Business Development Manager - Territory Sales - IN

ATI Physical Therapy, Inc.; Indianapolis (IN); On-site; USD 69,000 - 95,000; Full time

Job summary

ATI Physical Therapy, Inc. is seeking a Business Development Manager for the Indianapolis area to drive referral and revenue growth through disciplined strategy and field execution.

You will work in a pod structure, build relationships with referral sources, manage an active pipeline, and promote ATI services across growth channels while aligning territory plans with senior stakeholders. This role focuses on the Indianapolis, Lafayette, Muncie and surrounding areas, with success measured by

Qualifications

• Associate’s degree or 2 years of equivalent experience in exercise science/physiology, sports/performance training, kinesiology.
• Bachelor’s degree strongly preferred.
• 3+ years sales or healthcare experience or related experience (wellness, athletic training, PTA, etc.).
• Healthcare sales or related service experience preferred.
• Maintain valid state driver’s license.

Responsibilities

• Build and maintain relationships with referral sources.
• Drive referral growth across target accounts.
• Execute structured territory plans.
• Execute strategies across defined growth channels.
• Tailor approach based on channel dynamics.
• Track and improve performance within each channel.
• Position ATI services effectively to referral sources.
• Promote priority service lines.
• Align offerings with customer needs.
• Maintain active pipeline of opportunities.
• Execute disciplined follow-up and conversion.
• Utilize CRM consistently.
• Align territory priorities with Sr. BDM pod strategy.
• Collaborate with BDA for pipeline generation.
• Contribute to overall pod performance.

Skills

Market & business acumen

Strategic execution

Business development

Relationship management

Consultative selling

Negotiation & deal execution

Performance & accountability

Collaboration & influence

Operational discipline

Coaching & talent development

Education

Associate degree

Bachelor’s degree

Job description

Overview

The Business Development Manager is responsible for driving referral and revenue growth within an assigned territory through disciplined execution of business development strategy.

BDMs operate within a pod structure and are accountable for territory performance and contribution to pod success. BDMs partner with sales and field operations leadership to complete market analyses, align territory strategy, and generate overall referral growth and volume.

The position drives sales results through key growth channels, targeted development events, and market activity.

This is a territory field sales role. Assigned territory includes Indianapolis, Lafayette, Muncie and surrounding areas.

Responsibilities

Territory Growth Execution

• Build and maintain relationships with referral sources
• Drive consistent referral growth across target accounts
• Execute structured territory plans

Growth Channel Execution

• Execute strategies across defined growth channels
• Tailor approach based on channel dynamics
• Track and improve performance within each channel

Service Line Promotion

• Position ATI services effectively to referral sources
• Promote priority service lines
• Align offerings with customer needs

Pipeline & Account Management

• Maintain active pipeline of opportunities
• Execute disciplined follow-up and conversion
• Utilize CRM consistently

Pod Alignment

• Align territory priorities with Sr. BDM pod strategy
• Collaborate with BDA for pipeline generation
• Contribute to overall pod performance

Key KPIs

• Referral volume growth
• New account development
• Activity levels (calls, visits, meetings)
• Service line referral mix

Qualifications

Minimum Education

• Associate’s degree or 2 years of equivalent experience in exercise science/physiology, sports/performance training, kinesiology

Preferred

• Bachelor’s Degree strongly preferred

Minimum Experience

• 3+ years sales or healthcare experience or related experience (wellness, athletic training, PTA, etc.)

Preferred

• Healthcare sales, service experience

Knowledge Skills and Abilities

• Market & Business Acumen – Understand market dynamics and competitive landscape
• Strategic Execution – Execute territory plan aligned to pod and market priorities
• Business Development – Prospect new accounts and expand existing relationships
• Relationship Management – Build rapport/ trust with referral sources and decision-makers
• Consultative Selling – Communicate value prop and tailor solutions to customer needs
• Negotiation & Deal Execution – Advance opportunities and secure referral commitments
• Performance & Accountability – Consistently achieve territory growth and referral targets
• Collaboration & Influence – Partner with BDAs, Sr. BDMs, and clinic teams
• Operational Discipline – Manage time, territory, and pipeline effectively in CRM
• Coaching & Talent Development – Support peers and share best practices

Licenses and Certifications

• Maintain valid state driver’s license

Virtual Employee?

No

Salary Range

$69,028 -- $94,914

Location/Org Data : Dept Number

IN8610