Director, Hospital Partnerships

GENERAL OVERVIEW:

The Director, Hospital Partnership is a key leadership position focused on driving revenue growth through strategic planning, market analysis, and the execution of growth initiatives focused on referral partner management and referral process management across the specialty/ER segment of the business, both internal to NVA and externally. Reporting to the VP, Hospital Partnerships, this role works across various functional departments including Strategy and Business Operations, Technology, Data and Analytics, Field Operations, Medical Operations and Marketing.

KEY RESPONSIBILITIES: Drive growth above commitment in the specialty/ER business

Growth Strategy and Development
Identifying and prioritizing referral management growth opportunities, setting measurable goals, and developing comprehensive strategies to improve referral management and drive network visit growth. Exceeding the stated financial commitments for each year. Accelerate and broaden relationships within the NVA business, and with external referring partners as well.

Market Research and Analysis
Coordinate with the Director, Hospital Partnership Strategy and Experience to implement market and industry research, specific to each region, to understand customer trends and needs, identify competitive landscapes, and analyze market and competitor data to inform local and network-wide growth decisions.

Cross-Functional Collaboration
Working closely with strategy and business operations, field operations, medical operations and marketing to align local and national growth efforts, implement strategies, and optimize processes.

Referral Partner Management Execution and Measurement
Overseeing the execution of strategic partner management and sales initiatives, setting sales targets and goals, identifying new engagement channels, monitoring key performance indicators (KPIs) for local referral teams, and analyzing results to identify areas for improvement.

Referral Process Management Execution and Measurement
Partner with Director, Hospital Partnerships Strategy and Experience to implement a redefined referral process management optimization effort, including improving workflows, managing local change, monitoring process improvements and KPIs, and analyzing results for scalability across the network.

Team Development and Leadership
Leading and motivating a large team of business and veterinary professionals, providing guidance, and fostering a collaborative environment focused on innovation and excellence. Assessing capabilities and competencies of team, design a training and upskilling plan, and implementing.

Data Analysis and Reporting
Utilizing a robust set of referral performance data and proprietary analytics tools to track growth metrics, identify trends, and provide insights to executive leadership teams that inform company-wide decision-making. Conducts regular local and network-wide business reviews and presents referral performance and revenue data to a variety of stakeholders.

KEY SKILLS:

• Strategic Thinking: Ability to develop and execute long-term growth strategies. Deep understanding of the company's overall strategy, how distinct functions contribute to it, and how to align their work with those goals.
• Data Analysis: Strong analytical skills to interpret data, identify trends, and make informed decisions.
• Cross-Functional Collaboration: Ability to collaborate effectively with diverse teams and stakeholders, from local medical support teams to executive leadership.
• Strong Business Acumen: Comprehensive understanding of the complexity of multi-site business processes and needs, and the ability to anticipate downstream effects of decision making.
• Communication and Leadership: Excellent communication, presentation, and leadership skills to effectively convey strategies and motivate teams.

QUALIFICATIONS:

• A bachelor's degree in a relevant area is required. A master’s degree is preferred.
• A minimum of 15 years of progressive experience in sales, marketing, relationship management, business development, or managing strategic growth with a proven record of success.
• Experience working in the Veterinary industry is preferred, specifically emergency and/or specialty medicine.
• Adept at working in a highly fluid, complex, and ever-changing environment with experience in a leadership role at a high-growth company or startup.
• Proficiency in process improvement methodologies, with relevant certifications (e.g., Agile, Lean Six Sigma Green/Black Belt), is highly desirable.
• Strong leadership, communication, analytical, and people skills.

Reports To: Vice President, Hospital Partnerships

Direct Reports:The role is responsible for leading and directing the output of the Referral Relations team (to be renamed Hospital Partnerships), which is comprised of 9 (formerly 7) regional Referral Group Managers, and 78 (previously 65) hospital-based Referral Relationship Managers.

Location: Remote, with travel up to 50% across the United States

FLSA Classification: Exempt