Senior Director, Business Development

Overview

Jackson Nurse Professionals was recently awarded Best Places to work by the Orlando Business Journal.  Apply now to join an awesome growing team!

Jackson Nurse Professionals is a unique mix of highly skilled professionals who are passionate about putting Nurses to work while remaining incredibly supportive of each other. Our corporate culture encourages individual growth and team development through various training and team-building events while taking the time to have fun at annual potlucks, competitions, and company outings.

ESSENTIAL FUNCTIONS AND BASIC DUTIES:

1. Responsible for driving outbound pipeline generation targeting large, complex contract opportunities.

• Builds and manages a consistent outbound prospecting cadence (calls, email sequences, LinkedIn/social selling, referral development) to generate net-new meetings with target accounts.
• Identifies and qualifies opportunities with a minimum annual contract value (ACV) of $1M+, prioritizing multi-site health systems, IDNs, and enterprise staffing programs.
• Targets and builds relationships with call points at the Director level and above; VP/SVP of HR, Talent Acquisition, Workforce Strategy, Procurement, and C-suite stakeholders where applicable.
• Maintains disciplined pipeline hygiene and forecasting, tracking opportunities from first touch through signed contract.
• Achieves and exceeds new-business revenue targets and outbound activity metrics (calls, meetings booked, opportunities created) as defined by leadership.

2. Responsible for bringing staffing industry and MSP expertise to every stage of the sales cycle.

• Applies working knowledge of MSP program structures, VMS platforms, and procurement/RFP processes to position JHC effectively against incumbent and competing vendors.
• Navigates formal solicitation processes (RFP/RFI/RFQ) from opportunity identification through proposal submission and finalist presentation.
• Differentiates JHC's value proposition across its multi-brand portfolio to match client needs (rehab, allied health, nursing, and beyond).
• Stays current on staffing industry trends, competitor MSP relationships, and market dynamics within target verticals.

3. Responsible for leading complex, large-dollar deals through to close.

• Runs a consultative, multi-stakeholder sales process for large contract opportunities, coordinating internal resources (leadership, proposal/bid support, legal) as needed.
• Negotiates contract terms on large ACV deals in partnership with senior leadership.
• Builds and delivers compelling proposals and executive-level presentations tailored to enterprise buyers.

4. Responsible for ensuring a smooth transition from sale to delivery.

• Partners with Account Management and Recruitment teams to ensure a clean handoff and onboarding of newly signed contracts.
• Remains engaged as needed during early account ramp-up to protect the relationship and support renewal/expansion potential.

5. Responsible for maintaining strong internal relationships and reporting discipline.

• Keeps leadership informed of pipeline status, deal risk, and market intelligence on a regular (weekly) cadence.
• Coordinates effectively with Account Management, Recruiting, and executive leadership throughout the sales cycle.
• Attends meetings as required (both virtually and/or in-person as required) and represents JHC at industry conferences, events and seminars as needed. Examples include mandatory internal meetings as needed and required, as often as monthly or quarterly, in-person meetings with clients, conferences, events, seminars, etc.

6. Responsible for conducting job duties in accordance with the Corporate Values and Culture.

• Others First (Put others before self)
• Wisdom (Do the wise thing)
• Growth (Keep getting better)

PERFORMANCE MEASUREMENTS

1. Performance will be measured by activities which lead directly to revenue generating placements such as:

• Number of incremental new business contracts.
• Number of placements from new business & retention.
• Nurturing a business portfolio of opportunities.
• Quarterly revenue goals of opportunity.
• Meeting counts and activity measurements.

2. Placements generated must meet or exceed requirements for Gross Margin and Gross Profit targets and new contracts must come in with a minimum of spend opportunities and/or orders.

3. Success is further measured by penetration of new clients and obtaining of new orders in the targeted growth markets.

• The Senior Director, Business Development is responsible for understanding all required credentialing documentation to the client to ensure provider is eligible to work in specific states and for communicating such requirements to the Account Manager.
• The Senior Director, Business Development must maintain effective working relationships with client personnel, recognize problems, offer solutions, inform management and make recommendations for improvement. This will be done through verbal and written communication as assigned.

