Note: The job is a remote job and is open to candidates in USA. Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that provides innovative solutions to support post-acute health care providers. The Business Development Manager will drive new member acquisition and promote Navigator's portfolio within the independent senior living market across the West Territory.
Responsibilities
- 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
- 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
- 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
Skills
- Bachelor's degree required
- 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
- 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
- MBA or other advanced degree preferred
- 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
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
- Teledoc access
- Fitness Reimbursement
- Commuter Benefit Plan
- Access to an Employee Assistance Program (EAP)
- Paid Time Off
- Your birthday is a day off and a floating holiday
- Paid Parental Leave
- 401K with a match
- Employee Stock Purchase Plan
- Life Insurance, short-term & long-term disability insurance
- Access to financial and legal advisors
- Perks and Benefits Discounts
- Tuition Reimbursement
- E-learning programs
- Ongoing Team Trainings
- Paid volunteer time-off
- Donation matching
Company Overview