VP of Business Development at Jackson Healthcare in Alpharetta-Georgia

Job description

• For over 22 years, Premier Anesthesia has been a highly trusted anesthesia practice management partner for healthcare organizations nationwide. With a wealth of knowledge and skill in hospital-based anesthesia practices, they focus on developing and managing anesthesia services tailored to the needs of their clients, medical staff and communities. From recruitment to efficient management, Premier Anesthesia is dedicated to ensuring optimal patient and client outcomes.
• Premier Anesthesia is a national anesthesia management company solely focused on building and managing the best anesthesia teams in the industry. The organization’s leadership brings extensive experience in hospital-based physician staffing, recruiting and management. Premier Anesthesia is part of the award-winning Jackson Healthcare® family of companies.
• The VP of Business Development leads the growth strategy for the company’s anesthesia service line, driving new health system, hospital and ambulatory surgery center (“ASC”) contract wins. Responsible for the directing, planning, organization and implementation of Sales and Business Development activities for the company.
• Owns the full business development lifecycle for provider-based anesthesia services agreements — from market and target identification, through RFP response and finalist presentations, to contract negotiation and a structured handoff to Operations.
• Builds and maintains senior-level relationships with hospital C-suite, medical staff leadership, and health-system supply chain/contracting teams.
• Partners closely with Marketing, Clinical Operations, Recruiting, Finance, and Legal to ensure proposals reflect a deliverable staffing model (anesthesiologist/CRNA mix, medical direction vs. supervision, call coverage) and a defensible financial structure (subsidy requirements, payor mix assumptions, coding/billing model).
• Serves on the senior leadership team and reports on pipeline, win rates, and market intelligence to the President.

