Business Development Manager

United StatesRemoteFull-timemid

SalesBusiness Development Manager

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Requirements Summary

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,

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SalesBusiness Development Manager

The Business Development Manager will drive new member acquisition and revenue growth across the Western United States, focusing on the independent senior living market. This role combines consultative selling, strategic territory planning, and executive relationship management to expand adoption of food service and healthcare technology purchasing solutions. You will identify high-value opportunities, manage complex negotiations, and build lasting partnerships with senior living operators and industry stakeholders. Using CRM analytics, AI-powered sales tools, and automated workflows, you will optimize prospecting, forecasting, and sales productivity. Working cross-functionally with sales, finance, operations, marketing, and implementation teams, you will help deliver measurable value to members. This remote position offers the opportunity to shape regional growth while engaging directly with senior living decision-makers. Travel within the assigned territory is approximately 50%.

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

~2 min read

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.