Director of 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

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 high-value opportunities (target minimum ACV of $1M+), prioritizing multi-site health systems, IDNs, and other enterprise healthcare organizations.

• 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.

Responsible for bringing market knowledge (or learning it quickly) and leading with a consultative, problem-solving approach throughout the sales cycle.

•      Applies or quickly builds a working knowledge of JHC’s services, the healthcare workforce landscape, and how health systems evaluate and buy (including RFPs and MSP/VMS programs), drawing on internal training, leadership, and subject-matter experts as needed.

•      Leads discovery conversations that uncover a client’s business challenges (e.g., workforce shortages, labor costs, turnover, service-line growth) and connects them to tailored JHC solutions.

•      Positions JHC’s value across its multi-brand portfolio (rehab, allied health, nursing, and beyond) in business terms that resonate with executive buyers.

•      Partners with leadership and proposal support on formal procurement processes (RFP/RFI/RFQ), from opportunity identification through finalist presentation.

•      Stays current on the competitive landscape and market trends within target verticals.

Responsible for advancing complex, high-value opportunities through to close in partnership with leadership. 

•      Runs a consultative, multi-stakeholder sales process, coordinating internal resources (leadership, proposal/bid support, legal) as needed.

•      Supports contract negotiations alongside senior leadership.

•      Builds and delivers compelling proposals and presentations tailored to executive buyers.

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.

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

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 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 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:          
Healthcare or staffing industry knowledge is a plus but not required. Candidates must demonstrate the ability to learn a new market and complex offering quickly.

EXPERIENCE REQUIRED:           

Proven business development / sales experience with a track record of building pipeline from scratch and closing large, complex deals.

Experience in healthcare, staffing, or MSP/VMS environments is a plus but not required; must be able to quickly learn complex procurement cycles and program structures.

Track record of closing high-value, multi-stakeholder deals ($1M+ ACV preferred).

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 through prospecting, networking, and referrals rather than rely solely on inbound or existing relationships.

Coachable, curious, and quick to learn — able to get up to speed on new industries, service lines, and buyer landscapes.

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.