Healthcare Business Development Manager

Healthcare Business Development Manager

Location: Des Moines, IA - Retail shop, Omaha, NE - Filling industrial

How Will You Contribute and Grow?

We are committed to building a diverse and inclusive workplace that embraces the unique perspectives of our employees, our customers, patients, community stakeholders, and cultures across the world. We believe that a variety of backgrounds makes our team stronger and more innovative.

At Airgas, We Respect, Honor and Value Diversity

Business Development Manager (BDM), Healthcare

The Business Development Manager (BDM), Healthcare is a dedicated strategic acquisition role focused on new logo acquisition and securing greenfield systems. Operating with a strategic mandate to expand market presence, the BDM targets the "Proximity Market," which includes small to medium sized medical facilities such as dental/oral surgery, dermatology/plastics, urgent care clinics, and surgery centers. The BDM carries no legacy accounts or administrative tasks, ensuring their time is fully focused on developing strategic opportunities in high-density metro areas like Des Moines, Omaha, and the Twin Cities. Responsibilities include guiding the end-to-end sales process, actively managing a sales pipeline, and establishing long-term, high-value contracts while building accounts and advancing growth with strong margins and appropriate delivery charges and fees.

New Business Acquisition & Strategy

• Proactively engage and secure sustainable, long-term healthcare business, focusing on strategic partnerships over short-term agreements.
• Target the "Proximity Market" within assigned high-density metro areas to maximize new business ROI.
• Strive to establish accounts and advance growth with strong margins and appropriate delivery charges and fees.
• Dedicate primary focus to growth initiatives; handle no legacy accounts, operational coverage, or administrative assignments that reduce primary focus time.

Sales Execution & Process

• Build new accounts with a structured, effective strategy to engage prospects and connect with customers during peak hours.
• Finalize and establish Product Sales Agreements (PSAs) targeting multi-year contract terms.
• Interface with operations and work directly with the broader sales team, Total Access, and the national team to advance strategic customer rollouts.

Customer Engagement & Resource Management

• Build consultative relationships through a deep understanding of proximity healthcare businesses and their specific requirements.
• Identify high-value prospects and effectively map key stakeholders to advance opportunities through the pipeline.
• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques.

Pipeline Management & Reporting

• Effectively maintain an active, prioritized Salesforce (SFDC) sales funnel utilizing a structured account model.
• Provide leadership with regular status updates on territory performance.

Performance Standards and Targets

• Successfully establish new cylinder PSAs with multi-year contract terms.
• Aim to reach volume goals for new cylinder placements.
• Drive specialized equipment placements, such as IntelliOX+, at profitable rental rates.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Maintain consistent, proactive outreach focused on pipeline progression and new acquisition ROI.

Are You a Match?

Required Qualifications

• Bachelor's degree in business, science, or a related field preferred, OR equivalent experience where additional relevant experience may substitute for a degree.
• 5+ years of outside B2B sales experience with a demonstrated ability to build new customer relationships.
• Reliable personal transportation, a valid driver's license, and state-required minimum liability insurance.
• Frequent regional travel (up to 75% of the time) with occasional overnight travel.
• Primary focus on designated high-density metro areas, such as the Des Moines/Omaha (West team) or Minneapolis/St. Paul (North team) territories.
• Skilled in navigating an active Salesforce (SFDC) sales pipeline and a structured account model.
• Opportunity includes onsite visits to various healthcare facilities and proximity clinics with varying conditions and accessibility.
• Strong presentation, collaborative agreement-building, and communication skills desired.
• Demonstrated success in reaching and advancing key sales goals.
• Demonstrated success in consultative/solution-oriented partnerships within a defined territory.
• Industry familiarity and related product knowledge is highly valued.
• Relationship-building and consultative agreement skills with a track record of reaching performance milestones and contributing to growth.
• Maintains strict confidentiality of financial, sales, and strategic information.

Preferred Qualifications

• Prior experience with SAP order entry software preferred.
• 3+ years of experience selling medical, specialty or industrial gases and equipment to independent distributors and customers while working for an industrial or specialty gas producer.

Benefits

We care about and support our Airgas Families. This is evident not only through our competitive compensation but also through a comprehensive benefits package that includes medical, dental, and vision plans, short-term and long-term disability, life and accidental death and dismemberment (AD&D) insurance, Employee Assistance Program (EAP), pre-tax commuter transportation benefit, parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave, and paid holidays for all eligible full-time employees.

Additionally, we offer our eligible employees a 401k plan with company matching funds, tuition reimbursement, discounted college tuition for eligible employees' dependents, and an Airgas Scholarship Program for dependent children.

Associates who are members of collective bargaining units should review their bargaining agreement to determine whether they are eligible for some or all of the benefits described here and to see any special terms or conditions for eligibility.

Your Differences Enhance Our Performance

At Airgas, we are committed to building a workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.

We welcome and consider applications from all qualified applicants, regardless of their race, gender, sexual orientation, religion, disability or any other protected characteristic. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.

About Airgas

Airgas, an Air Liquide company, is a leading U.S. supplier of industrial, medical and specialty gases, as well as hardgoods and related products; one of the largest U.S. suppliers of safety products; and a leading U.S. supplier of ammonia products and process chemicals. Through the passion and diversity of its 18,000 associates, Airgas fosters a culture of safety, customer success, sustainability and innovation. Airgas associates are empowered to share ideas, take initiative and make decisions.

Airgas is a subsidiary of Air Liquide, a world leader in gases, technologies and services for industry and healthcare. Present in 60 countries with approximately 66,500 employees, Air Liquide serves more than 4 million customers and patients.

Join us for a stimulating experience: At Airgas, you matter and so does the work you do. As a member of our team, you play an important role in the success of your team, making sure our products are created sustainably and delivered safely and efficiently. In turn, you'll find a welcoming workplace where you're valued for who you are and where you can fill your potential while growing a fulfilling career whatever path you choose.

Equal Employment Opportunity Information

We are an equal opportunity employer. We welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

Airgas, an Air Liquide Company is a Government contractor subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974 and Section 503 of the Rehabilitation Act of 1973.

Airgas does not discriminate against qualified applicants with disabilities, and is committed to providing reasonable accommodations to the known disabilities of such individuals so as to ensure equal access to benefits and privileges of employment