Business Development Manager - Pennsylvania

Hanger, Inc.; United States; On-site; USD 80,000 - 100,000; Full time

Benefits offered by this job

Competitive Compensation Packages

401k Savings and Retirement Plan

Paid Parental Bonding Leave

Flexible Work Schedules

Generous Employee Referral Bonus Program

Job summary

Hanger, Inc. is looking for a Business Development Manager (BDM) to support the Greater Philadelphia area remotely. This role requires achieving sales objectives by cultivating referral sources including physicians and institutions. Responsibilities include developing relationship strategies, conducting sales calls, and ensuring client satisfaction. Candidates should possess a BA/BS in a related field and 5 years of sales experience, preferably in healthcare. Competitive compensation and benefits are offered, including flexible work schedules and paid parental leave.

Qualifications

• Minimum 5 years of experience in professional sales preferred in the healthcare industry.
• Proficiency in CRM tools, especially Salesforce.
• Work independently in a field-based role.

Responsibilities

• Achieve clinic and territory revenue objectives.
• Build collaborative relationships with Hanger Clinic team.
• Develop and implement strategies to maximize revenue from referrals.

Skills

Sales experience

Relationship building

Analytical ability

Negotiation skills

Communication skills

Education

BA/BS in Healthcare Administration or related field

Tools

Salesforce

Microsoft 365

Job description

Business Development Manager (BDM) – Remote in Pennsylvania

The Business Development Manager (BDM) - Remote in Pennsylvania is responsible for achieving sales objectives through the cultivation of new and existing referral sources. These sources include physicians, institutions (hospitals, skilled nursing facilities, etc.) and allied health professionals, who participate in the provision of prosthetic and orthotic products. The primary function of this role is to manage and be accountable for achieving the forecasted sales and margin targets for the territory by developing and maintaining current business-to-business accounts and consistently seeking out and establishing new business for the company. This is a regional remote role supporting Greater Philadelphia, Lehigh Valley, and Reading.

Your Impact

• Achieve clinic and territory revenue objectives.
• Build collaborative and consultative relationships with Hanger Clinic team
• Develop and implement strategies to maximize revenue from existing referral sources, generate new referral source sales.
• Work in hospital, skilled nursing and rehab type facilities patient care settings; complete all hospital/facility vendor credentialing
• Develop Sales/Growth/Business plan with each clinic in assigned territory.
• Achieve existing referral source maintenance and expansion objectives:
  • Provide service support, follow up to referral sources.
  • Facilitate solutions around customer service challenges
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community events
  • Close sales transaction and monitor business. Follow up as necessary to secure business.
  • Develop clinic account management plans to measure and monitor business flow from key referral sources.
  • Develop plan for referral sources that are not fully penetrated.
  • Monitor territory performance through regular review of referral reports, looking for drops in business flow.
  • Conduct quarterly business reviews with internal local management team
• Achieve new referral source sales objectives:
  • Achieve a minimum of 40 sales calls and 2 in-services per week documented in Salesforce
  • Conduct extensive new referral source development program including customer in-service meetings w/clinical partners, cold calls, drop ins, etc.
  • Achieve minimum requirements with referral sources for CEUs and In-Services with clinical partners
  • Develop ample pipeline of potential new referral prospects.
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community events
  • Close sales transaction and monitor business. Follow up as necessary to secure business.
• Assumes responsibility for executing various sales growth initiatives and special projects in a geographic area, as assigned by the appropriate RSM
• Identify and validate trade shows and conference opportunities throughout territory
• Analyze ROI for all trade shows and conference opportunities and ensure they are in alignment with the growth strategy for the region
• Support new hire on-boarding and training of BDAs & BDMs:
  • Field rides with BDAs/BDMs as needed
  • Empower human potential by consistently demonstrating the Hanger values
  • Demonstrates clear understanding of the enterprise initiatives and focus, "big picture"
  • Demonstrates clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.)
  • High level of proficiency around all BDM administrative duties
  • Demonstrates exceptional internal collaboration
  • Proven track record of success with internal team and revenue growth
  • Facilitate networking within the national BDM and Ampower teams
• Develop strategic alliances with hospitals/IDNs through:
  • Identify & pursue strategic alliances that drive growth within the territory/region
  • Coordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal)
  • Pursue and sell institution contract fee increases
  • Supports the development and delivery of proposals, presentations, responses to RFPs, etc. in an effort to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in local territory
  • Lead & coordinate RFP responses
  • Drive collaboration throughout all internal stakeholders to ensure alignment
  • Create sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support plan
  • Collaborate with all stakeholders to build protocols and implementation plan
  • Monitor key performance indicators with both internal and external stakeholders
  • Conduct quarterly business reviews with internal and external stakeholders

Minimum Qualifications

• BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required
• Minimum 5 years of experience in professional sales preferred healthcare industry or 1 year as BDA
• Proficiency in CRM tools (Salesforce)
• Proven track record of meeting or exceeding sales targets
• Working knowledge of Microsoft 365 (Word, Excel, PowerPoint, Outlook, Teams)
• A valid driver’s license and driving record within the standards outlined within Hanger’s Motor Vehicle Safety Policy and Procedures.

Additional Success Factors

• Prior experience calling on hospitals, IDNs, clinics, physician groups
• Familiarity with procurement processes, GPOs, and payor dynamics
• Solid negotiation and closing skills
• Ability to work independently in a field-based role
• Analytical ability to interpret sales reports, market trends, and customer data
• Ability to maintain customer relations
• Strong relationship building skills
• Strong communication and presentation skills, both written and oral
• Ability to drive company initiatives with colleagues / peers
• Continuously innovate new solutions, influencing and responding to change.

Our Investment in You

• Competitive Compensation Packages
• 8 Paid National Holidays & 4 additional Floating Holidays
• PTO that includes Vacation and Sick time
• Medical, Dental, and Vision Benefits
• 401k Savings and Retirement Plan
• Paid Parental Bonding Leave for New Parents
• Flexible Work Schedules and Part-time Opportunities
• Generous Employee Referral Bonus Program
• Mentorship Programs- Mentor and Mentee
• Student Loan Repayment Assistance by Location
• Relocation Assistance
• Regional & National traveling CPO/CO/CP opportunities
• Volunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest

Equal Employment Opportunity

Hanger, Inc. is committed to providing equal employment opportunity in all aspects of the employer-employee relationship. All conditions and privileges of employment are administered to all employees without discrimination or harassment because of race, religious creed, color, age, sex, sexual orientation, gender identity, national origin, religion, marital status, medical condition, physical or mental disability, military service, pregnancy, childbirth and related medical conditions, special disabled veteran status, or any other classification protected by federal, state, and local laws and ordinances. The company will comply with all applicable state or local fair employment laws that forbid discrimination or harassment on the basis of other protected characteristics. Retaliation against any employee for filing or supporting a complaint of discrimination or harassment is prohibited.