Business Development Manager - Massachusetts

Hanger, Inc.•Springfield, MA

8d•$61,500 - $90,000•Remote

About The Position

With a mantra of Empowering Human Potential, Hanger, Inc. is the world's premier provider of orthotic and prosthetic (O&P) services and products, offering the most advanced O&P solutions, clinically differentiated programs and unsurpassed customer service. Hanger's Patient Care segment is the largest owner and operator of O&P patient care clinics nationwide. Through its Products & Services segment, Hanger distributes branded and private label O&P devices, products and components, and provides rehabilitative solutions to the broader market. With 160 years of clinical excellence and innovation, Hanger's vision is to lead the orthotic and prosthetic markets by providing superior patient care, outcomes, services and value. Collectively, Hanger employees touch thousands of lives each day, helping people achieve new levels of mobility and freedom. The Business Development Manager (BDM) 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 classified as a regional remote role supporting the Boston and surrounding cities. Daily travel will be frequent.

Requirements

BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required
Minimum 2 years of experience in professional sales preferred 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.

Nice To Haves

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.

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, 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.
Achieve existing referral source maintenance and expansion objectives:
Provide service support, 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 transaction 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
Achieve new referral source sales objectives:
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 w/clinical partners, cold calls, drop ins, etc.
Achieve minimum requirements with referrals 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 transaction and monitor business. Follow up as necessary to secure business.
Support new hire on-boarding and training of BDAs & BDMs:
Field rides with BDAs/BDMs as needed
Empower human potential by consistently demonstrating the Hanger values
Demonstrates clear understanding of the enterprise initiatives and focus, "big picture"
Demonstrates clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.)
High level of proficiency around all BDM administrative duties
Demonstrates exceptional internal collaboration
Proven track record of success with internal team and revenue growth
Facilitate networking within the national BDM and Ampower teams

Benefits

Competitive Compensation Packages
8 Paid National Holidays & 4 additional Floating Holidays
PTO that includes Vacation and Sick time
Medical, Dental, and Vision Benefits
401k Savings and Retirement Plan
Paid Parental Bonding Leave for New Parents
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