Job Description

Business Development Manager, Home Health Sales

Job Description

Who We Are:

 Marketlab is a market leading healthcare solutions organization specializing in the design, manufacturing, and sourcing of private label products. It’s our mission to provide our healthcare partners timely solutions with a straightforward approach based on knowing them and their work. Every day we strive to positively impact the lives of the people who in turn impact the health and wellness of our communities. 

Based in Grand Rapids, Michigan, Marketlab’s success is built upon a foundation of collaboration, innovation, and the belief that every team member plays a vital role in creating an exceptional customer service experience.

The Opportunity:

The Business Development Manager, Home Health is responsible for the business development and overall revenue growth of Marketlab’s Home Healthcare brand. This person will travel the country and develop strong relationships with current and potential clients in the home healthcare space . The Business Development Manager will also collaborate with our Product Management team to improve and grow our home health product offerings based upon customer feedback that they have collected in the field. The ideal candidate will have extensive experience working with home healthcare products, know the industry inside and out, and have excellent customer service and communication skills.

This role reports to the Director, Sales.

Functional/Technical Competencies:

• Business Development: Develop a growth strategy focused both on financial gain and customer satisfaction within Marketlab’s home healthcare brand. Work to build impactful, long term relationships with clients.

• Home Healthcare Product and Industry Knowledge:  Understand and draw a value proposition for Marketlab’s home healthcare products within relevant markets.

• Understand product features and benefits, mechanism of action/how our products work, and help to ensure commercial viability.

• Understand and communicate key features of home health products.

• Consultative Selling: Prioritize relationships and open dialogue with customers to identify and provide solutions to their needs. 

• Stay hyper focused on the customer, rather than the product being sold. 

• Understand the challenges faced by customers to better position solutions in a more compelling and effective way. 

• Negotiation Skills: Facilitate and lead strategic discussions with your customer that lead to the deal being confirmed and closed.

• Reach a solution on price, product, etc. that is beneficial to everyone involved.

• Lead Generation: Identify and create a base of potential new customers/leads to connect with and work to turn them into a Marketlab customer.

• Use various forms of technology and communication to reach potential customers.

• Data Analysis: Generate reports on campaigns and sales numbers that accurately reflect current business trends.

• Communicate reports with leadership and other stakeholders within Marketlab.

• Understand figures and develop plans to grow areas that are not performing to the standard.

Behavioral Competencies:

• Communication: Use confident speech and body language to sell Marketlab home health products to customers. Provide clear, concise information and training surrounding Marketlab products to the customer and other members of the Marketlab team in order to effectively ensure that the customer’s needs are met.

• Ask clear, direct questions to learn more about the challenges the customer faces.

• Keep cross-functional teams up-to-date on customer feedback, market trends, etc. so that the company can stay proactive in meeting the customer’s needs.

• Creative Problem-Solving: Anticipate potential challenges related to the sales cycle and think outside of the box to find the best ways to solve them.

• Use product knowledge to create different solutions for customers needs, specifically if the original product offered no longer meets the customer’s needs.

• Research and find creative ways to generate new leads for the assigned category.

• Create and continuously track customer needs analyses to stay up to date on changes within the customer’s business.

• Emotional Intelligence: Recognize, understand, and influence the emotions and behaviors of customers to ensure that the best outcome is met for all parties involved.

• Improve customer relationships by exhibiting empathy towards their challenges and providing solutions.

• Demonstrate active listening.

What You’ll Do:

• Build a strategic plan to drive Marketlab solutions to the Home Health market.

• Build and strengthen customer relationships to evaluate needs and achieve long-term partnerships.

• Develop a thorough understanding of our products.

• Close sales and achieve quarterly quotas.

• Assist and/or handle customer trainings on home health products in the field.

• Find and recommend additional products that compliment the customer’s initial purchase.

• Generate progress reports for leadership within the organization.

• Maintain accurate client records and keep track of any contract updates and renewals.

• Meet regularly with sales team members to discuss progress and find new ways to improve business.

• Assist Inside Sales Representatives and Account Managers in the field and work with our Product Management team to ensure all Marketlab customer needs are being met.

• Collaborate with Sales, Customer Care, and other internal teams to meet and exceed KPIs.

• Other duties as assigned by leadership.

What You’ll Need:

The ideal candidate will have extensive home healthcare product and market knowledge, and a drive to offer solutions that ultimately better people’s lives.

In addition, you will need:

• 5+ years of Business Development experience and 2+ years selling home health products in the medical device and/or distribution industry.

• Bachelor’s Degree in business administration, healthcare, or related field is highly preferred.

• Ability to travel up to 75% of the time.

• Ability to rally multi-functional teams together towards a common goal.

• Ability to handle several responsibilities and projects simultaneously.

• Strong written and verbal communication skills. 

• Excellent organizational skills and attention to detail.

• Proficiency with common customer success and customer relationship management software, such as Salesforce.

• Proficiency with Microsoft Office and/or Google Workspace.

Benefits:

• ALL benefits are effective day one of employment

• Medical, Dental, Vision

• Generous PTO policy and paid holidays

• 401k match

• Flexibility with work from home

• Scholarship reimbursement 

• Paid parental leave 

• Paid short term disability leave

• Health and wellness program

• Employee discount program within our family of companies