Business Development Manager

About the role

The Business Development Manager, West Territory, is responsible for driving new member acquisition, promoting Navigator's portfolio of food services and Healthcare Technology solutions, and building strong executive relationships with key influencers and decision makers within the senior living care community across the West Territory.

Responsibilities

• 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.
• 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.
• 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.
• Build and maintain 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.

Requirements

• 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 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 of 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.

Qualifications

• Proven track record in sales and business development.
• Strong understanding of healthcare and senior living markets.
• Experience in contract negotiations and deal structuring.
• Ability to build and maintain executive-level relationships.
• Strong CRM and forecasting skills.
• Proficiency with AI-powered sales tools.

Skills

• Outside sales experience.
• Business development and sales management skills.
• Strong understanding of healthcare and senior living markets.
• Contract negotiations and deal structuring.
• CRM and forecasting proficiency.
• AI-powered sales tools.

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)
• Paid Time Off (PTO), paid holidays, floating days
• Remote – as directed by your manager.

Pay

$110,000 to $125,000

Schedule

Remote – as directed by your manager.