General Summary

The Director, Business Development & Market Intelligence in iHarbor, the UMMS Center for Innovation, will be accountable to drive the growth of the iHarbor portfolio within UMMS and with external clients/customers. This role will serve three primary functions: (1) play a lead role in business development and commercial activities involving iHarbor’s product portfolio, (2) participate in growth or value creation strategy for iHabor’s intellectual property portfolio, and (3) influence the product portfolio roadmap and product management/development. This role will lead sourcing and executing alpha and beta agreements to demonstrate market viability of products and to generate external proof points. This role will also assist in dealings with capital partners, including private equity and venture capital.

II. Principal Responsibilities and Tasks

The following statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all job duties performed by personnel so classified.

• Qualify prospects and implement appropriate early sales or partnership strategies in collaboration with iHarbor Executive Leadership and Governance Council.
• Lead and manage a core team responsible for UMMS enterprise level rollout of innovation to ensure deliverables support the overarching goal of adoption and project scope.
• Lead the transition of qualified opportunities to contracting terms for pilot or beta agreements (for external proof-point generation) and ensure the highest likelihood for success.
• Arrange and manage technology/product/solution demos with internal stakeholders and external clients/customers.
• Develop and manage proposal planning, preparation, and submission for pilot or beta agreements.
• Address key customer questions and next steps to advance sales and growth opportunities for the iHarbor portfolio.
• Facilitate implementation of iHarbor products and services at external and internal sites, including the execution of prospective clinical trials for appropriate iHarbor technologies, products, and services.
• Collaborate cross-functionally to build a deep understanding of customer needs and pain points to inform technology and product development/enhancement.
• Provide oversight of technology, product, and service marketing, including web content, product sheets, testimonials, and success stories.
• Work cross-functionally to develop and refine proposals, and to provide ongoing feedback into forecasting for value creation and proof point generation.
• Accelerate adoption and diffusion of involved technologies, products, and services by drawing information from pilots and early adopters.
• Proactively identify risks and effectively develop mitigation plans, with a specific focus on technology and innovative solutions.
• Develop and execute optimal scale-up and exit strategies for iHarbor technologies, products, and services, including potential licensing agreements and new company creation plans.
• Evaluates, manages, and decides on appropriate actions for iHarbor’s intellectual property portfolio.
• Locate potential sources of early-stage funding for and leads development of grants to support initial scale-up of iHarbor technologies, products, and services.
• Develop business plans and product proformas to determine appropriate investments.
• Lead feasibility studies for incubating and accelerating promising external startups and mid-stage companies, and technologies and/or services for which UMMS and its member organizations may serve as a clinical and operational test bed for early adoption.
• Identify appropriate stakeholders within UMMS to champion and trial identified technologies, products, and services.
• Oversee program to support evidence-based pilot testing of external technologies, products, and services, and quantify the value proposition of these engagements.
• Recommend investment and funding decisions. for startups and mid-stage companies.
• Organize, support, and manage UMMS Innovation Challenge events.
• Serve as a strategic thought partner to Executive Leadership across-functional teams and direct reports, with regard to problem solving for the rollout of innovation.

Knowledge, Skills and Abilities

• Comprehensive understanding of the healthcare or technology industry and deep expertise in technology and software development.
• Strong organizational/written communication skills and the ability to multi-task and prioritize in a fast-paced environment.
• Executes time-sensitive matters while maintaining accuracy and attention to detail.
• Exhibits high self-motivation, and can work and plan independently as well as in a team environment.
• Handles sensitive and proprietary items and matters with discretion.
• Develop working knowledge of iHarbor portfolio, including adequate level of technical depth to communicate with potential customers/clients.
• Ability to travel up to 25% of the time in order to promote iHarbor portfolio and to source leads for early adoption of iHarbor portfolio.
• Develops, maintains, and strengthens relationships with others inside or outside of the organization who can provide information, assistance, and support.
• Ability to negotiate effectively, develop business plans, and establish product proformas.

Learn how we’re delivering a better state of care.

We build upon our tradition of excellence in patient care and innovation, to be a national leader in the transformation of health care. Proud to be recognized by Forbes to the America’s Best Large Employers for 2022, UMMS’ flagship academic campus, the University of Maryland Medical Center in Baltimore, is recognized regionally and nationally for excellence in specialized care.

University of Maryland Medical System (UMMS) delivers comprehensive health care services throughout Maryland. UMMS physicians and patient care teams work hand-in-hand with University of Maryland School of Medicine specialists to provide primary and specialty care at more than 150 locations across the state, including a network of academic, community and specialty hospitals that together provide 25% of all hospital-based care in Maryland.

Functioning as One UMMS will allow us to create greater opportunities for our team members, provide more comprehensive care for our patients, and support more communities across Maryland. It will reaffirm our values and allow us to leverage the benefits of being part of a stronger, statewide system. In the end, we are not creating a new system; we are strengthening the one we have built. Together, we will honor our past and simultaneously look to our future, not just as a health care system, but as vital members of our communities. Learn more about One UMMS at https://oneumms.org/

Education and Experience

• Bachelors degree in a quantitative discipline, including but not limited to computer science, engineering, information systems, mathematics; Masters preferred.
• 7+ years of Healthcare/Technology/Digital experience in a startup/mid-stage company or late-stage/mature company with business development, innovation, and/or product pilot experience; experience in a startup preferred.
• A minimum of 5 years leading cross-functional initiatives/teams.
• 3+ years of experience with technology or software product management desired; AI-based product experience preferred.
• 5+ years of experience cold calling and relationship building.
• MS Office product suite proficiency: Word, PowerPoint, Excel.

All your information will be kept confidential according to EEO guidelines.