Lead Business Development Manager

Summary:

Reporting to the Director of Sales, the Business Development Manager – Lead is responsible for managing the daily operations of sales team in their assigned area, driving revenue growth, maintaining a strong market presence, and cultivating lasting customer relationships. The role involves partnering with medical, physical therapy and operations leadership to ensure effective client relationship management and the delivery of high-quality patient care. The Business Development Manager – Lead works alongside the Regional Director of Sales to oversee the sales team and enhance overall performance within the assigned territory

Compensation: $110-115K base salary commission

Duties and Responsibilities:

• Identify potential client prospects within a defined territory by employing methods such as cold calling, scheduling appointments, and conducting client tours.
• Devise personalized sales tactics to secure new clients daily and broaden our market presence.
• Ensure that all sales activities, including, but not limited to, cold calls, scheduled meetings, subsequent communications, and finalized sales, are accurately documented, and kept up to date in the CRM tool.
• Drive revenue generation and meet established sales objectives to secure profitable sales levels.
• Foster and sustain strong customer relationships, ensuring satisfaction and prompt attention to client needs and service-related issues.
• Collect and apply industry expertise to secure a competitive advantage and safeguard our position in the market.
• Engage in routine sales team meetings aimed at enhancing knowledge, personal development, and the overall efficiency of the department.
• Establish and Uphold a Consistent Brand Identity Across All Marketing Endeavors.
• Communicate regularly with sales leadership on sales activities and achievements.
• Other duties as assigned.

Administrative Duties:

• Works with Human Resources to recruit, interview, hire, and onboard new sales staff.
• Sets performance goals, tracks team performance, and provides coaching to achieve Key Performance Indicators (KPIs).
• Supervises the productivity of Business Development Managers within region, conducts regular performance reviews and retrains when necessary.
• Addresses performance and disciplinary issues, ensuring consistent policy application in coordination with Human Resources.
• Performs ongoing market research and competitive analysis to identify trends, opportunities, and potential risks.
• Develops and implements sales and marketing strategies to drive growth, brand visibility, and revenue throughout market.
• Oversees financial growth, client acquisition, competitive pricing, and regional budgeting.
• Works with internal departments including Medical, Operations, Physical Therapy, HR, Billing, and IT to improve sales operations.
• Collaborates with the Senior VP of Sales to develop market-specific strategies and participate in cross-functional leadership initiatives.
• Leads weekly sales team meetings and provides senior leadership with regular performance updates.
• Ensures accurate tracking and documentation of sales activities and monitors lead generation progress.

Account Management and Market Engagement:

• Focuses on reactivating lost or slowed accounts and expands relationships with large accounts.
• Collaborates with state directors and the Senior VP to manage national accounts.
• Attends industry events to expands professional networks and increase brand visibility.
• Leads the execution of marketing initiatives, including campaigns, events, and public relations efforts, to generate leads and enhance visibility.
• Conducts field visits with sales staff to engage with clients and offer personalized coaching and support.
• Organizes tours, “lunch and learns,” employer onsites, and other events to showcase services and establish partnerships.
• Works with Business Development Managers to drive traffic to clinics through outreach and event-based initiatives.
• Proactively addresses client or vendor issues, working with internal teams to resolve concerns and deliver tailored solutions as needed.

Communication:

• Establishes and maintains effective and positive working relationships with client companies, outside agencies, governmental entities and vendors.
• Troubleshoots difficult problems or situations and takes independent action to help resolve problems with client companies, outside agencies, governmental entities and vendors.
• Creates and maintains effective professional relationships with employees including providers, clinical staff, and clinical leadership; keeps staff informed of changes which may affect work environment.
• Communicates effectively with all levels of staff throughout regional clinics by consistently utilizing and facilitating effective strategies to encourage collaborative problem solving and decision-making.

Minimum Qualifications:

• Minimum of 5 years of sales management experience, preferably in occupational medicine sales.
• Bachelor’s degree (BA or BS) preferred
• Demonstrated success in driving market growth and increasing revenue.
• Skilled in account retention and building strong relationships with key stakeholders.
• Excellent interpersonal, organizational, and leadership skills.
• General computer skills in Microsoft Office programs (Word, Excel, etc.) and CRM systems.
• Must be willing to travel frequently within assigned region.
• Current state driver’s license.

Work and Location:

• Travel is required as needed to evaluate staff, attend networking events and meet with client companies.
• Salaried, Exempt position. Work hours may vary.