Business Development Manager

Accountabilities:

The Business Development Manager will lead regional sales initiatives, develop a strong pipeline of qualified opportunities, and strengthen the organization's position in the senior living purchasing services market.

• Identify, qualify, develop, and close new business opportunities across assisted living communities, skilled nursing facilities, and continuing care retirement communities.
• Manage the full sales lifecycle, from prospecting and initial outreach through presentations, complex negotiations, and contract execution.
• Build and maintain a robust sales pipeline in Salesforce CRM, ensuring accurate forecasting, disciplined territory management, and clear reporting.
• Use AI-powered prospecting, sales intelligence, and generative AI tools to research accounts, prioritize leads, personalize outreach, and prepare for executive meetings.
• Develop and execute strategic sales plans to win business from competing group purchasing organizations (GPOs).
• Build strong relationships with senior living executives, C-level leaders, senior management teams, food service stakeholders, and healthcare technology partners.
• Structure and negotiate complex, multi-stakeholder and multi-year GPO agreements while balancing member value, profitability, and margin objectives.
• Explain the financial impact, contracting economics, margin drivers, and return on investment of food service and healthcare technology programs.
• Collaborate with regional support specialists, sales directors, implementation teams, finance, operations, legal, analytics, and marketing to support successful business development and member engagement.
• Promote contracting programs and channel services, communicate relevant sales and marketing initiatives, and support regional growth campaigns.
• Create and maintain automated CRM workflows, email sequences, scheduling processes, and dashboards to reduce administrative work and improve pipeline visibility.
• Manage the territory's travel and expense budget, using route planning and scheduling tools to maximize efficiency and account coverage.
• Represent the organization at industry associations, regional and national conferences, and other senior living events.
• Monitor competitor activity, market conditions, and emerging opportunities using market intelligence and AI-based news-monitoring tools.

Requirements:

The ideal candidate is a commercially driven sales professional with a strong background in senior living or healthcare purchasing services, proven success winning new business, and the ability to use technology to improve sales performance.

• Bachelor's degree required; an MBA or other advanced degree is preferred.
• At least 5 years of outside sales experience selling to assisted care environments or senior living operators.
• Demonstrated success meeting business development quotas and closing new business within an assigned territory.
• Experience managing the complete sales process, including prospecting, lead qualification, presentations, negotiations, and closing.
• Strong understanding of food service contracts within long-term care or senior living environments.
• Proven ability to generate opportunities through lead mining, calls, email outreach, industry networking, and direct solicitation.
• Strong relationship-building and negotiation skills, particularly when engaging C-level executives and senior management in senior living organizations.
• Experience with group purchasing organizations (GPOs) or managing GPO or integrated delivery network (IDN) relationships is desirable.
• Knowledge of food service operations or senior healthcare markets is preferred.
• Demonstrated proficiency with AI-powered sales tools, including generative AI for outreach and content creation, AI-enhanced CRM features, and sales intelligence platforms.
• Willingness to adopt new technologies and use automation to improve lead generation, prospect tracking, and sales productivity.
• Ability to build or customize automated workflows and sequences for email, CRM, and scheduling without heavy reliance on IT support.
• Strong CRM management, sales forecasting, and analytical skills.
• Excellent presentation, written and verbal communication, organizational, and problem-solving abilities.
• Willingness and ability to travel approximately 50% throughout the assigned Western U.S. territory.

Location and travel:This is a remote position, with work arrangements directed by the manager. The assigned territory covers California, Arizona, Nevada, Utah, Oregon, and Washington.

Benefits:

• Salary:$110,000–$125,000 per year, depending on qualifications, experience, skills, geographic location, and organizational needs.
• Medical, dental, vision, and prescription coverage for employees and eligible family members.
• Flexible Spending Account (FSA) and Health Savings Account (HSA) options, including a company contribution.
• Employee Assistance Program (EAP) and access to telehealth services.
• Short-term and long-term disability coverage.
• Life insurance.
• 401(k) retirement plan with company matching.
• Employee Stock Purchase Plan (ESPP).
• Paid time off, paid holidays, floating holidays, and a birthday day off.
• Paid parental leave.
• Fitness reimbursement and commuter benefits.
• Access to financial and legal advisors, plus employee discounts.
• Tuition reimbursement, e-learning programs, and ongoing team training.
• Paid volunteer time off and donation matching.