Business Development Manager - Fully Remote in the US

About the Role

The Business Development Manager owns identifying and closing new business and is responsible for selling occupational healthcare service solutions and achieving new customer revenue quota. This role handles the full sales cycle—from prospecting and multi-stakeholder discovery through proposal, RFP response, negotiation, and close—on complex service engagements. The BDM partners with Marketing, Implementation, and Clinical Operations to convert prospects into long-term WorkCare clients, transitioning closed accounts to the Strategic Account Executive team for ongoing management.

Responsibilities

• Builds and manages pipeline within a defined territory, generating opportunities through outbound multi-channel (email, phone, social media) prospecting, marketing-sourced leads, referrals, and industry events.
• Develops and executes multi-threaded account strategies, engaging stakeholders across EHS, HR, Procurement, Legal, and executive leadership.
• Develops new sales opportunities with new prospects and follows up on leads.
• Manages lead and opportunity qualification, sales opportunity pipeline progression, and proposal process, maintaining forecast accuracy and adherence to defined sales stages.
• Partners with marketing to prospect for new clients and opportunities within territory, utilizing marketing campaigns, partner leads, referrals, industry events, inquiries, proactive research, and cold calls.
• Leads formal RFP and RFI responses in partnership with internal subject matter experts, including pricing, security, and compliance requirements.
• Collaborates with sales leadership to identify new business opportunity venues, including devising innovative ways to increase services and revenue through prospect consultation and developing recommendations.
• Applies company sales strategies and sales process to achieve annual quota and/or company goals and to ensure profitability.
• Develops strong relationships with prospective clients to understand their needs and challenges.
• Prepares and delivers presentations, proposals, and contracts to clients.
• Negotiates commercial terms within approved pricing guidelines and coordinates contract execution with Legal.
• Executes structured account transitions to the Strategic Account Executive and Implementation teams upon close, ensuring continuity of relationships and commitments.
• Maintains accurate opportunity, activity, and forecast data in CRM; participates in weekly commits, pipeline reviews, and collaborative forecasting.
• Performs additional duties and assumes additional responsibilities as identified by manager for the efficient operation of WorkCare.

Requirements

• Bachelor’s degree or equivalent.
• 3-5 years of experience in the Occupational Health field and an understanding of the market.
• Experience in a quota-carrying B2B sales role(s) selling complex services or solutions to mid-market and enterprise organizations.
• Demonstrated track record of quota attainment on deals with multi-month sales cycles and multiple decision-makers.
• Proven ability to navigate complex buying organizations, build executive relationships, and develop internal champions.
• Experience running a structured sales methodology (e.g., MEDDICC, Challenger, or similar) and disciplined opportunity management.
• Strong organizational skills with the ability to manage multiple concurrent opportunities and priorities.
• Ability to travel to local, regional, and national sales shows or prospect meetings and work in exhibit areas to identify sales leads.
• Experience in telephone and date-based environment selling and supporting complex products and solutions.
• Business-to-Business selling experience.
• Ability to create and edit written materials; communicate effectively to a variety of audiences; organize resources and establish priorities; gather data, compile information, and prepare reports.
• Strong verbal, written, presentation, and interpersonal communication skills.

Skills

• Ability to maintain privacy and confidentiality; critical thinking skills; make independent decisions in accordance with company policy and procedures; and take initiative on issues that arise daily.
• Proven ability to work effectively in a team environment.
• Competency in the Windows operating system environment, Adobe Professional, Microsoft Office Suite (Outlook, Word, Excel, and PowerPoint), and ability to learn other software as needed.
• Sales engagement platforms (Outreach.io) and intent data tools (ZoomInfo) or equivalent experience preferred.
• Salesforce CRM software experience required.

Physical Demands

• Requires sitting for long periods of time, working at a desk.
• Some bending and stretching could be required.
• Working under stress and use of computer/phone required.
• Manual dexterity required for use of computer keyboard.
• Occasionally may be required to stand, walk, stoop, kneel, and/or crouch.
• May occasionally lift and/or move up to 25 pounds.

Work Environment

Work environment must be free from background noise and distraction; noise level is acceptable, temperature is controlled. At-home setup must meet all Company IT, privacy, and safety requirements.

Pay

This position has a salary range of $80,000–$84,000. Final compensation depends on factors such as job-related knowledge, skills, experience, and qualifications.

Benefits

• Paid time off.
• Medical, dental, vision, and critical illness insurance.
• HSA, HRA, and FSA.
• Life and disability insurance.
• Employee Assistance Program (EAP).
• 401K.
• Legal and identity theft coverage.
• Pet insurance.