Business Development Manager
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Job Description
Business Development Manager responsible for selling occupational healthcare service solutions. Manages the full sales cycle from prospecting to closing, with a focus on B2B sales.
Responsibilities:
- The Business Development Manager owns identifying and closing new business and is responsible for selling occupational healthcare service solutions and achieving new customer revenue quota.
- This role is responsible for the full sales cycle, from prospecting and multi-stakeholder discovery through proposal, RFP response, negotiation, and close, on complex service engagements.
- The BDM partners with Marketing, Implementation, and Clinical Operations to convert prospects into long-term WorkCare clients, transitioning closed accounts to the Strategic Account Executive team for ongoing management.
- Builds and manages pipeline within a defined territory, generating opportunities through outbound multi-channel (email, phone, social media) prospecting, marketing-sourced leads, referrals, and industry events.
- Develops and executes multi-threaded account strategies, engaging stakeholders across EHS, HR, Procurement, Legal, and executive leadership.
- Develops new sales opportunities with new prospects and follows up on leads.
- Manages lead and opportunity qualification, sales opportunity pipeline progression, and proposal process, maintaining forecast accuracy and adherence to defined sales stages.
- Partners with marketing to prospect for new clients and opportunities within territory, utilizing marketing campaigns, partner leads, referrals, industry events, inquiries, proactive research, and cold calls.
- Leads formal RFP and RFI responses in partnership with internal subject matter experts, including pricing, security, and compliance requirements.
- Collaborates with sales leadership to identify new business opportunity venues including devising innovative ways to increase services and revenue through prospect consultation and developing recommendations.
- Applies company sales strategies and sales process to achieve annual quota and/or company goals and to ensure profitability.
- Develops strong relationships with prospective clients to understand their needs and challenges.
- Prepares and delivers presentations, proposals, and contracts to clients.
- Negotiates commercial terms within approved pricing guidelines and coordinates contract execution with Legal.
- Executes structured account transitions to the Strategic Account Executive and Implementation teams upon close, ensuring continuity of relationships and commitments.
- Maintains accurate opportunity, activity, and forecast data in CRM; participates in weekly commits, pipeline reviews, and collaborative forecasting.
- Performs additional duties and assumes additional responsibilities as identified by manager for the efficient operation of WorkCare.
Requirements:
- Bachelor’s degree or equivalent
- 3-5 years of experience in Occupational Health field and an understanding of the market
- Experience in quota-carrying B2B sales role(s) selling complex services or solutions to mid-market and enterprise organizations
- Demonstrated track record of quota attainment on deals with multi-month sales cycles and multiple decision-makers.
Benefits:
- paid time off
- medical, dental, vision, and critical illness insurance
- HSA, HRA, and FSA
- life and disability insurance
- EAP
- 401K
- legal and identity theft coverage
- pet insurance
- sales incentive plan
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