Business Development Manager

Managed Health Care Associates, Inc. (MHA) provides care communities with access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum including home infusion, specialty pharmacies, long-term care, and other alternate site providers. Our team is passionate about helping people age with grace and champions our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Navigator Group Purchasing, Inc. is the experienced leader in healthcare and hospitality purchasing services, delivering savings and cash flow improvements to its members. A focused portfolio of products, innovative services, and strong relationships with members, vendors, and manufacturers distinguishes Navigator from the competition. We provide carefully assembled discounted contracts with key vendors and manufacturers through committed programs that deliver substantial savings and unparalleled customer satisfaction. With over 10,000 members, we benefit from increased buying power and stronger contracts with vendors and manufacturers, totaling $1.5 billion in contracted sales, 400+ manufacturer contracts, and 70+ vendor programs.

Business Development Manager, West Territory
This role is a results-driven sales professional tasked with identifying, cultivating, and winning new opportunities within the healthcare purchasing services industry, specifically the independent senior living market. The Business Development Manager will drive new member acquisition, promote Navigator's portfolio of food services and healthcare technology solutions, and build strong executive relationships with key influencers and decision makers within the senior living care community across the West Territory.

What You'll Be Doing:
Business Development & Sales

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.

Business Planning

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.

Market Leadership & Engagement

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.

What You'll Bring to the Table:

Bachelor's degree required; MBA or other advanced degree preferred.

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.

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 with C-Level or Senior Management of Senior Living Facilities management profiles preferred.

Ability to generate new business through lead mining, calls, emails, industry networking, and solicitation.

Uses automation tools for lead generation and capturing 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.

Salary
The salary range for this role is $110,000 to $125,000.

Benefits

Medical, Dental, Vision coverage (for employee and family)

Flexible Spending Account & Health Savings Account with company contribution

Employee Assistance Program

Disability coverage

Life insurance

401(k) with company match

Employee Stock Purchase Plan (ESPP)

Tele-DOC access

Fitness reimbursement

Commuter benefit plan

Paid Time Off

Birthday day off and floating holiday

Paid volunteer time-off

Donation matching

E-learning programs and ongoing team trainings

Access to financial and legal advisors

Perks and benefits discounts

Location & Travel
Remote – as directed by your manager.

Travel: 50% within the West Territory of the U.S.

Territory: West U.S. (California, Arizona, Nevada, Utah, Oregon, Washington).

MHA continues to lead by providing purpose-driven and value-based solutions that preserve the dignity and grace people deserve, regardless of age.

Managed Health Care Associates, Inc. is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations.

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

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