Business Development Manager - Pennsylvania
Hanger Clinic, Reno, NV, United States
Business Development Manager – Pennsylvania
The
Business Development Manager (BDM)
– Remote in Pennsylvania 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 Greater Philadelphia, Lehigh Valley, and Reading.
Key Responsibilities
Achieve clinic and territory revenue objectives.
Build collaborative and consultative relationships with Hanger Clinic team.
Develop and implement strategies to maximize revenue from existing referral sources and generate new referral source sales.
Work in hospital, skilled nursing, and rehab‑type facilities patient care settings; complete all hospital/facility vendor credentialing.
Develop Sales/Growth/Business plan with each clinic in assigned territory.
Maintain and expand existing referral source relationships:
Provide service support and follow up to referral sources.
Facilitate solutions around customer service challenges.
Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
Close sales transactions 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 team.
Generate new referral source sales:
Achieve a minimum of 40 sales calls and 2 in‑services per week documented in Salesforce.
Conduct extensive new referral source development program including customer in‑service meetings with clinical partners, cold calls, drop‑ins, etc.
Achieve minimum requirements with referral sources for CEUs and In‑Services with clinical partners.
Develop ample pipeline of potential new referral prospects.
Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
Close sales transactions and monitor business; follow up as necessary to secure business.
Execute various sales growth initiatives and special projects in a geographic area as assigned by the appropriate RSM.
Identify and validate trade show and conference opportunities throughout territory.
Analyze ROI for all trade show and conference opportunities and ensure they align with the growth strategy for the region.
Support new hire onboarding and training of BDAs & BDMs:
Field rides with BDAs/BDMs as needed.
Demonstrate Hanger values consistently.
Show clear understanding of the enterprise initiatives and focus (the "big picture").
Show clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.).
High level of proficiency around all BDM administrative duties.
Demonstrate exceptional internal collaboration.
Prove track record of success with internal team and revenue growth.
Facilitate networking within the national BDM and Ampower teams.
Develop strategic alliances with hospitals/IDNs through:
Identify & pursue strategic alliances that drive growth within the territory/region.
Coordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal).
Pursue and sell institution contract fee increases.
Support the development and delivery of proposals, presentations, responses to RFPs, etc. to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in the local territory.
Lead & coordinate RFP responses.
Drive collaboration throughout all internal stakeholders to ensure alignment.
Create sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support plan.
Collaborate with all stakeholders to build protocols and implementation plan.
Monitor key performance indicators with both internal and external stakeholders.
Conduct quarterly business reviews with internal and external stakeholders.
Minimum Qualifications
BA/BS in Healthcare Administration, Marketing, Business Administration or another related field, OR an equivalent combination of education and experience.
Minimum 5 years of experience in professional sales preferred in the healthcare industry, or 1 year as BDA.
Proficiency in CRM tools (Salesforce).
Proven track record of meeting or exceeding sales targets.
Working 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 Factors
Prior experience calling on hospitals, IDNs, clinics, physician groups.
Familiarity with procurement processes, GPOs, and payor dynamics.
Solid negotiation and closing skills.
Ability to work independently in a field‑based role.
Analytical ability to interpret sales reports, market trends, and customer data.
Ability to maintain customer relations.
Strong relationship building skills.
Strong communication and presentation skills, both written and oral.
Ability to drive company initiatives with colleagues / peers.
Continuously innovate new solutions, influencing and responding to change.
#LI-CB1
Benefits
Competitive Compensation Packages
8 Paid National Holidays & 4 additional Floating Holidays
PTO that includes Vacation and Sick time
Medical, Dental, and Vision Benefits
401(k) Savings and Retirement Plan
Paid Parental Bonding Leave for New Parents
Flexible Work Schedules and Part‑time Opportunities
Generous Employee Referral Bonus Program
Mentorship Programs – Mentor and Mentee
Student Loan Repayment Assistance by Location
Relocation Assistance
Regional & National traveling CPO/CO/CP opportunities
Volunteering 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
#J-18808-Ljbffr
The
Business Development Manager (BDM)
– Remote in Pennsylvania 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 Greater Philadelphia, Lehigh Valley, and Reading.
