Healthcare Business Development Manager

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

About the role

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. 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.

Base salary plus commission. Monthly auto allowance and mileage reimbursement. Travel within assigned territory, minimal overnights.

Responsibilities

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

Requirements

• 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.
• 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.
• 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

Airgas offers a full benefits package designed to support your whole life, including:

• Medical, Dental, Vision, Life, AD&D, and Disability Insurance.
• Up to 14-week paid child birth benefits to support growing families.
• 401(k) Retirement Plan with company match.
• Tuition Assistance.
• Paid Holidays, Vacation, and Sick time.
• Benefits start after just 30 days of employment.
• Employee Assistance Program (EAP).
• Pre-tax commuter transportation benefit.
• Parental leave, vacation, sick time, floating holidays, jury duty and funeral/bereavement leave.
• Discounted college tuition for eligible employees’ dependents.
• Airgas Scholarship Program for dependent children.

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