Why Us?
With a mantra of Empowering Human Potential, Hanger, Inc. is the world's premier provider of orthotic and prosthetic (O&P) services and products, offering the most advanced O&P solutions, clinically differentiated programs and unsurpassed customer service. Hanger's Patient Care segment is the largest owner and operator of O&P patient care clinics nationwide. Through its Products & Services segment, Hanger distributes branded and private label O&P devices, products and components, and provides rehabilitative solutions to the broader market. With 160 years of clinical excellence and innovation, Hanger's vision is to lead the orthotic and prosthetic markets by providing superior patient care, outcomes, services and value. Collectively, Hanger employees touch thousands of lives each day, helping people achieve new levels of mobility and freedom.
Could This Be For You?
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 classified as a regional remote role supporting Greater Philadelphia, Lehigh Valley and Reading.
Your Impact
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, 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.
Achieve existing referral source maintenance and expansion objectives:
Provide service support, 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 transaction 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
Achieve new referral source sales objectives:
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 w/clinical partners, cold calls, drop ins, etc.
Achieve minimum requirements with referrals 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 transaction and monitor business. Follow up as necessary to secure business.
Assumes responsibility for executing various sales growth initiatives and special projects in a geographic area, as assigned by the appropriate RSM
Identify and validate trade shows and conference opportunities throughout territory
Analyze ROI for all trade shows and conference opportunities and ensure they are in alignment with the growth strategy for the region
Support new hire on-boarding and training of BDAs & BDMs:
Field rides with BDAs/BDMs as needed
Empower human potential by consistently demonstrating the Hanger values
Demonstrates clear understanding of the enterprise initiatives and focus, "big picture"
Demonstrates clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.)
High level of proficiency around all BDM administrative duties
Demonstrates exceptional internal collaboration
Proven 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
Supports the development and delivery of proposals, presentations, responses to RFPs, etc. in an effort to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in local territory
Lead & coordinate RFP responses
Drive collaboration throughout all internal stakeholders to ensure alignment
Create sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support plan
Collaborate with all stakeholders to build protocols and implementation plan
Monitor key performance indicators with both internal and external stakeholders
Conduct quarterly business reviews with internal and external stakeholders
Minimum 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.
Additional Success Factors
Prior experience calling on hospitals, IDNs, clinics, physician groups
Familiarity with procurement processes, GPOs, and payor dynamics
Solid negotiation and closing skills
Ability to work independently in a field-based role
Analytical ability to interpret sales reports, market trends, and customer data
Ability to maintain customer relations
Strong relationship building skills
Strong communication and presentation skills, both written and oral
Ability to drive company initiatives with colleagues / peers
Continuously innovate new solutions, influencing and responding to change.
#LI-CB1
Our Investment in You
Competitive Compensation Packages
8 Paid National Holidays & 4 additional Floating Holidays
PTO that includes Vacation and Sick time
Medical, Dental, and Vision Benefits
401k Savings and Retirement Plan
Paid Parental Bonding Leave for New Parents
Flexible Work Schedules and Part-time Opportunities
Generous Employee Referral Bonus Program
Mentorship Programs- Mentor and Mentee
Student Loan Repayment Assistance by Location
Relocation Assistance
Regional & National traveling CPO/CO/CP opportunities
Volunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest
Hanger, Inc. is committed to providing equal employment opportunity in all aspects of the employer-employee relationship. All conditions and privileges of employment are administered to all employees without discrimination or harassment because of race, religious creed, color, age, sex, sexual orientation, gender identity, national origin, religion, marital status, medical condition, physical or mental disability, military service, pregnancy, childbirth and related medical conditions, special disabled veteran status, or any other classification protected by federal, state, and local laws and ordinances. The company will comply with all applicable state or local fair employment laws that forbid discrimination or harassment on the basis of other protected characteristics. Retaliation against any employee for filing or supporting a complaint of discrimination or harassment is prohibited.
#ERF-HPO