Business Development Manager

University of Minnesota School of Nursing; Northern (KY); Hybrid; USD 85,000 - 120,000; Full time

Job summary

ABPANC seeks a Business Development Manager to drive group certification adoption across hospitals and health systems. You will build relationships with nursing leaders and healthcare administrators, manage a CRM-driven pipeline, and guide prospects through the decision process.

A key near-term focus is expanding pediatric certification awareness and adoption. Reporting to the Director of Marketing and Operations, you will serve as the primary relationship owner for organizational partners,

Qualifications

• Experience in healthcare business development or similar roles.
• Ability to influence organizational decisions and negotiate value.
• Familiarity with credentialing and workforce development preferred.

Responsibilities

• Develop trusted relationships with nursing leaders and admins to drive group certification adoption.
• Engage leads from marketing, advancing conversations through consultative dialogue.
• Serve as the primary contact for organizational partners through the lifecycle.
• Communicate the value of ABPANC certification for workforce development and ROI.
• Lead pediatric certification awareness and adoption among target organizations.
• Manage a structured sales pipeline using CRM tools and forecast progress.
• Drive opportunities through decision-making with stakeholders and internal teams.

Skills

Healthcare BD

Consultative sales

Relationship building

Communication

Pricing/value

Tools

Salesforce

CRM software

Job description

The American Board of Perianesthesia Nursing Certification, Inc. (ABPANC) is a 501(c)(6) not-for profit corporation responsible for the development and implementation of the Certified Post Anesthesia Nurse (CPAN) and Certified Ambulatory Perianesthesia Nurse (CAPA) nursing certification programs.
These national professional certification programs are designed for registered nurses caring for patients who have experienced sedation, analgesia and anesthesia in a hospital or ambulatory care facility. ABPANC currently certifies more than 13,000 perianesthesia nurses who have earned the CPAN and/or CAPA credentials.

Position Overview:

The Business Development Manager is responsible for driving organizational growth by building relationships with healthcare leaders and guiding organizations toward group certification adoption for their nursing staff. This role is consultative and relationship-driven, focused on helping hospitals and health systems understand the value of ABPANC certification as a workforce development, quality, and professional investment.

Initial lead identification and prospect lists will be supported by a marketing firm and internal data. This role is responsible for developing those leads into meaningful relationships, advancing conversations, and converting opportunities into group certification commitments.

A key near-term focus of this role will be supporting the launch and adoption of ABPANC’s new pediatric certification, including building awareness and engagement with pediatric hospitals and health systems and helping organizations understand its value within pediatric perianesthesia settings.

Reporting to the Director of Marketing and Operations, this position serves as ABPANC’s primary relationship owner for organizational partners and works closely with leadership and Marketing to align outreach efforts with strategic priorities and messaging.

Core Responsibilities:

• Develop trusted relationships with nursing leaders, perianesthesia leadership, and healthcare administrators to drive group certification and recertification adoption.
• Engage qualified leads and prospects provided through marketing efforts and internal data, advancing conversations through relationship-building and consultative dialogue.
• Serve as the primary point of contact for organizational partners throughout the relationship lifecycle, from initial engagement through agreement execution and ongoing partnership.
• Effectively communicate the value of ABPANC certification as a quality, workforce development, and professional advancement tool.
• Play a lead role in building awareness and adoption of ABPANC’s pediatric certification among target organizations, in coordination with Marketing and leadership
• Manage and maintain a structured sales pipeline, including tracking opportunities, stages, and forecasting progress using CRM tools.
• Drive opportunities through the full decision-making process, including identifying stakeholders, addressing objections, and supporting internal business case development.

Conferences, Component Meetings & Industry Engagement

• Represent ABPANC at key national conferences, including at a minimum:
  • AORN
  • ASCA
  • ASPAN
  • PeriOp Leader Conference
• Attend and participate in selected ASPAN component, chapter, or regional meetings aligned with ABPANC’s business development strategy.
• Conduct targeted outreach before and after conferences and component meetings to schedule meetings, strengthen relationships, and advance opportunities.
• Collaborate with Marketing on conference and meeting messaging and materials, while owning relationship follow-up, outcomes, and conversion efforts.

Group Purchases & Organizational Agreements

• Support ongoing engagement with organizational partners to encourage renewal, expansion, and long-term adoption of certification programs
• Guide prospects through the decision-making process, addressing questions, objections, and organizational considerations.
• Oversee the progression of group certification opportunities from initial interest through agreement execution, coordinating with internal stakeholders as needed.
• Support development and execution of pilot programs and multi-site or system-wide engagements.

Strategic Collaboration & Market Intelligence

• Partner with Marketing and external vendors to provide feedback on lead quality, messaging effectiveness, and market response.
• Share insights with leadership on trends, objections, and opportunities observed through direct conversations.
• Maintain accurate records of outreach activity, conversations, and outcomes to support forecasting and performance tracking.

Qualifications

• Experience in healthcare business development, consultative sales, partnerships, or workforce development roles.
• Demonstrated ability to build trust, influence decision-makers, and guide complex purchasing decisions.
• Strong communication, relationship‑building, and follow‑up skills.
• Comfort discussing pricing, value, and return on investment with organizational stakeholders.
• Familiarity with healthcare systems, perianesthesia nursing leadership, or professional credentialing strongly preferred.

Compensation Structure

This position includes a base salary with the opportunity for performance‑based commission or bonus tied to group certification sales and organizational commitments.

Travel Expectations

• Periodic travel required, primarily for industry conferences, component meetings, and select in‑person organizational meetings.
• Anticipated travel includes several national conferences annually, typically three‑day trips.
• This role will also attend two in‑person ABPANC board meetings annually.
• Travel is planned in advance and aligned with strategic business development priorities.