Business Development Manager

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that provides innovative solutions to support post-acute health care providers. The Business Development Manager will drive new member acquisition and promote Navigator's portfolio within the independent senior living market across the West Territory.

Responsibilities:

• Consultative selling mindset that can identify, qualify, present, and close significant new business opportunities within the independent senior living market — including Assisted Living, Skilled Nursing Facilities, and Continuing Care Retirement Communities — across the West Territory
• Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management, incorporating AI-driven lead scoring, predictive forecasting, and workflow automation to prioritize high-value opportunities
• Develop and leverage relationships with senior living operators, C-Level and Senior Management decision makers, food service, and Healthcare Technology partners
• Complex deal structuring and negotiation capability to navigate multi-stakeholder, multi-year GPO agreements and balance value creation with margin protection
• Conduct in-person and virtual meetings throughout the West Territory (50% travel)
• Maintain West Territory travel and expense budget, using automation and route/scheduling optimization tools to maximize time efficiency and territory coverage
• Utilize AI-powered prospecting and enrichment tools (e.g., Salesforce Einstein, ZoomInfo, Apollo, or similar) to identify and prioritize target accounts more efficiently
• Leverage generative AI tools to accelerate account research, personalize outreach at scale, and prepare for executive-level meetings
• Develop and execute strategic sales plans to convert competitive GPO business to Navigator, using data and AI-driven market/account insights to sharpen targeting and prioritization
• Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members leveraging Navigator's food service and Healthcare Technology programs
• Partner cross-functionally with Regional Support Specialists, Regional Sales Directors, Field Implementation Specialists, Finance, Operations, Legal, Analytics, and Marketing
• Promote Navigator's contracting programs and senior living channel services
• Communicate external sales and marketing initiatives developed by internal stakeholders
• Build and maintain automated workflows (e.g., CRM triggers, sequences, dashboards) that reduce manual administrative work and improve pipeline visibility for leadership
• Build executive-level relationships within senior living leadership teams across the West Territory
• Participate in industry organizations and regional/national senior living conferences to enhance brand presence
• Monitor competitive landscape and market conditions within the West Territory to identify growth opportunities, using AI-based market intelligence and news-monitoring tools to stay ahead of competitor activity and market shifts

Requirements:

• Bachelor's degree required
• 5+ years of outside sales experience selling into assisted care living environments or senior living operators
• Proven track record carrying a business development quota and closing new business within a defined territory
• Experience managing the entire sales lifecycle from prospecting through negotiation and close
• Strong understanding of Food services contracts for the Long Term care community
• Ability to generate new business through lead mining, calls, emails, industry networking, and solicitation
• Uses automation tools for lead generation and capturing of prospective business opportunities
• Demonstrated proficiency with AI-powered sales tools (e.g., generative AI for outreach/content, AI-enhanced CRM features, sales intelligence platforms) and a genuine enthusiasm for adopting new technology to improve productivity
• Comfort building or customizing automated workflows and sequences (email, CRM, scheduling) without heavy reliance on IT support
• Strong CRM, forecasting, and sales analytics proficiency
• Excellent presentation, communication, analytical, and organizational skills
• MBA or other advanced degree preferred
• Experience working for a GPO or managing a GPO or IDN relationship is desirable
• Knowledge of food service, or senior health market settings preferred
• Proven sales experience closing C-Level or Senior Management of Senior Living Facilities management profiles preferred