Business Development Manager - Fully Remote in the US

Job Summary

The Business Development Manager owns identifying and closing new business and is responsible for selling occupational healthcare service solutions and achieving new customer revenue quota. This role is responsible for the full sales cycle, from prospecting and multi-stakeholder discovery through proposal, RFP response, negotiation, and close, on complex service engagements. The BDM partners with Marketing, Implementation, and Clinical Operations to convert prospects into long-term WorkCare clients, transitioning closed accounts to the Strategic Account Executive team for ongoing management.

Schedule: To be determined by department; additional hours may be required as needed.

Essential Duties and Responsibilities

• Builds and manages pipeline within a defined territory, generating opportunities through outbound multi-channel (email, phone, social media) prospecting, marketing-sourced leads, referrals, and industry events.

• Develops and executes multi-threaded account strategies, engaging stakeholders across EHS, HR, Procurement, Legal, and executive leadership.

• Develops new sales opportunities with new prospects and follows up on leads.

• Manages lead and opportunity qualification, sales opportunity pipeline progression, and proposal process, maintaining forecast accuracy and adherence to defined sales stages

• Partners with marketing to prospect for new clients and opportunities within territory, utilizing marketing campaigns, partner leads, referrals, industry events, inquiries, proactive research and cold calls.

• Leads formal RFP and RFI responses in partnership with internal subject matter experts, including pricing, security, and compliance requirements.

• Collaborates with sales leadership to identify new business opportunity venues including devising innovative ways to increase services and revenue thru prospect consultation and developing recommendations

• Applies company sales strategies and sales process to achieve annual quota and/or company goals and to ensure profitability.

• Develop strong relationships with prospective clients to understand their needs and challenges.

• Prepare and deliver presentations, proposals, and contracts to clients.

• Negotiates commercial terms within approved pricing guidelines and coordinates contract execution with Legal.

• Executes structured account transitions to the Strategic Account Executive and Implementation teams upon close, ensuring continuity of relationships and commitments.

• Maintain accurate opportunity, activity, and forecast data in CRM; participates in weekly commits, pipeline reviews, and collaborative forecasting.

• Perform additional duties and assume additional responsibilities as identified by manager for the efficient operation of WorkCare.