Business Development Manager – Western US

This is a fully remote position, open to applicants in Arizona, +5 more states.

📋 Description

• Identify, assess, present, and secure significant new business opportunities within the independent senior living sector across the Western Territory.

• Drive new member acquisition while promoting Navigator's food service offerings and Healthcare Technology solutions.

• Oversee pipeline development utilizing Salesforce CRM with disciplined forecasting and territory management.

• Leverage AI-driven lead scoring, predictive forecasting, workflow automation, and prospecting tools to prioritize opportunities effectively.

• Cultivate relationships with senior living operators, C-Level executives, and Senior Management decision-makers, as well as food service and Healthcare Technology partners.

• Structure and negotiate multi-stakeholder, multi-year GPO agreements, ensuring a balance between value creation and margin protection.

• Conduct both in-person and virtual meetings throughout the Western Territory, requiring 50% travel.

• Manage the travel and expense budget for the Western Territory by employing route and scheduling optimization tools.

• Formulate and implement strategic sales plans aimed at converting competitive GPO business to Navigator.

• Comprehend P&L impacts, margin drivers, contracting economics, and ROI articulation for members.

• Collaborate with Regional Support Specialists, Regional Sales Directors, Field Implementation Specialists, Finance, Operations, Legal, Analytics, and Marketing teams.

• Advocate for Navigator's contracting programs and senior living channel services.

• Create and maintain automated workflows, CRM triggers, sequences, and dashboards.

• Establish executive-level relationships within senior living leadership teams.

• Engage in industry organizations and attend regional/national senior living conferences.

• Monitor the competitive landscape and market conditions throughout the Western Territory using AI-based market intelligence tools.

⛳️ Requirements

• A Bachelor's degree is required; an MBA or other advanced degree is preferred.

• A minimum of 5 years of outside sales experience in assisted living environments or with senior living operators.

• A proven history of meeting business development quotas and successfully closing new business within a defined territory.

• Experience managing the complete sales lifecycle from prospecting to negotiation and closure.

• Strong knowledge of food service contracts within the long-term care community.

• Preferably, experience working for or managing a GPO or IDN relationship.

• Familiarity with food service or senior health market settings is preferred.

• Demonstrated sales experience with C-Level or Senior Management profiles within Senior Living Facilities is preferred.

• Ability to generate new business through lead mining, calls, emails, industry networking, and solicitation efforts.

• Utilizes automation tools for lead generation and capturing prospective business opportunities.

• Proven proficiency with AI-powered sales tools, including generative AI for outreach/content, AI-enhanced CRM features, and sales intelligence platforms.

• Comfortable building or customizing automated workflows and sequences with minimal reliance on IT support.

• Exceptional proficiency in CRM, forecasting, and sales analytics.

• Outstanding presentation, communication, analytical, and organizational skills.

🏝️ Benefits

• Medical, Dental, and 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, and floating days.

• Teledoc access.

• Fitness Reimbursement.

• Commuter Benefit Plan.

• Paid Parental Leave.

• Access to financial and legal advisors.

• Discounts on perks and benefits.

• Tuition Reimbursement.

• E-learning programs.

• Ongoing Team Trainings.

• Paid volunteer time-off.

• Donation matching.

• Birthday day off and floating holiday.