Business Development Manager

🔥 12 hours ago

🌵 Arizona, California, +4 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote 🎰 Nevada – Remote 🌲 Oregon – Remote ⛷️ Utah – Remote ☕ Washington – Remote

💵 $110k - $125k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

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Managed Health Care Associates, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1989

💊 Pharmaceuticals

☁️ SaaS

🤝 B2B

Pharmaceuticals • SaaS • B2B

Managed Health Care Associates, Inc. is a healthcare services and software company that helps alternate-site health care providers manage costs, improve operational efficiencies, and grow their businesses. It provides group purchasing for pharmaceuticals, medical products, business products and food service; pharmacy operating software; rebate processing; prior authorization and reimbursement solutions; data analytics and benchmarking; clinical consulting and software; and legislative affairs and vaccine buying group services for long-term care pharmacies, senior living, specialty and infusion pharmacies, home medical equipment providers and other alternate site care providers.

📋 Description

• Business Development & Sales • Consultative selling mindset that can identify, qualify, present, and close significant new business opportunities within the independent senior living market — including Assisted Living, Skilled Nursing Facilities, and Continuing Care Retirement Communities — across the West Territory. • Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management, incorporating AI-driven lead scoring, predictive forecasting, and workflow automation to prioritize high-value opportunities. • Develop and leverage relationships with senior living operators, C-Level and Senior Management decision makers, food service, and Healthcare Technology partners. • Complex deal structuring and negotiation capability to navigate multi-stakeholder, multi-year GPO agreements and balance value creation with margin protection. • Conduct in-person and virtual meetings throughout the West Territory (50% travel). • Maintain West Territory travel and expense budget, using automation and route/scheduling optimization tools to maximize time efficiency and territory coverage. • Utilize AI-powered prospecting and enrichment tools (e.g., Salesforce Einstein, ZoomInfo, Apollo, or similar) to identify and prioritize target accounts more efficiently. • Leverage generative AI tools to accelerate account research, personalize outreach at scale, and prepare for executive-level meetings. • Business Planning • Develop and execute strategic sales plans to convert competitive GPO business to Navigator, using data and AI-driven market/account insights to sharpen targeting and prioritization. • Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members leveraging Navigator's food service and Healthcare Technology programs. • Partner cross-functionally with Regional Support Specialists, Regional Sales Directors, Field Implementation Specialists, Finance, Operations, Legal, Analytics, and Marketing. • Promote Navigator's contracting programs and senior living channel services. • Communicate external sales and marketing initiatives developed by internal stakeholders. • Build and maintain automated workflows (e.g., CRM triggers, sequences, dashboards) that reduce manual administrative work and improve pipeline visibility for leadership. • Market Leadership & Engagement • Build executive-level relationships within senior living leadership teams across the West Territory. • Participate in industry organizations and regional/national senior living conferences to enhance brand presence. • Monitor competitive landscape and market conditions within the West Territory to identify growth opportunities, using AI-based market intelligence and news-monitoring tools to stay ahead of competitor activity and market shifts.

🎯 Requirements

• Bachelor's degree required; MBA or other advanced degree preferred. • 5+ years of outside sales experience selling into assisted care living environments or senior living operators. • Proven track record carrying a business development quota and closing new business within a defined territory. • Experience managing the entire sales lifecycle from prospecting through negotiation and close. • Strong understanding of Food services contracts for the Long Term care community. • Experience working for a GPO or managing a GPO or IDN relationship is desirable. • Knowledge of food service, or senior health market settings preferred. • Proven sales experience closing C-Level or Senior Management of Senior Living Facilities management profiles preferred. • Ability to generate new business through lead mining, calls, emails, industry networking, and solicitation. • Uses automation tools for lead generation and capturing of prospective business opportunities • Demonstrated proficiency with AI-powered sales tools (e.g., generative AI for outreach/content, AI-enhanced CRM features, sales intelligence platforms) and a genuine enthusiasm for adopting new technology to improve productivity. • Comfort building or customizing automated workflows and sequences (email, CRM, scheduling) without heavy reliance on IT support. • Strong CRM, forecasting, and sales analytics proficiency. • Excellent presentation, communication, analytical, and organizational skills.

🏖️ Benefits

• Medical, Dental, Vision Coverage (for employee and family) • Flexible Spending Account & Health Savings Account with Company contribution • Employee Assistance Program • Disability Coverage • Life insurance • 401(k) with company match • Employee Stock Purchase Plan (ESPP) • Paid Time Off (PTO), paid holidays, floating days