Business Development Operations Associate

Business Development Operations Associate

The Business Development Operations Associate is responsible for optimizing sales productivity by strategically designing and optimizing sales territories to maximize revenue potential. This position involves analyzing client and lead data to identify common threads and form strategic groups known as sales territories. Compiles sales performance data for leadership to support efficient resource allocation and territory alignment with sales strategies, driving overall sales effectiveness and efficiency.

Serves as a consultant for the analytics team, providing guidance on utilizing Trella Health data, CRM, dashboards in Tableau or Power BI, and reports from EHR (HCHB R2) to support relationships with referral sources.

• Conduct in-depth market and referral source analysis using Medicare claims data and internal reports to identify strategic growth opportunities in markets.
• Design and optimize strategic sales territories using data on workload, referral patterns, market potential, and client trends to improve sales coverage and field productivity.
• Exercise independent judgment to make data-informed recommendations to leadership on territory configuration, referral source prioritization, and market expansion strategies based on independent analysis of claims data, internal performance metrics, and market intelligence.
• Develop and implement scalable territory design strategies and collaborate with senior stakeholders to influence initiatives such as DeNovo expansion, M&A assessments, and strategic realignment of market focus. Present and advise to leadership on these actionable insights.
• Serve as a subject matter expert and advisor on territory design best practices, guiding field and leadership teams through data-driven decisions that impact market performance.
• Administer and optimize the Markets cape Insights platform and CRM systems, ensuring strategic usability, accurate territory assignments, clean referral data, and a seamless experience across regions.
• Champion data governance practices and lead initiatives to improve data quality, eliminate duplication, and enforce territory and referral source accuracy across platforms such as Trella Markets cape Insights, HCHB, CRM, and other tools.
• Develop and deliver territory planning training programs that elevate organizational capability in market strategy, territory planning, and tool adoption, tailored toward VP BDs, Directors of Business Development and Regional Program Directors.
• Collaborate with Growth Analytics on cross-functional initiatives that align the home health market development and territory strategy with broader development and organizational growth goals.
• As needed, provide support for activities such as CRM updates, referral source assignments, and database maintenance to ensure continuity of sales operations.
• Perform other duties related to sales operations as assigned, in support of sales performance and organizational goals.
• Demonstrate qualifications and competencies consistently and reliably.
• Complete all other duties as assigned.
• Required to have Bachelor's Degree in, Health Informatics, Data Analytics, Healthcare Administration,
  Public Health, Computer Science, Customer Relationship Management (CRM) Administration, or related
  field. Minimum three years of work experience in data analytics, sales operations, or experience in a SaaS,
  home health, or hospice environment may be considered in lieu of degree requirements.
• Required minimum three years of experience in data analytics or technology customer experience at a
  SaaS organization, hospice, or home health setting.
• Preferred previous experience with Medicare Claims Data, Trella Health, or CRM systems (e.g Salesforce or Hubspot).
• Preferred previous experience using Homecare Homebase (HCHB).
• Preferred previous experience using Power BI and/or Tableau Server.
• Preferred advance experience using Microsoft Excel, including proficiency in formulas such as XLOOKUP and IF statements, as well as macros, pivot tables, and other advanced features.
• Preferred previous experience providing multi-location organizational support.
• Oral communication, written communication, fluency in English, active listening.
• Demonstrated intermediate technology skills. Especially MS office, including word, power point and excel.
• Other than for designated full-time remote positions, in-office attendance is essential in order to achieve Enhabit objectives, including but not limited to, effective supervision, teamwork, task completion, and other position objectives. Enhabit does not waive this essential function by permitting duties to be performed remotely on occasion to accommodate temporary personal needs, such as appointments, or to operate in crises beyond its control, such as during a natural disaster or pandemic.

At Enhabit, we firmly believe our people are our greatest asset! Enhabit offers competitive benefits that support and promote healthy lifestyle choices. Some benefits, tools and resources…