Key Responsibilities
Achieve clinic and territory revenue objectives.
Build collaborative and consultative relationships with Hanger Clinic team.
Develop and implement strategies to maximize revenue from existing referral sources and generate new referral source sales.
Work in hospital, skilled nursing, and rehab‑type facilities patient care settings; complete all hospital/facility vendor credentialing.
Develop Sales/Growth/Business plan with each clinic in assigned territory.
Maintain and expand existing referral source relationships:
Provide service support and follow up to referral sources.
Facilitate solutions around customer service challenges.
Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
Close sales transactions 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 team.
Generate new referral source sales:
Achieve a minimum of 40 sales calls and 2 in‑services per week documented in Salesforce.
Conduct extensive new referral source development program including customer in‑service meetings with clinical partners, cold calls, drop‑ins, etc.
Achieve minimum requirements with referral sources for CEUs and In‑Services with clinical partners.
Develop ample pipeline of potential new referral prospects.
Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
Close sales transactions and monitor business; follow up as necessary to secure business.
Execute various sales growth initiatives and special projects in a geographic area as assigned by the appropriate RSM.
Identify and validate trade show and conference opportunities throughout territory.
Analyze ROI for all trade show and conference opportunities and ensure they align with the growth strategy for the region.
Support new hire onboarding and training of BDAs & BDMs:
Field rides with BDAs/BDMs as needed.
Demonstrate Hanger values consistently.
Show clear understanding of the enterprise initiatives and focus (the "big picture").
Show clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.).
High level of proficiency around all BDM administrative duties.
Demonstrate exceptional internal collaboration.
Prove track record of success with internal team and revenue growth.
Facilitate networking within the national BDM and Ampower teams.
Develop strategic alliances with hospitals/IDNs through:
Identify & pursue strategic alliances that drive growth within the territory/region.
Coordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal).
Pursue and sell institution contract fee increases.
Support the development and delivery of proposals, presentations, responses to RFPs, etc. to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in the local territory.
Lead & coordinate RFP responses.
Drive collaboration throughout all internal stakeholders to ensure alignment.
Create sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support plan.
Collaborate with all stakeholders to build protocols and implementation plan.
Monitor key performance indicators with both internal and external stakeholders.
Conduct quarterly business reviews with internal and external stakeholders.
Minimum Qualifications
BA/BS in Healthcare Administration, Marketing, Business Administration or another related field, OR an equivalent combination of education and experience.
Minimum 5 years of experience in professional sales preferred in the healthcare industry, or 1 year as BDA.
Proficiency in CRM tools (Salesforce).
Proven track record of meeting or exceeding sales targets.
Working 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 Factors
Prior experience calling on hospitals, IDNs, clinics, physician groups.
Familiarity with procurement processes, GPOs, and payor dynamics.
Solid negotiation and closing skills.
Ability to work independently in a field‑based role.
Analytical ability to interpret sales reports, market trends, and customer data.
Ability to maintain customer relations.
Strong relationship building skills.
Strong communication and presentation skills, both written and oral.
Ability to drive company initiatives with colleagues / peers.
Continuously innovate new solutions, influencing and responding to change.
#LI-CB1
Benefits
Competitive Compensation Packages
8 Paid National Holidays & 4 additional Floating Holidays
PTO that includes Vacation and Sick time
Medical, Dental, and Vision Benefits
401(k) Savings and Retirement Plan
Paid Parental Bonding Leave for New Parents
Flexible Work Schedules and Part‑time Opportunities
Generous Employee Referral Bonus Program
Mentorship Programs – Mentor and Mentee
Student Loan Repayment Assistance by Location
Relocation Assistance
Regional & National traveling CPO/CO/CP opportunities
Volunteering 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
#J-18808-Ljbffr