Business Development Manager

Who We Are

Managed Health Care Associates, Inc. (MHA) provides care communities with access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum including home infusion, specialty pharmacies, long-term care, and other alternate site providers. Our team is passionate about helping people age with grace and champion our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Who We Are

Managed Health Care Associates, Inc. (MHA) provides care communities with access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum including home infusion, specialty pharmacies, long-term care, and other alternate site providers. Our team is passionate about helping people age with grace and champion our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Navigator

Navigator Group Purchasing, Inc. is the experienced leader in healthcare and hospitality purchasing services, delivering savings and cash flow improvements to its members. A focused portfolio of products, innovative services, and strong relationships with members, vendors, and manufacturers, differentiates Navigator from the competition. We provide carefully assembled discounted contracts with key vendors and manufacturers producing committed programs to our members for substantial savings and unparalleled customer satisfaction.With over 10,000 members, allows for more buying power and stronger contracts with vendors and manufacturers. $1.5+ Billion in Total Contracted Sales/400+ Manufacturer Contracts and 70+ Vendor Programs.

Navigator is a subsidiary of MHA. For more information, visit: http://www.navigatorgpo.com/

Who We’re Looking For

The Business Development Manager, West Territory, is a results-driven sales professional with experience identifying, cultivating, and winning new opportunities within the healthcare purchasing services industry, specifically the independent Senior Living market. This individual will drive new member acquisition, promote Navigator's portfolio of food services, and Healthcare Technology solutions, and build strong executive relationships with key influencers and decision makers within the senior living care community across the West Territory.

What You’ll Be Doing:

Business Development & Sales

• Consultative selling mindset that can identify, qualify, present, and close significant new business opportunities within the independent senior living market - including Assisted Living, Skilled Nursing Facilities, and Continuing Care Retirement Communities - across the West Territory.
• Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management, incorporating AI-driven lead scoring, predictive forecasting, and workflow automation to prioritize high-value opportunities.
• Develop and leverage relationships with senior living operators, C-Level and Senior Management decision makers, food service, and Healthcare Technology partners.
• Complex deal structuring and negotiation capability to navigate multi-stakeholder, multi-year GPO agreements and balance value creation with margin protection.
• Conduct in-person and virtual meetings throughout the West Territory (50% travel).
• Maintain West Territory travel and expense budget, using automation and route/scheduling optimization tools to maximize time efficiency and territory coverage.
• Utilize AI-powered prospecting and enrichment tools (e.g., Salesforce Einstein, ZoomInfo, Apollo, or similar) to identify and prioritize target accounts more efficiently.
• Leverage generative AI tools to accelerate account research, personalize outreach at scale, and prepare for executive-level meetings.

Business Planning

• Develop and execute strategic sales plans to convert competitive GPO business to Navigator, using data and AI-driven market/account insights to sharpen targeting and prioritization.
• Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members leveraging Navigator's food service and Healthcare Technology programs.
• Partner cross-functionally 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.
• Communicate external sales and marketing initiatives developed by internal stakeholders.
• Build and maintain automated workflows (e.g., CRM triggers, sequences, dashboards) that reduce manual administrative work and improve pipeline visibility for leadership.

Market Leadership & Engagement