Business Development Manager

Job DetailsJob Location: Orange, CA - Orange, CA 92868Position Type: Full TimeSalary Range: $80,000.00 - $84,000.00 SalaryTravel Percentage: Up to 40%Job Summary    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 is responsible for 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.  Schedule: To be determined by department; additional hours may be required as needed. Essential Duties and 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 thru prospect consultation and developing recommendations  Applies company sales strategies and sales process to achieve annual quota and/or company goals and to ensure profitability.  Develop strong relationships with prospective clients to understand their needs and challenges.  Prepare and deliver 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.  Maintain accurate opportunity, activity, and forecast data in CRM; participates in weekly commits, pipeline reviews, and collaborative forecasting.  Perform additional duties and assume additional responsibilities as identified by manager for the efficient operation of WorkCare.  QualificationsEducation and Experience  Bachelor’s degree or equivalent  3-5 years of experience in Occupational Health field and an understanding of the market  Experience in 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.    Skills and Competencies  Must be able to demonstrate the ability of maintaining 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 and on a team basis.  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.  Able to manage multiple priorities.  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required.  Ability to travel to local, regional, and national sales shows or prospect meetings and work in exhibit area with staff 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 navigate through customer organizations to seek opportunities, develop senior or c-level contacts and champions  The ability to create and edit written materials; ability to communicate effectively to a variety of audiences; the skill in organizing resources and establishing priorities; the ability to gather data, compile information and prepare reports.   Strong verbal, written, presentation and interpersonal communication skills.  Computer Skills  Must be competent in the Windows operating system environment, Adobe Professional, Microsoft Office Suite (Outlook, Word, Excel and PowerPoint) and 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 set up must meet all Company IT, privacy, and safety requirements.    This position has a salary range of $80,000-$84,000. Final compensation for this position depends on factors such as job-related knowledge, skills, experience, and qualifications.  a { text-decoration: none; color: #464feb; } tr th, tr td { border: 1px solid #e6e6e6; } tr th { background-color: #f5f5f5; } In addition to the base salary, this position is eligible for a sales incentive plan. Benefits for this position include paid time off; medical, dental, vision, and critical illness insurance; HSA, HRA, and FSA; life and disability insurance; EAP; 401K; legal and identity theft coverage; pet insurance and more.    The preceding statements describe the general job responsibilities and individual’s qualifications inherent to this position. These are not intended to be construed as exhaustive lists. To perform this job successfully, the individual must be able to perform each essential function satisfactorily, accurately, and safely. Reasonable accommodations will be made to enable qualified individuals with disabilities to perform the essential functions of their jobs. This job description may be reevaluated and/or modified at any time without notice.   Every qualified individual has the same opportunity for recruitment, hire, training, transfer, promotion, compensation, benefits, employee activities, and general treatment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other classification protected by applicable local, state, or federal law.