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Business Development Manager

Business Development Manager

Post date: July, 2013
Position location: Lincoln, NE

Leading healthcare organizations partner with National Research Corporation to empower quality improvement across the continuum of care. By applying innovative, customer-centric performance measurement, improvement services, and governance education, healthcare organizations are better positioned to control costs and improve quality.

The primary purpose of the Business Development Manager (BDM) is to generate sales of products to hospitals, healthcare organization, long term health organizations or other markets.  The BDM develops new business through sales to new clients or additional sales (either “cross-sells” of new products or “up-sells” of additional volume) to current clients.

The sale is complex, involving multiple decision-makers, working knowledge of the healthcare industry, as well as research methodology and NRC’s solutions and products.  The sales cycle may involve prospecting, relationship building, product demonstrations, presentations, preparation of proposals and contract negotiations.  Some degree of travel is typically involved for all sales positions.

KEY DUTIES AND RESPONSIBILITIES:

  • Prospects for clients by phone, using Internet search engines, healthcare industry references such as the Hospital Blue Book, and NRC’s SalesLogix CRM software to identify contacts.  Consistently and constantly generates leads.
  • Develops a sales strategy for each prospect and/or client to identify cross-selling and/or up-selling opportunities.  Establishes rapport and builds client relationships through understanding the client’s business, organization, goals and needs.  Maintains relationships with multiple people within organizations to ensure NRC/client partnerships and generate maximum revenues within each client entity.
  • Implements NRC’s sales process to initiate, engage, and follow up with client contacts and interactions.  Writes professional e-mails, letters, Letters of Understanding (LOU’s), proposals and other business correspondence.
  • Schedules trips, develops itineraries and prioritizes calls to ensure maximum of use of time while controlling travel costs.  Deals effectively with the rigors and uncertainties of travel.
  • Maintains current knowledge of NRC products and services, healthcare industry issues, and healthcare research.

JOB REQUIREMENTS:

Education:

A college degree is strongly desired.

Experience:

A demonstrated interest in and aptitude for sales.  BDMs may have from 0 – 2 years work experience; key is that activities in part-time work, school or extracurricular activities should demonstrate sales and/or entrepreneurial interest/aptitude.  The applicant should hold a demonstrated track record of exhibiting leadership, self discipline, drive and achievement.  A proven ability to master complex ideas and articulate them persuasively to others is the required skill set.  It is crucial to be adaptive to change in this role.

Communication/
Organizational Skills:

Excellent verbal communications skills, including the ability to deliver formal presentations, to lead and participate in meetings, are critical.  Excellent writing skills are required to write business letters, e-mails, proposals and other business correspondence.