Business Development Executive

Job Title: Business Development Executive

Reports To: VP of Delivery

Job Summary

The Manager of Business Development is a full-cycle revenue role responsible for both hunting new business and growing it into long-term, profitable client relationships. This person is responsible for identifying new clients, developing the relationship, closing the deal, and owning the account, and growing it year over year. This is a 100% production role with clear accountability for outbound new-client acquisition, contract execution, and the ongoing gross profit performance of every account they bring in.

Success is measured by: how many new hospital and health system relationships are generated, and how much revenue is generated and grown year over year. To be successful in this role, one must be energized by the chase of a cold pipeline but equally motivated to build a client relationship that compounds in value over time.

Duties and Responsibilities

New Business Development & Client Acquisition

• Proactively identify, target, and engage prospective hospital systems, facilities, and healthcare organizations with locum tenens staffing needs, using outbound calls, email campaigns, social selling, networking, and conference/event engagement.
• Own the full sales cycle from first outreach through discovery, proposal, negotiation, contract execution, and go-live.
• Secure and conduct high-quality new client meetings, bringing in OnCall Solutions executive leadership when appropriate.
• Position OnCall Solutions as a trusted, solutions-oriented partner through consultative, value-based selling rather than transactional pitching.
• Build and maintain a strong, accurately forecasted pipeline of prospective clients to expand OnCall Solutions' footprint in the locum tenens market.

Contracting & Deal Execution

• Negotiate and execute new facility and system agreements that convert into active locum tenens orders, ensuring terms are competitive, commercially viable, and operationally executable.
• Partner closely with internal stakeholders to confirm contracts are compliant and ready for smooth transition into order intake and fulfillment.

Account Management & Growth

• Serve as the primary relationship owner for every account you originate
• Develop and execute strategic account plans to expand client utilization of OnCall's services, increasing order volume, specialty breadth, and revenue over time.
• Conduct regular business reviews with client stakeholders to assess performance, surface new opportunities, and deepen the partnership.
• Actively identify cross-selling and up-selling opportunities within existing accounts to maximize account value.
• Monitor account health, proactively resolve issues, and maintain high client satisfaction and retention.
• Maintain accountability for the financial performance of originated accounts for the full commission-eligible period.

Cross-Functional Collaboration

• Work closely with Recruiting leadership to align on specialty focus, provider availability, and fulfillment strategy for both new and existing accounts.
• Coordinate with Operations, Credentialing, and Compliance teams to support efficient onboarding, order fulfillment, and service delivery.
• Share client feedback and market insights with leadership to inform pricing strategy, service improvements, and growth initiatives.
• Partner with Finance and Leadership to ensure accurate tracking of meetings, contracts, commissions, and bonuses.

CRM, Reporting & Process Discipline

• Maintain accurate, real-time documentation of all outreach, meetings, contracts, order activity, and pipeline data within the company's CRM.
• Adhere to defined sales and account management processes, reporting requirements, and internal controls.
• Provide regular pipeline, account growth, and performance updates to executive leadership.

Key Performance Indicators (KPIs)

• Qualified new client meetings secured per quarter
• New facility and system contracts executed
• Active locum tenens orders generated from new and existing contracts
• Expansion into multiple specialty lines withing contractsYear-over-year revenue and gross profit growth within owned accounts
• Client retention rate and satisfaction across the owned book of business
• Pipeline accuracy and CRM data integrity

Qualifications & Experience

• Minimum 5+ years of business development, sales, or account management experience within locum tenens or healthcare staffing.
• Proven track record in both new client acquisition and growing/retaining existing accounts
• Deep understanding of hospital and health system staffing models, decision-makers, and procurement processes.
• Strong financial acumen with the ability to understand gross profit, margins, and deal economics.
• Exceptional communication, negotiation, and presentation skills with C-level executives and department leaders.
• Bachelor's degree preferred, or equivalent experience.
• True hunter mentality to be self-motivated to prospect, open doors, and win business without being handed a warm lead.
• Motivated by nurturing a relationship and compounding its value, not just closing and moving on.
• Comfortable operating in a performance-based, production-oriented role with accountability for both new and existing revenue.
• Strategic thinker with strong execution discipline and the organizational skill to manage multiple accounts and prospects at once.
• Collaborative partner who works effectively across recruitment, credentialing, operations, and leadership.
• Professional, ethical, and aligned with OnCall Solutions' values and culture.

Employment Conditions

• Must be actively employed at the time of any bonus or commission payout.
• Commissions are paid only after client payment is received.
• Compensation may be adjusted for cancellations, disputes, or non-performance in accordance with the compensation plan.
• All contracts are subject to final management approval.

OnCall Solutions reserves the right to modify this job description at any time to reflect business needs.