Business Development Manager - Massachusetts

The Business Development Manager (BDM) - Remote in Massachusetts 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 to consistently seek out and establish new business for the company. This is a regional remote role supporting the Boston and surrounding cities (Worcester, Springfield, South Easton, Braintree, Woodburn, Methuen, Leominster, West Yarmouth and Plymouth). Daily travel will be frequent. Your Impact Achieve clinic and territory revenue objectives.Build collaborative and consultative relationships with Hanger Clinic teamDevelop 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 credentialingDevelop 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 challengesFacilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community eventsClose 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 teamAchieve new referral source sales objectives:Achieve a minimum of 40 sales calls and 2 in-services per week documented in SalesforceConduct extensive new referral source development program including customer in-service meetings w/clinical partners, cold calls, drop ins, etc.Achieve minimum requirements with referrals sources for CEUs and In-Services with clinical partnersDevelop ample pipeline of potential new referral prospects.Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community eventsClose sales transaction and monitor business. Follow up as necessary to secure businesAssumes responsibility for executing various sales growth initiatives and special projects in a geographic area, as assigned by the appropriate RSMIdentify and validate trade shows and conference opportunities throughout territoryAnalyze ROI for all trade shows and conference opportunities and ensure they are in alignment with the growth strategy for the regionSupport new hire on-boarding and training of BDAs & BDMsField rides with BDAs/BDMs as neededEmpower human potential by consistently demonstrating the Hanger valuesDemonstrates 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 dutiesDemonstrates exceptional internal collaborationProven track record of success with internal team and revenue growthFacilitate networking within the national BDM and Ampower teamsDevelop strategic alliances with hospitals/IDNs through:Identify & pursue strategic alliances that drive growth within the territory/regionCoordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal)Pursue and sell institution contract fee increasesSupports 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 territoryLead & coordinate RFP responsesDrive collaboration throughout all internal stakeholders to ensure alignmentCreate sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support planCollaborate with all stakeholders to build protocols and implementation planMonitor key performance indicators with both internal and external stakeholdersConduct quarterly business reviews with internal and external stakeholders Minimum QualificationsBA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience requiredMinimum 5 years of experience in professional sales preferred healthcare industry or 1 year as BDAProficiency in CRM tools (Salesforce)Proven track record of meeting or exceeding sales targetsWorking 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 FactorsPrior experience calling on hospitals, IDNs, clinics, physician groupsFamiliarity with procurement processes, GPOs, and payor dynamicsSolid negotiation and closing skillsAbility to work independently in a field-based roleAnalytical ability to interpret sales reports, market trends, and customer dataAbility to maintain customer relationsStrong relationship building skillsStrong communication and presentation skills, both written and oralAbility to drive company initiatives with colleagues / peersContinuously innovate new solutions, influencing and responding to change. (Massachusetts State Only) Pay range of $90,000.00 - $105,000 annually + Robust Bonus Plan + Auto Allowance. This pay range is posted to comply with Massachusetts State Law. Hanger salary ranges vary based on skill, ability, knowledge, geographic location and other variables. Our Investment in You Competitive Compensation Packages8 Paid National Holidays & 4 additional Floating HolidaysPTO that includes Vacation and Sick timeMedical, Dental, and Vision Benefits401k Savings and Retirement PlanPaid Parental Bonding Leave for New ParentsGenerous Employee Referral Bonus ProgramVolunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest 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.#ERF-HPO