordination with the Director of Strategic Alliances; identification and communication of product, marketing, government affairs, and other resource needs to the appropriate business units; close coordination with the LN Risk Government unit sales team and other business units across the Reed-Elsevier group of companies; and communication of strategic vision and tactical progress to leadership.  This position reports to the Director of Government Healthcare.
- Strategic Planning: Work with the LN Government team, LN Healthcare Group, and other LexisNexis/Reed Elsevier business units in planning and implementing account and partner strategy to maximize revenue and long-term viability of developing market area within Federal Government. Communicate market needs to solution development and strategy teams. Help develop market business cases, revenue forecasts, and positioning documents. Communicate market direction(s) to team and senior management. Coordinate with other relationship touch points from within other parts of RE.  Prepare senior level presentations and implementation plans for customers. Work with marketing to create Marketing Plans, Buyer Personas, Success Stories, White Papers and Competitive Analysis that will help generate revenue.
-  Customer Requirements:  Develop and build on key customer relationships, and establish consultative presence within key segments. Grow LN knowledge of customer workflow, pain points, strategic goals, program history, political environment, etc.  Develop relationships with key personnel, decision makers, and executive leadership.
- Product Pricing: Support the development of pricing for new and existing solutions. Evaluate strategic customer offerings and determine appropriate customer targeting.
- Customer proposal, contract, and pricing management: Directly manage responses to customer RFPs and RFIs, with the support of the Healthcare Procurement Manager. Lead the development of responses to major strategic opportunities. Identify and develop maintain 3rd party relationships and generate new business opportunities based on market need.
- Meet or exceed revenue objectives.


-          BS/BA required
-         10 years proven business development/account management experience, with significant experience in the Federal Government space.
-          Experience with the Department of Health and Human Services and more specifically the Centers for Medicare and Medicaid Services (CMS). Ideal candidates will have knowledge of current CMS initiatives, personnel, and programs, particularly the Center for Program Integrity. Candidates who also have experience with the Veteran's Administration and/or Military Health Systems will be preferred.
-          Knowledge of healthcare-related fraud waste and abuse, identity management, and information exchange initiatives and activities
-          Strong oral and written communication skills as well as presentation skills.
-          Strong organizational and forecasting skills.
-          Understanding of the government customer, their challenges, procurement and bids process and the ability to quickly develop an in-depth understanding of LexisNexis Healthcare solutions and how they apply to the customer's needs.
-          Demonstrate outstanding networking capabilities and exhibit a professional demeanor, business maturity, and technical (PC and applications) knowledge. Able to set strategy and coordinate across multiple business units to accomplishing mutual goals. 
-          This position requires travel which includes overnight travel

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