QUALIFICATIONS:

EDUCATION/CERTIFICATION: High school graduate or equivalent. Bachelor’s Degree preferred.

ELIGIBILITY REQUIREMENTS: All candidates must be able to fulfill E-verify requirements.

REQUIRED KNOWLEDGE: Knowledge and understanding of the current issues and climate within the Healthcare and overall Travel Nurse Staffing industry.

EXPERIENCE REQUIRED:

• Minimum 5+ years of business development / sales experience in the staffing industry, with a track record of closing large, complex contracts.
• Demonstrated experience selling and/or supporting MSP programs — familiarity with VMS platforms, MSP procurement cycles, and program structures required.
• Proven history of closing deals with a minimum annual contract value (ACV) of $1M+.
• Experience selling to and building relationships with Director-level and above stakeholders (VP, SVP, C-suite).
• Strong outbound sales discipline — proven ability to self-generate pipeline rather than rely solely on inbound or existing relationships.
• Excellent consultative selling, negotiation, and executive presentation skills.
• Willingness and ability to travel for on-site client visits, conferences, and industry events as needed.

SKILLS/ABILITIES:

• A strong team player with superb interpersonal skills.
• Communicates and works well with others in a team environment.
• Enthusiastic, competitive, results-driven and solutions-orientated with a strong work ethic and integrity.
• Superior organizational, presentation and negotiation skills
• Ability to thrive in a challenging environment requiring a high degree of deadline-driven productivity, commitment, adaptability, communication, initiative, and follow-through.
• Effective time management skills, with strong organization and prioritization abilities
• Highly motivated and metric driven.
• Full adoption of CRM entry – experience in Bullhorn a plus.

WORK SCHEDULE: This is a full-time hybrid position. Standard business hours are Monday through Friday 8:30 a.m. to 5:30 p.m. Additional time outside of these hours may be needed to complete the essential functions of the job.

PHYSICAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

FINGER DEXTERITY: Using primarily just the fingers to make small movements such as typing, picking up small objects, or pinching fingers together.

TALKING: Must frequently convey detailed or important instructions or ideas accurately, loudly, or quickly. Conducts continuous conversations over the phone averaging 4 to 6 hours daily.

AVERAGE HEARING: Able to hear average or normal conversations and receive ordinary information via telephone and in person.

REPETITIVE MOTIONS: Movements frequently and regularly required using the wrists, hands, and fingers. Conducts continuous functions on the computer averaging 4 to 6 hours daily.

AVERAGE VISUAL ABILITIES: Average, ordinary, visual acuity necessary to prepare or inspect documents.

PHYSICAL STRENGTH: Sedentary work; sitting most of the time.

TRAVEL: Successful associates in this position must be able and willing to travel nationwide up to 40% of the time.

MENTAL ACTIVITIES AND REQUIREMENTS OF THIS POSITION

REASONING ABILITY: Ability to apply common sense understanding to carry out detailed but uninvolved instructions and to deal with problems involving a few variables.

MATHEMATICS ABILITY: Ability to perform very basic math skills including adding, subtracting, multiplying, and dividing two-digit numbers; ability to use decimals and compute ratios and percentages.

LANGUAGE ABILITY:

Ability to use passive vocabulary of 5,000-6,000 words; to read at a slow rate; define unfamiliar words in dictionaries for meaning, spelling, and pronunciation.

Ability to write complex sentences, using proper punctuation, and using adjectives and adverbs.

Ability to communicate in complex sentences; using normal word order with present and past tenses; using a good vocabulary.

TECHNOLOGICAL ABILITY:

Competent in the use of MS Word and Excel.

Be familiar with and can learn applications such as financial applications and other company applications and systems required by job content.

Disclosures

Smoking/vaping and the use of tobacco products are prohibited on all Company premises, including indoor and outdoor areas, parking lots, and Company-owned vehicles. 

As part of our employment process, candidates who receive a conditional offer may be required to undergo pre-employment drug testing.

We are an Equal Opportunity Employer and do not discriminate based on race, color, religion, sex,  national origin, age, disability, veteran status, or any other protected status under the law.