Director of Business Development - Conferences
Lincoln Healthcare Events - Norwalk, CT

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About the Company
Lincoln Healthcare Events (Lincoln) is a privately held, for-profit company that produces best-in-class C-level conferences in healthcare services. Our mission is to help improve the effectiveness and efficiency of U.S. healthcare providers by advancing excellence in leadership, strategy and innovation. Lincoln has developed a reputation for providing visionary educational programs, unparalleled peer networking, exceptional customer service and memorable experiences. Over the next few years, we plan to launch several new conferences plus extend our core competency into healthcare policy related content, information networks and strategy advisory services.

Since our start in 1998 when we launched a leadership conference in long term care, our forte has been healthcare conferences which are high-end, high-touch, and high-value. We try to provide exceptional value to both our healthcare provider and supplier clients, and continuously improve what we do.

We educate and inspire CEOs of large healthcare companies to run better and more efficient operations, to provide higher quality healthcare, to think more entrepreneurially and also to become better leaders of the people they employ. We also offer our sponsor partners highly effective venues for building relationships, branding and showcasing their thought leadership capabilities. Our growth will continue by adding additional conferences as well as new offerings in healthcare strategy and subscription networks. So we find our work quite meaningful, and if you are the right candidate, you will too.

We currently have 29 employees and are steadily growing. We would describe our culture as demanding in what we expect ourselves to achieve, tempered with some compassion and fun. There is much sharing of ideas and collaboration. Our “typical” employee works hard, strives for excellence, does diverse work, and has much autonomy.

Lincoln appreciates the high commitment level of our employees and aspires to be a progressive, worthy employer for them. We in turn deliver a high level of commitment to our employees, and plan all hires for the long-term. We believe in developing our peoples’ skills and career growth. We also actively support a holistic work-life balance. We offer flexible hours, a generous vacation/time-off policy, robust compensation and health benefits, quality office space, a competitive parental leave policy and subsidized twice weekly yoga on premises.

As a member of the Lincoln Healthcare Team you will enjoy:

  • Competitive Salary and incentive plan
  • Medical, Dental, Life, AD&D, LTD, STD
  • 401K Retirement Savings
  • Advancement opportunities
  • Ability to work independently
  • Significant amount of paid time off
  • Flexible Scheduling

Director of Business Development

We are in need of a Business Development Manager for both the HCap and Community Hospital 100 Conferences. This position is an internal sales position but we encourage face to face selling. Some travel – 25-30% (domestic).

HCap, the Healthcare Services and Capital Conference is a dynamic gathering of healthcare services and capital markets. Now in its 7th year, HCap has tremendous untapped opportunity for additional growth, profitability and overall visibility. Attendees participate in order to source capital and get the latest updates on trends, innovation and policy, and are comprised of CEOs of large healthcare provider organizations such as long term care, home care, hospitals, outpatient clinics and physician medical groups and ancillary healthcare service provider companies such as software and outsourced service companies. Our sponsors are financial and related advisory services, including investment banks, private equity firms, venture capital firms, and legal services. With approximately 500 people participating each year, it has become known as one of the premier venues for healthcare policy. HCap is held each year in a business hotel in the heart of Washington D.C.

Community Hospital 100 is entering its 4th year as the only strategic leadership conference for mid-size hospitals and health systems. Attendees are comprised of the C-Suite (CEO, CFO, COO, CMO and CNO) from these organizations, and gather to share best practices, gain insight on healthcare reform, innovations and best practices. Sponsor companies are those who provide the goods and services to our providers (i.e., consultants, IT companies, legal services, etc.). Community Hospital 100 ranks extremely high on our customer satisfaction and is known for both its educational content and unique format which encourages and facilitates networking. It is held in a very unique “retreat” style setting, at only five star properties.

The Selling Process at Lincoln
Sales at Lincoln are an intangible sell. The key selling point to our sponsor partners is the unusually high level of access they will have to C-level decision-makers. This high-touch environment offers them personal relationship-building which for them, has proven to be a very powerful door-opener with providers which would otherwise be hard to gain access to. We do impose some degree of business category exclusivity which means we sometimes have to turn down a prospective sponsor, hence not every supplier who is interested in attending can participate.

On the conference delivery side, our goal is to over-deliver to both Sponsors and Providers. This requires you to have a collaborative mindset in order to work with internal resources to deliver an outstanding experience to our customers, ensuring a high return on their investment of time and money.

Our high level of client satisfaction ensures better than average renewal rates each year. Therefore it is very important for our sales people to excel in relationship development as well as have the skills required to aggressively pursue new business.

To be successful in this role, it will help if you are eager to learn about the healthcare industry in general. We realize we occupy a unique niche, in both healthcare and in the media world, so we are prepared to train you in our approach for selling healthcare suppliers and providers.

Skills & Characteristics Desired:

The successful candidate will be goal driven, people oriented and conduct his/herself with the utmost integrity, in addition to:

  • Ability to work independently exhibiting a tenacity and commitment to achieving sales goals. An ownership ethos will serve you well in this role.
  • Highly motivated with consistent drive but also willing to ramp up efforts and creativity when necessary.
  • Excellent consultative sales skills with a proven ability to articulate an intangible business value to C-level executives.
  • Demonstrated ability to generate new business, from initiation to close as well as follow-through on deliverables.
  • Both a hunter and a farmer – can stay focused on rigorously bringing in new partners while nurturing existing client relationships.
  • A strong customer service orientation along with a sincere, familiar, warm and comfortable selling style.
  • Excellent verbal and written communication skills.
  • A persistent and steady work ethic.
  • A passion for learning as you will need to become fluent in new markets.
  • Enthusiastic team player.

Experience

  • College degree preferred
  • Minimum 10 years B2B sales experience, preferably selling intangibles/services at mid- to high level price points.
  • Events, financial services, media or lead generation sales experience a plus.
  • Candidates with recruiting, research or consulting backgrounds would have transferrable skills.
  • Strong CRM utilization with Intermediate Excel capabilities.

Salary: Base plus incentives (120K total potential)


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About this company
Lincoln Healthcare Events (Lincoln) is a privately held, for-profit company that produces best-in-class C-level conferences in healthcare...