DIRECTOR OF BUSINESS DEVELOPMENT - (DBD) - WEST REGION

Job Summary

Compass One Healthcare is looking for an experienced and driven Director of Business Development (DBD) to lead company growth in the western region. This high-profile role requires a candidate who can demonstrate sustained career success with strategic agility and a drive for results. The DBD will focus on identifying and securing new business opportunities in the competitive healthcare market, particularly in Food and Support Services. Reporting to the Sales Vice President, the DBD will collaborate with Operations, Finance, fellow DBDs, and the Sales Support team to drive profitable market expansion.

The role involves developing a robust sales pipeline, managing territory, building strong relationships with key decision-makers, and delivering compelling proposals and presentations. Success in this position means ensuring the continued growth and profitability of Compass One Healthcare while aligning with the company’s operational and strategic goals. The DBD will cover multiple states, working closely with Senior leaders and Support Staff to align business development activities with organizational objectives, ultimately growing the company's presence in healthcare facilities and establishing it as a trusted partner for Food and Support Services across the Western Region as assigned.

Responsibilities:

Business Development & Sales Plan Execution

• Lead and optimize sales plans to achieve in-year results and drive industry-leading year-over-year performance improvements for new contract commitments.
• Develop and implement a comprehensive business development plan for the assigned territory.
• Drive C-suite level access through effective territory management.
• Build a strong multiyear pipeline through high-volume prospecting and targeted market outreach.
• Demonstrate an ability to prioritize with a high degree of urgency.
• Execute all phases of the sales cycle with demonstrated proficiency.

Client Relationship Management Consultative Thinking:

• Demonstrate proficient business acumen with operating partners to expand services and market share. Work closely with Regional Vice Presidents, Operations, and Support teams to ensure that sales strategies align with the company's operational goals and maximize client value.
• Develop strong partnerships with the Finance team to analyze contract profitability and ensure favorable terms for both clients and the organization.
• Communicate effectively across the organization, ensuring a seamless flow of information between Sales, Operations, Finance, and other Sales Enablement functions.

Collaboration & Cross-Functional Engagement:

• Foster a strong sense of teamwork and collaboration between the sales team and sales support teams.
• Partner with the Finance team to analyze methodology and deal terms.
• Communicate effectively across the organization, ensuring a seamless flow of information between functional groups supporting your activity.
• With the support of sales leadership and sales support resources, implement improvements where necessary to maximize success rates.

Reporting & Data Management:

• Maintain an up-to-date CRM system, tracking all sales activities, pipeline developments, and opportunities.
• Provide accurate sales forecasts and performance reports to senior management, identifying potential roadblocks and suggesting solutions to drive continuous improvement.
• Leverage analytics to monitor market trends, competitor activities, and application to current or emerging opportunities.

Travel:

• Travel approximately 50% of the time within the territory to meet with clients, attend industry events, and build a visible market presence.

Qualifications:

Education: Bachelor’s degree required, with additional consideration for advanced degrees or certifications in Healthcare, Hospitality, or Food/Support Services.

Experience:

• 5+ years direct contributor with proven C-level sales experience and consistently delivering results.
• Prior 5+ years experience in new business development lead sales quota driven role, in a net new sales role (“hunter”) with a successful track record of securing high-value net new contracts, ideally in healthcare, food services, or related support services.
• Proven track record building key relationships and executing sales strategies to expand the customer base and increase revenue.
• Demonstrated ability to build and execute a comprehensive business development plan across a defined territory, and gain access to key stakeholders to derive key insights.
• Commitment to a high degree of execution and the ability to deliver commitments that exceed the plan.

Skills & Competencies:

• Consultative and collaborative, the ability to engage in consultative and collaborative selling is essential. With a demonstrated understanding and track record of tailoring unique solutions for prospects involved in complex buying decisions.
• Exceptional networking skills, with a demonstration of the ability to gain access and maintain and sustain strong relationships establish relationships at all levels within healthcare organizations.
• Exceptional communication skills, including active listening, business writing, proposal development, and presentation skills, ensuring clarity and impact in client-facing interactions.
• Strategic thinker with a demonstrated ability to analyze market trends, assess risks, and execute well-defined and impactful solutions that align with business goals, increasing win rates and exceeding quota
• Time management and organizational skills, with the ability to prioritize multiple projects and deadlines in a demanding environment.
• Proficiency in CRM systems for sales tracking, forecasting, and pipeline management.
• Ability to represent Compass One Healthcare at a variety of industry and networking events.
• High energy, strong executive presence, and the capability to build trust and credibility with senior executives (C-level) and key decision-makers.
• Team player with a collaborative mindset, eager to contribute to the growth and success of the company while maintaining trust, integrity, and professionalism