Position
Title: Vice President, Business Development
Location: Remote (Travel within AZ, TX)
Organization: Kids Care Dental & Orthodontics
The Company
- 500 employee Dental Support Organization (DSO) with 27 dental practices (80 docs) headquartered in Sacramento, CA
- Partnered with RiverGlade Capital
- Company acquires pediatric dental practices who want a strategic partner to shoulder the administrative headaches of managing their own practice
- Founded in 2002, Kids Care is one of the largest and fastest growing commercial and private-pay only pediatric and orthodontic companies
- Focused on growth through acquisition and looking to expand from California into Arizona and Texas which are new markets for the company
Work Remote
Have the flexibility to work remotely from your home office. The company is looking to expand from California into Arizona, and Texas. So, the ideal candidate will live within travel distance of Arizona and Texas while being able to travel periodically to their corporate office in Sacramento.
Benefits and Features
- Work from your home office and travel to practices as necessary
- Equity position in the company is offered
- Private equity backed organization that is looking to expand through acquisition
- Leverage your experience selling services to physicians/dentists to successfully create and execute a business development plan to acquire dental practices and expand the company’s market share
- Visible position reporting to the Chief Financial Officer in a company with an excellent reputation
- Hands on role as the primary individual responsible for end-to-end acquisition process from sourcing to LOI and from LOI through deal execution
- Autonomy to craft your approach as the leader of business development with the resources needed to be successful
- Opportunity to recruit and build a business development team. Direct reports are currently 1 Analyst but will look to hire additional team members as needs dictate
The Role You Will Play
Summary
The Vice President of Business Development is an accomplished sales and marketing leader who is an integral part of the leadership team. The VPBD has primary responsibility for driving growth through acquisitions of established pediatric dental and orthodontic practices. Leads practice acquisitions and serves as a key member of the executive team. Cultivates the acquisition pipeline and leads the process of diligence, negotiations, documentation, and execution of acquisitions. In addition, builds the corporate development function including team structure, staffing and processes, mentors and develops team members, and collaborates effectively with others department leaders to ensure effective integration of acquired office locations.
Cultivate Acquisition Pipeline
- Build relationships with seller representatives, attend trade events, and build networks with acquisition referral sources
- Advocate for the brand and culture with prospective sellers and referral sources
- Lead and support negotiations with dentists, practice owners and their advisors
- Partner with the marketing team to create timely press releases, effective web content, and other communications to drive deal flow
- Maintain basic CRM system to manage deal flow
- Maintain basic CRM system to manage deal flow
- Prepare regular reports on the acquisition pipeline for the Senior Leadership Team and the board of directors
Manage Acquisition Pipeline
- Ensure the end-to-end acquisition process is effective and efficient from sourcing to LOI and from LOI through deal execution, including negotiation, diligence, valuation, risk assessment, legal document preparation, funding, staff preparation and communication, integration handoff, and provider credentialing
- Build accurate financial models to support valuation
- Ensure the proper review and vetting of prospects through diligence, and provide status tracking and documentation of diligence completion for each transaction
- Prepare and present the acquisition memo for each practice acquisition for CFO and CEO approval (and board approval above certain thresholds)
- Prepare all financial and operational information required for the lending bank in accordance with bank requirements and timelines
- Manage lender communications to ensure access to debt financial for acquisitions
- Support coordination of necessary resources, data, or information from multiple departments within and across acquisition candidates to accomplish successful diligence and integration
Develop and expand the capabilities of the Business Development Function
- Create a scalable acquisitions process and team to accelerate acquisition-driven growth in collaboration with legal, operations, integration, and other teams
- Refine the acquisition playbook and parameters based on strategic priorities and learnings from past acquisitions
- Define clear roles and responsibilities for corporate development and acquisitions team members
- Build processes and collaborate with the integration team to ensure early alignment of objectives, timelines and success metrics for each acquisition and ensure clean handoffs that maintain and grow the acquired base of collections
- Spend time in-market with dentists, clinical staff, integrations, and operations to build a well-rounded understanding of company culture and operating model
- Mentor and develop talent within the corporate development organization
- Support and lead other projects as required
Background Profile
- 5-10 years’ experience in a relevant sales/business development role
- Previous work experience helping companies scale from less than $50 to greater than $200 million in annual revenue through acquisitions
- Prior experience having significant engagement with physician/dental practices
- Excellent communication skills to provide relevant updates to all stakeholders
- Proficient with Microsoft Office Suite or related software
- Strong financial and analytic skills, and business acumen
- Ability to quickly verify and validate financial information
- Outstanding interpersonal skills with exceptional communication and collaboration abilities
- Persuasive, with demonstrated marketing capability
- Ability to operate independently when needed and delegate effectively when appropriate
- Skilled strategic and functional problem solver
- Excellent organization, time management and attention to detail
- Success in leading high performing teams; a strong team player
- Highly process and data-driven
Learn More
Book 15 min on my calendar for a quick call to learn more about this opportunity.
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