Director Market Relationships

Position Summary:

Blackbird has proven the foundations of a repeatable growth playbook in multiple markets. We’re now looking for an exceptionally hands-on Director, Market Relationships to scale and evolve our referral-based local community business.  

This is a critical sales leadership role responsible for refining our strategic ground game,  optimizing impact across channels, and testing new tactics to maximize referrals with current partners. You’ll also lead the team  in launching new markets effectively

In this role, you’ll directly oversee our market-facing teams and other resources that sustain and grow referral relationships. You will spearhead efforts to develop new partnership models that create stickiness and add value to our partners over time, and will collaborate closely with marketing to ensure top-of-funnel activities generate sufficient interest and are aligned with the needs of market-based referral sources.  Reporting to the SVP of Operations and Customer Experience, you will partner closely with operations and new clinic launch activities to stay ahead on market development activities as we expand to new regions.

How you’ll make an impact:

• Build Scalable Ground Operations to Grow  Referral Relationships: Think strategically and tactically to deploy central and ground based resources to achieve scalable growth in our market referrals from community sources (schools, pediatricians, adjacent mental health providers).
• Talent Leadership of Market Relationship Teams:  Recruit, lead and retain driven local sales managers who are constantly striving to achieve goals, find new ways to establish and deepen relationships and grow their markets.
• Performance Optimization across Channels:  Assess the return on specific interventions across channels tied to our efforts to increase referrals by different community based individuals and organizations and adjust focus based on that return analysis
• Help Define New Business Partnership Opportunities  Define and test new ways of building tighter relationships with referral organizations, such as collaborative care models with Pediatricians, embedded clinicians in schools, testing services, etc. 
• Discipline in Managing both New Relationships and Deepening Existing Ones:  Help team prioritize activities across new growth opportunities and engaging with and deepening existing strategic relationships. 
• Implement effective tracking and reporting systems: Optimize use of hubspot as a central repository for managing client relationships, prioritizing key accounts, monitoring activity with these accounts and measuring impact of interventions on referral volumes.
• Experience in Compensation Models to Drive Performance Alignment:  Set sales targets that motivate team and balance topline numbers with market based activity. 

The basics you’ll need:

• 8-12 years of business development experience within the healthcare sector, with a particular focus on having built a strong market-based ground game
• Deep experience working with a referral based organization that not only has to build initial relationships, but also deepen these relationships with ongoing value and relationships.
• Experience working with provider delivery organizations strongly preferred, ideally those with both virtual and in person services.
• Familiarity with healthcare regulations and compliance standards relevant to marketing activities.
• “Fire in the belly” with demonstrated experience setting and hitting targets and building teams that are able to replicate that success over consecutive periods.
• Demonstrated experience of rolling up sleeves and not afraid of individual contributor work. 
• Ability to be a strong player-coach as we grow the team out.
• Exceptional leadership ability working across sales and marketing functions.

Please Note: This is a fully remote position for someone located in the Mid-Atlantic and who is willing to travel 50-75% of the time in market and across markets

Base Salary of $130-145K with eligibility of performance based incentive plan, bringing OTE to $175-200K

Benefits:

• Medical, Dental & Vision coverage
• 401K (with a company match)
• Employer-paid life insurance coverage
• Generous paid time off
• Opportunities for career growth
• Diverse and experienced leadership team with a supportive work culture