Responsibilities

• New Business Development
• Builds and manages a qualified pipeline of health system, hospital and ASC opportunities for anesthesia practice management, prioritized by strategic fit, deal size, and probability of close.
• Identifies target facilities through market mapping, industry relationships, and knowledge of client solution needs, expiring contracts, group dissolutions, and competitor performance issues.
• Leads discovery with prospective clients to understand current staffing model, coverage gaps, payor mix, subsidy history, and drivers of dissatisfaction with the incumbent provider(s).
• Coordinates site visits and finalist presentations, bringing in Marketing, Clinical Operations, Recruiting, and Corporate leadership, as needed, to strengthen the proposal.
• Sales Outreach, Pipeline, and KPI Management
• Designs and executes a structured outreach cadence (calls, meetings, conference and association touchpoints, targeted campaigns) to generate and qualify new leads across target markets and through channel/industry partners.
• Establishes and maintains a defined sales process with clear pipeline stages, from lead identification through qualification, proposal, negotiation, and close.
• Sets and tracks lead generation KPIs (e.g., outreach volume, meetings scheduled, qualified leads, conversion rate by stage) and reports results on a regular cadence to the President.
• Maintains accurate, current pipeline data in the CRM/pipeline tracking system, including deal stage, expected value, and probability of close, to support reliable forecasting.
• Builds recurring KPI and dashboard reporting covering pipeline health, win/loss rates, sales cycle length, and outreach-to-close conversion, and uses this data to identify bottlenecks and adjust strategy.
• Sets individual and team activity/performance targets for the Business Development team, conducts brief daily standup huddles with the team and monitors progress against the goals.
• RFP and Proposal Management
• Owns the end-to-end RFP response process: qualifies opportunities, assembles the internal response team, and manages the timeline to submission.
• Directs the development of staffing models, coverage plans, and pro forma financials in partnership with Clinical Operations and Finance.
• Ensures proposals accurately reflect Premier's clinical capabilities, quality outcomes, and value proposition relative to competing anesthesia groups and management companies.
• Leads or supports finalist/oral presentations to facility administration, medical staff, and selection committees.
• Contract Negotiation and Structuring
• Negotiates key business terms of new and renewal facility agreements, including subsidy/support payments, term and termination provisions, exclusivity, and performance standards, in coordination with Legal and the President.
• Structures deals to be financially sound for Premier while addressing the client's staffing, coverage, quality, and cost objectives.
• Manages the transition from signed Letter of Intent through definitive agreement, keeping Legal, Finance, and Operations aligned on open issues and timeline.
• Coordinates a clean handoff of new contracts to Operations and Recruiting to support timely, fully-staffed go-lives.
• Client Retention and Relationship Management
• Maintains senior relationships with existing healthcare clients to monitor satisfaction, anticipate competitive threats, and identify renewal risk early.
• Leads or supports renewal negotiations, working with Operations to address any performance issues before they threaten the relationship.
• Serves as an escalation point for significant client concerns related to contract terms, coverage, or service levels.
• Market and Competitive Intelligence
• Maintains current knowledge of anesthesia, healthcare and hospital market dynamics, including reimbursement trends, supervision and medical direction distinctions, CRNA scope-of-practice and opt-out status by state, and payor contracting trends.
• Tracks competitor anesthesia management companies and independent groups — their footprint, market positioning, value proposition, staffing models, and win/loss patterns in relevant markets.
• Shares market and competitive insight with the President and senior leadership to inform growth strategy and target prioritization.
• Leadership and Cross-Functional Coordination
• Leads and develops the Director of Business Development and Director of Business Analytics, setting clear pipeline, proposal, and reporting expectations.
• Partners with Clinical Operations and Recruiting early in the sales cycle to pressure-test staffing feasibility before proposals are finalized.
• Works with Finance to validate deal economics and with Legal to manage contract risk and compliance requirements (including Stark/Anti-Kickback considerations in facility agreement structuring).
• Maintains accurate pipeline, forecast, and win/loss reporting for use in leadership and board-level updates.
• Corporate Values and Culture
• Respects all individuals without regard to position; understands there is no class system.
• Seeks first to understand before responding; does not rush to judgment.
• Takes ownership of self and team; operates with intellectual honesty and is willing to admit mistakes.
• Communicates problems directly rather than through rumor or gossip.
• Embraces a “Team-First” mindset and shares credit generously.
• Acts with integrity and a firm sense of ethics in all business dealings.
• New contract revenue and signed facility agreements meet or exceed annual growth targets.
• Lead generation, activity and outreach KPIs (volume, qualified leads, conversion by pipeline stage) consistently meet department targets.
• Pipeline data is accurate, current, and reliably supports revenue forecasting; sales cycle length and win rates are tracked and trending favorably.
• Client retention rate on expiring/renewal contracts meets or exceeds target.
• RFP win rate and proposal quality meet department standards; response timelines are consistently met.
• New contracts are structured on financially sound terms and transition smoothly to Operations from sales process.
• Pipeline, forecast, and market intelligence reporting to the President is accurate, current, and actionable.
• Business Development team is well-led, with clear expectations and strong cross-functional coordination with Operations, Recruiting, Finance, and Legal.

Requirements

• Bachelor's degree required; MBA or relevant graduate degree preferred.
• Fifteen or more years of business development, sales, or strategy experience in healthcare services, physician/provider staffing, or a related field, including direct experience selling to hospital or healthcare organization decision-makers.
• Five or more years of people-management experience.
• Experience with anesthesia, hospital-based physician services, or provider staffing models strongly preferred.
• Working knowledge of hospital contracting and RFP processes; familiarity with physician/CRNA staffing and coverage models; understanding of relevant reimbursement fundamentals (Medicare, Medicare Advantage, and commercial payor dynamics as they affect anesthesia services).
• Strong executive presence and consultative selling ability with hospital and ASC C-suite and medical staff audiences; skilled negotiator; excellent written and verbal communication; able to lead cross-functional deal teams under deadline pressure; sound business and financial judgment; experience with Salesforce CRM preferred.

Skills

Required

• Skilled negotiator
• Sound business and financial judgment

Preferred

• Experience with Salesforce CRM preferred