Market Director, Post-Acute Care (JO-1302-263) Nashville, Tennessee
The Market Director, Post-Acute Care has responsibility for executing HealthStream’s strategy to offer our learning and talent management suite of solutions to the post-acute care market which includes long-term care facilities such as nursing facilities, intermediate care, assisted living facilities as well as home health agencies. The Market Director, Post-Acute Care supports and grows products throughout their life cycle, working in a matrix environment across multiple internal departments, interfacing with customers as necessary, developing and growing relationships with business partners, researching and identifying options to improve the product(s), and negotiating new business partner agreements. This role works closely with product management leadership, members of the executive team, and others across multiple internal departments to define and implement the product vision and roadmap, assuring attainment of revenue and customer satisfaction goals, and aligning all activities with HealthStream’s organizational strategy and goals.
Qualifications for this position include but are not limited to: Bachelor’s degree in marketing or other business discipline (MBA or other advanced degree strongly preferred); at least 3-5 years in a product management, sales, or product marketing role; excellent written, verbal, and presentation skills; ability to plan and execute own activities with generally defined goals and minimal supervision; and capacity to manage multiple concurrent activities and complex projects with the appropriate prioritization and focus. Experience in the operations of post-acute care facilities or home health agencies are strongly preferred.
Approximately 10-15% travel is required to support partner and customer relationships; attend workshops, conferences, or trade shows; and work with offsite colleagues.
ESSENTIAL DUTIES OR RESPONSIBILITIES – (The below listed duties are not all inclusive. This position must also perform other duties as assigned.):
Essential Duties % of Total Job
1. Market Management
a. Create and manage strategy for HealthStream’s learning and talent management solutions for the post-acute care market.
b. Grow sales and revenues for assigned HealthStream-owned and partner products
c. Conduct market research and fully understand the competitive environment for the market and related products
d. Track and understand market share and financial performance and report internally on this analysis
e. Produce well-researched and well-founded product pricing and appropriate incentive/discounts to promote product sales
f. Informally manage, support, and direct a organization-wide and cross-functional team of employees who work within a matrix environment for assigned products
g. Assure accurate and complete understanding of products through routine internal training, development of customer training, and other forms of internal and external communication
h. Identify, resolve, and monitor customer and product issues with the assistance of client services support 70%
2. Sales and Marketing Support
a. Assist in the development and support the execution of sales plans
b. Support new product releases with development of sales tools and collaterals
c. Assist in the development of marketing strategy and prioritize the production of marketing materials and sales-supporting activities
d. Identify marketing opportunities such as professional conferences and other events that provide access to potential customers 20%
3. Business Partner Management
i. Research and evaluate potential new partnerships and other external opportunities, including managing the RFP/RFI process
j. Make recommendations for future new partnerships and manage product enhancements with existing partners
k. Conduct negotiations with partners to finalize business relationships and contracting, with the support of Product Management leadership and internal legal counsel
l. Manage the ongoing relationships with existing partners, including gaining a deep understanding of their business and enhancing the business and technical relationships with existing partners 10%
JOB SPECIFICATIONS: What specialized, technical, or practical knowledge, skills, experience or abilities are needed to perform the job. (Include degrees, certificates, licenses, or other bona fide job qualifications.)
A. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:
Bachelor’s degree in marketing, business, or similar (advanced degree preferred)
At least 3-5 years in a product management or related role (i.e. sales)
Post-acute care or home health experience strongly preferred
Software development lifecycle or technology management experience strongly preferred
B. SKILLS REQUIRED (manual, verbal or mental manipulation of data or things):
Excellent written, verbal, and presentation skills
Successfully uses technical applications for business purposes (Salesforce, HPQC, etc)
C. ABILITIES REQUIRED (work characteristics, behaviors, leadership abilities, etc.):
Plans and executes own activities with generally-defined goals and minimal supervision
Manages activities for multiple concurrent and complex projects with the appropriate prioritization and focus
Works within a multi-disciplinary and cross-functional team with respect towards others and focused on successfully meeting team goals
Appropriately influences cross-functional team members without formal authority or management control
Establishes high level of trust and credibility internally, with business partners, and with customers
PHYSICAL DEMANDS/REQUIREMENTS: Describe the physical demands and normal or usual conditions under which the job is performed.
Sitting at desk
Moving around office
Using telephone and computer
WORKING ENVIRONMENT: Describe the normal or usual conditions where work is performed.
Typical office environment
Some travel required to: 1) support partner or customer relationships; 2) attend workshops, conferences, or trade shows; and 3) work with offsite colleagues.