Business Development Manager – Western US

Job Description:

• Identify, qualify, present, and close significant new business opportunities within the independent senior living market across the West Territory
• Drive new member acquisition and promote Navigator's food services and Healthcare Technology solutions
• Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management
• Use AI-driven lead scoring, predictive forecasting, workflow automation, and prospecting tools to prioritize opportunities
• Develop relationships with senior living operators, C-Level and Senior Management decision makers, food service partners, and Healthcare Technology partners
• Structure and negotiate multi-stakeholder, multi-year GPO agreements while balancing value creation and margin protection
• Conduct in-person and virtual meetings throughout the West Territory with 50% travel
• Maintain the West Territory travel and expense budget using route and scheduling optimization tools
• Develop and execute strategic sales plans to convert competitive GPO business to Navigator
• Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members
• Partner 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
• Build and maintain automated workflows, CRM triggers, sequences, and dashboards
• Build executive-level relationships within senior living leadership teams
• Participate in industry organizations and regional/national senior living conferences
• Monitor competitive landscape and market conditions across the West Territory using AI-based market intelligence tools

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, including generative AI for outreach/content, AI-enhanced CRM features, and sales intelligence platforms
• Comfort building or customizing automated workflows and sequences without heavy reliance on IT support
• Strong CRM, forecasting, and sales analytics proficiency
• Excellent presentation, communication, analytical, and organizational skills

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
• Teledoc access
• Fitness Reimbursement
• Commuter Benefit Plan
• Paid Parental Leave
• Access to financial and legal advisors
• Perks and Benefits Discounts
• Tuition Reimbursement
• E-learning programs
• Ongoing Team Trainings
• Paid volunteer time-off
• Donation matching
• Birthday day off and floating holiday