Business Development Manager

The Orchards; Chester, Northern (VA, KY); Hybrid; USD 85,000 - 120,000; Full time

Job summary

The Orchards is seeking a Sales Manager to drive direct sales to healthcare professionals and to lead a sales team across assisted living, skilled nursing, long-term care, and therapy services. You will personally engage HCPs daily to secure referrals and admissions while cross-covering the team when needed.

You will mentor the sales team, maintain the CRM, set and achieve targets, and collaborate with marketing, admissions, and operations to optimize the referral process across our Virginia

Qualifications

• Bachelor's degree or equivalent in healthcare, sales, marketing, or related field.
• Proven experience in sales, business development, or account management with a track record of meeting/exceeding goals.
• Healthcare or long-term care experience preferred.
• Excellent communication, negotiation, and organizational skills.
• Proficient in CRM software and sales activity tracking tools.
• Ability to build and maintain relationships with physicians, nurses, and administrative staff.
• Clinical background or understanding of Medicare is a plus.

Responsibilities

• Directly engage healthcare professionals to promote referrals and admissions across service lines.
• Lead and mentor a team of liaisons, setting clear goals and monitoring performance.
• Use CRM to track activities, opportunities, and reporting; ensure accountability.
• Collaborate with marketing, admissions, and operations to optimize referral and admissions processes.
• Represent the organization at community events and external meetings to generate referrals.

Skills

Sales leadership

Relationship building

Communication

Organizational skills

Travel readiness

Education

Bachelor's degree or equivalent (healthcare/sales/marketing)

Tools

CRM software (e.g., Salesforce)

Job description

Description

Position Summary

The Sales Manager is a dual-role position responsible for both driving direct sales and managing a sales team that promotes assisted living, skilled nursing, long-term care, and therapy services across the organization's properties. This individual will personally engage healthcare professionals (HCPs) daily to secure patient referrals and admissions, while also stepping in to cross-cover sales team members when necessary. The Sales Manager is responsible for setting and achieving sales goals, ensuring high levels of activity, maintaining a CRM system, and mentoring the sales team to reach their full potential. By combining direct sales responsibility with team leadership, this Sales Manager position offers a dynamic and rewarding opportunity to impact the growth of our senior living and therapy services while mentoring and developing a highperforming sales team

Key Responsibilities

Direct Sales and Relationship Building

Actively engage HCPs, including physicians, nurses, case managers, discharge planners, and administrative staff, to promote patient referrals to assisted living, skilled nursing, long-term care, and therapy services.

Develop and maintain strong relationships with healthcare professionals to drive referrals, ensuring timely follow-through and accountability.

Use a CRM system to track daily activities, document referral opportunities, manage relationships, and ensure accurate reporting of all sales interactions.

Meet or exceed weekly and monthly individual sales call activity, referral, and patient admission targets

Team Leadership and Mentorship

Lead and coach a team of liaisons, setting clear goals and expectations for activity and performance.

Provide daily oversight and support to the sales team, stepping in to cover their responsibilities during absences or high-demand periods.

Conduct regular team meetings to assess progress, address challenges, and ensure alignment with overall sales strategies.

Train and develop sales team members, providing them with the tools and guidance needed to succeed in securing referrals and admissions.

Sales Strategy and Execution

Collaborate with internal teams (marketing, admissions, and operations) to ensure a smooth and effective referral and admissions process.

Participate in marketing and educational events to create awareness of The Orchards' properties and Harvest Therapy services.

Contribute to content development for marketing materials, including brochures, social media, and the website, as well as assist in planning and implementing events that increase goodwill and attract new clients.

Community and Customer Engagement

Establish and maintain relationships with external stakeholders such as hospitals, senior centers, physician offices, and other healthcare organizations to generate leads and referrals.

Assist residents and families in understanding the services offered by The Orchards, financing options, and the admissions process.

Conduct tours of the facilities and present information to potential residents and their families.

Engage with attendees at local trade shows and conferences to generate interest in all service lines, including Harvest Therapy.

Referral Accountability and Compliance

Ensure HCPs commit to and comply with referral processes by holding them accountable and ensuring that all required paperwork and protocols are completed.

Verify payer sources and screen prospective residents to ensure proper placement within the appropriate level of care

The Orchards, Harvest Therapy are Drug Free, Equal Opportunity Employers

The Orchards is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status

Requirements

Qualifications

Bachelor's degree or equivalent work experience in healthcare, sales, marketing, or a related field.

• Proven experience in sales, business development, or account management, with a track record of meeting or exceeding sales goals.
• Previous experience in healthcare or long-term care settings preferred.
• Excellent communication, negotiation, and organizational skills.
• Proficient in CRM software and sales activity tracking tools.
• Ability to build and maintain relationships with key decision-makers, including physicians, nurses, and administrative staff.
• Clinical background or understanding of reimbursement programs like Medicare is preferred.

Additional Skills

• Strong interpersonal and listening skills.
• Ability to prioritize tasks and shift focus as needed in a fast-paced environment.
• Collaborative mindset, able to work cross-functionally with internal teams.
• Valid driver’s license and ability to travel to external sites.

Physical Demands

The role requires the ability to move between campus buildings, visit external referral sources, and occasionally lift office supplies (up to 25 pounds). Specific vision abilities required include close vision for computer work, color vision for reviewing marketing materials, and the ability to shift focus.