Business Development Manager

Role Overview The Business Development Manager (BDM), Strategic Accounts, plays a critical hybrid role responsible for originating, advancing, and shaping growth opportunities across NorthStar's priority health system targets. This role combines proactive market development (BDR function) with pipeline ownership (BDM function) and strategic account support. The BDM drives external sales efforts in the hospital/health system pipeline, from early stage opportunity intake calls through midstage vendor of choice selection. The BDM reports to and works closely with the VP of Strategic Accounts to identify whitespace opportunities within large health systems, develop access strategies, and drive early‑ and mid‑stage deal progression. The role includes initial qualification of new opportunities, securing signed NDAs, building proposals, collaborating with Business Development Analysts, preparing staffing models, presenting to prospective clients, and advancing mid‑stage pipeline so the VP can lead negotiations. The ideal candidate is a hunter and strategist able to generate new opportunities through targeted outreach while contributing to account planning, executive engagement, and long‑term growth strategy within complex health systems. Essential Functions Identify, research, and prioritize target health systems and facilities aligned with strategic account priorities Proactively generate new opportunities through cold outreach, conference and event engagement, referral network development Partner with marketing and leadership on account‑based outreach strategies, leveraging case studies Qualify all new hospital/health system leads and open new opportunities in Salesforce accurately and timely Build and maintain target relationship maps, including key decision‑makers and influencers Lead initial intake calls, gathering early intelligence, distribute detailed notes internally, and activate evaluation process externally Coordinate early stage activities such as obtaining signed NDAs and initial data needed for proposals; partner with pro forma analyst to address clarifying questions Own creation and submission of RFPs in partnership with VP of Strategic Accounts Facilitate go/no go meetings, taking the lead when appropriate Prepare proposal pitch decks and other support collateral; take lead on low‑profile initial pitch meetings in collaboration with Triad leaders, pro forma team and VP of Strategic Accounts Achieve quarterly quotas of ToF, data packs received, and system visits Document and distribute detailed notes on all external client interactions Partner with VP of Strategic Accounts to support account planning and growth initiatives within priority health systems Conduct research and analysis on health system structure, market dynamics, competition, expansion opportunities and whitespace Help identify and develop enterprise‑level entry points and expansion pathways Assist in preparing executive level materials and engagement strategies Support VP of Strategic Accounts on mid‑stage and late‑stage collateral needs, such as transition cost estimates Support VP of Strategic on building and negotiating Letters of Intent and Services Agreements in partnership with legal team Support activation of announcement planning and start‑up process both internally and externally Help identify and develop enterprise‑level materials and engagement strategies Collaborate with clinical, operational, and marketing teams to align on growth strategy Track and share market trends, competitive insights, and customer feedback Demonstrate regular, reliable and predictable attendance Perform other duties as required Key Deliverables Number of opportunities generated, data received, and system visits scheduled within targeted accounts Staffing models and pro formas Initial pitch presentations Client executive approval of staffing models and pro formas Confirmation of Vendor of Choice status Signed LOIs and Services Agreements Quality and completeness of account intelligence and planning deliverables Travel expectation of 20%+ (4 days a month) Qualifications Bachelor’s Degree Preferred 2+ years of experience in business development or similar client‑facing role Strongly preferred experience in healthcare industry/clinical data Demonstrated ability to generate pipeline through proactive outreach Demonstrated ability to manage multiple opportunities through the full sales cycle Strong relationship building skills Strong analytical and problem‑solving skills High level of organization and ability to juggle multiple processes with minimal supervision Knowledge, Skills and Abilities Customer Service/Client Focus Strategic Thinking Technical/Professional Knowledge and Skills Communications (Verbal, Written and Formal Presentation) Individual Leadership/Influencing Teamwork/Collaboration Analysis/Problem Assessment Judgement Attention to Detail Business Acumen Integrity Rev 8/4/2025 #J-18808-Ljbffr