Senior Account Executive (Healthcare) - Boston

Published: 6/14/2022

Job Description

Overview

The Business Development Manager (BDM) - Remote in Boston, Massachusetts 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 (Worcester, Springfield, South Easton, Braintree, Woburn, Methuen, Leominster, West Yarmouth and Plymouth). Daily travel will be frequent.

Responsibilities

- Revenue Growth & Territory Management
  - Achieve clinic and territory revenue goals.
  - Develop and execute sales and business growth plans for assigned clinics.
  - Monitor referral trends and territory performance, addressing declines in business flow.
  - Conduct quarterly business reviews with clinic leadership and stakeholders.
  Referral Source Development
  - Maintain and expand relationships with existing referral sources.
  - Generate new referral sources through sales calls, in-services, cold calling, and networking.
  - Achieve weekly activity metrics, including documented sales calls and educational sessions in Salesforce.
  - Build a strong pipeline of prospective referral partners.
  Relationship Management
  - Build collaborative relationships with clinicians, physicians, hospitals, skilled nursing facilities, rehabilitation centers, and allied health professionals.
  - Provide ongoing customer service support and resolve referral source concerns.
  - Connect referral partners with Hanger programs, continuing education opportunities, and community events.
  Strategic Account & Contract Development
  - Develop strategic alliances with hospitals and Integrated Delivery Networks (IDNs).
  - Support and lead RFP responses, proposals, presentations, and contracting initiatives.
  - Coordinate contract negotiations and institutional fee increases in accordance with company guidelines.
  - Create implementation plans and monitor contract performance metrics.
  Business Development Operations
  - Complete required facility and vendor credentialing.
  - Identify and evaluate trade show and conference opportunities.
  - Analyze ROI on business development activities and events.
  - Execute regional growth initiatives and special projects.

Qualifications

BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required
Minimum 5 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.