Business Development Manager

Business Development Manager – Pennsylvania

The Business Development Manager (BDM) – Remote in Pennsylvania 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 a regional remote role supporting Greater Philadelphia, Lehigh Valley, and Reading.

• Achieve clinic and territory revenue objectives.
• Build collaborative and consultative relationships with Hanger Clinic team.
• Develop and implement strategies to maximize revenue from existing referral sources and generate new referral source sales.
• Work in hospital, skilled nursing, and rehab‑type facilities patient care settings; complete all hospital/facility vendor credentialing.
• Develop Sales/Growth/Business plan with each clinic in assigned territory.
• Maintain and expand existing referral source relationships:
  • Provide service support and follow up to referral sources.
  • Facilitate solutions around customer service challenges.
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
  • Close sales transactions and monitor business; follow up as necessary to secure business.
  • Develop clinic account management plans to measure and monitor business flow from key referral sources.
  • Develop plan for referral sources that are not fully penetrated.
  • Monitor territory performance through regular review of referral reports, looking for drops in business flow.
  • Conduct quarterly business reviews with internal local management team.
• Generate new referral source sales:
  • Achieve a minimum of 40 sales calls and 2 in‑services per week documented in Salesforce.
  • Conduct extensive new referral source development program including customer in‑service meetings with clinical partners, cold calls, drop‑ins, etc.
  • Achieve minimum requirements with referral sources for CEUs and In‑Services with clinical partners.
  • Develop ample pipeline of potential new referral prospects.
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE, and community events.
  • Close sales transactions and monitor business; follow up as necessary to secure business.
• Execute various sales growth initiatives and special projects in a geographic area as assigned by the appropriate RSM.
• Identify and validate trade show and conference opportunities throughout territory.
• Analyze ROI for all trade show and conference opportunities and ensure they align with the growth strategy for the region.
• Support new hire onboarding and training of BDAs & BDMs:
  • Field rides with BDAs/BDMs as needed.
  • Demonstrate Hanger values consistently.
  • Show clear understanding of the enterprise initiatives and focus (the "big picture").
  • Show clear understanding of all Hanger resources (intranet, One Source, Salesforce, etc.).
  • High level of proficiency around all BDM administrative duties.
  • Demonstrate exceptional internal collaboration.
  • Prove track record of success with internal team and revenue growth.
  • Facilitate networking within the national BDM and Ampower teams.
• Develop strategic alliances with hospitals/IDNs through:
  • Identify & pursue strategic alliances that drive growth within the territory/region.
  • Coordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal).
  • Pursue and sell institution contract fee increases.
  • Support the development and delivery of proposals, presentations, responses to RFPs, etc. to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in the local territory.
  • Lead & coordinate RFP responses.
  • Drive collaboration throughout all internal stakeholders to ensure alignment.
  • Create sales plans to maximize…