Director, Business Development & Doctor Partnerships (Origination Team)

POSITION SUMMARY

This role is responsible for sourcing eyecare practice acquisition opportunities, and overall relationship management of prospective acquisition partners. This leader will communicate the ECP value proposition and serve as the steward for future ECP practice partners from the initial exploratory phase through the time an acquisition of the practice is complete. This individual will work closing with the deal execution, ECP doctor leaders and operations teams to filter the appropriate acquisition candidates and ensure a smooth transaction process.

SPECIFIC RESPONSIBILITIES:

Specific responsibilities include, but are not limited to:

• Develops a proprietary pipeline of acquisition targets in target geographies.
  • Works with the senior BD&DP leadership team and affiliated doctors to continuously refine doctor partnership pitch and offering.
  • Develops acquisition funnel by conducting in-depth industry research, attending conferences, cold calling, pursuing ECP partner practice referrals, and other business development functions.
  • Takes a data-driven approach to opportunity identification, considering both the environment in which the target operates and the target’s specific traits.
  • Maintains an update-to-date pipeline database and activity management utilizing PipeDrive CRM and internal tools.
  • Develops a pipeline of proprietary deals on an MSA-by-MSA basis, focused on target geographies.
  • Serves as a key liaison with prospective targets, communicates the ECP value proposition, and involves other internal parties where appropriate.
• Works closely with deal execution team and external parties when appropriate on execution efforts, including: initial deal evaluation, execution of NDA, valuation considerations, preparation of letter of intent, due diligence, transaction documentation, and closing.
  • When appropriate, leads communication with counterparties over the course of the transaction.
  • Acts as a thought partner with the senior BD&DP leadership team on deal tactics, strategy, and process.
• Collaborates with senior leadership team to continuously refine the list and understanding of key geographies, mapping out the competitive landscape, expansion opportunities, and other key criteria.
  • Keeps current on competitor footprints and growth trajectories.
  • Works with the BD&DP senior leadership team to understand expansion opportunities within current markets.
  • Refines criteria for assessing the relative attractiveness of geography.
• Develops and collaborates with relevant internal functional partners to continuously refine practice partnership acquisition processes and systems, including:
  • Key deal assessment criteria. Continuously refines such criteria to ensure focus is on the right deals.
  • ECP value proposition to the target.
  • Market development work plans.
  • Communication to ensure the accurate transfer of information, with sufficient clarity to avoid ambiguities.

CANDIDATE QUALIFICATIONS:

The successful candidate will have:

• A minimum of five years of acquisition sourcing experience is required, specific experience in healthcare services or provider platforms preferred. Other operations-based experience where the individual has worked closely with or managed healthcare providers also a plus.
• Successful history of developing an ample pipeline of quality deals, ideally with success closing on multiple $1 million-plus deals annually.
• Strong presentation skills and success presenting to doctors, surgeons, and business brokers.
• Essential to be respectful and exude trustworthiness.
• Corporate finance experience is a plus.
• Keen financial instinct/analytical acumen.
• A Bachelor’s degree is required, and a Master of Business Administration (MBA) is a decided plus.

PHYSICAL REQUIREMENTS:

• While performing the duties of this job, the employee is regularly required to talk and hear. The employee is occasionally required to stoop, kneel, crouch or crawl.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

COMPENSATION:

ECP offers a comprehensive and competitive compensation package commensurate with the candidate’s experience and qualifications.