• Lead and own the creation of detailed analyses, financial models, and pitch materials for new health system partners and new business opportunities. • Work closely with sales and clinical leaders to develop a partnership strategy based on health system needs and financial data. • Serve as part of the client-facing deal team, presenting financial and strategic analyses to health system leadership. • Support the execution of new business and strategic initiatives for senior leadership. • Perform comprehensive and in-depth competitor, new business, and industry research. • Organize and prioritize critical issues and required information for the leadership team to facilitate efficient decision making. • Work with cross-functional teams to support new partnerships and provide client-oriented solutions.

• Lead global business development across the laboratory network • Identify and develop new markets, services, and opportunities • Strengthen cross-regional collaboration and key client relationships • Contribute to strategic growth and market positioning

• Identify, prospect, and engage high-quality leads through outbound channels (cold calls, emails, LinkedIn outreach). • Qualify inbound and outbound leads and move them efficiently through the sales pipeline. • Conduct discovery calls, deliver tailored pitches, and handle objections effectively. • Own and manage the **full sales cycle**, including negotiation and closing. • Maintain accurate records of all sales activities in CRM systems (e.g., HubSpot, Salesforce). • Collaborate with marketing and senior sales leadership to refine outreach strategies. • Consistently meet and exceed monthly revenue and conversion targets. • Build strong relationships with prospects and stakeholders to drive long-term value.

Overview The Senior Business Development Representative responsible for driving new business and helping nursing homes adopt and implement the Citizen Insurance product. They will work closely with the Vice President of Sales to educate nursing homes about the product, ensure smooth rollouts, and facilitate the enrollment process. All candidates must be willing to travel 70% of the time. Responsibilities - Sales & Business Development - Serve as Sales representative in the defined area(s). - Identify, target and close new nursing homes. - Help identify potential leads and opportunities for product adoption in target facilities. - Plan and execute "enrollment days." - Educate family members and guardians on the benefits available. - Conduct business in a professional, ethical and honest manner at all times. - Ensure enrollment targets are met or exceeded. - Account Expansion & Revenue Growth - Drive increased enrollment penetration within existing facilities. - Identify expansion opportunities across multi-facility ownership groups. - Monitor facility performance and implement growth action plans. - Provide regular updates and performance reports to internal and external stakeholders. - Client Education & Support - Educate nursing home staff (e.g., administrators, care managers) on the features and benefits through presentations and training sessions. - Assist clients with completion of enrollment forms as needed. - Provide ongoing support, address concerns, resolve any issues or questions and ensure proper utilization. - Route customers to the appropriate departments for further development and resolution. - Maintain professional relationships with existing customers, ensuring client satisfaction is met and maintained. - Event Planning & Execution - Oversee logistical details of enrollment events. - Ensure smooth operations, clear communication, and timely completion. - Cross-Functional Coordination (Revenue Support Focused) - Partner with operations, billing, and compliance to ensure smooth onboarding. - Escalate and resolve issues that impact enrollment, revenue, or client satisfaction. - Maintain strong working knowledge of: - Medicaid offset models - Insurance coverage structure - State-specific requirements - Compliance & Documentation - Ensure all enrollments comply with regulatory requirements. - Maintain accurate records of all interactions within CRM system. - Maintain strong knowledge of company services. - Actively support and comply with all components of the compliance program. - Maintain confidentiality; abide by HIPAA and PHI guidelines. - Maintain job knowledge by studying pertinent laws and state requirements. - Administrative & Operational Tasks - Travel 85% of the time. - No direct reports. - Complete pre-calls to responsible parties. - Follow up to ensure receipt of materials. - Maintain a reliable, nonpublic high-speed internet connection. - Licensing & Legal Requirements - Must acquire Health Insurance license within 45 days of employment. - Actively supports and complies with all components of the compliance program, including, but not limited to, completion of training and reporting of suspected violations of law and Company policy. - Maintains confidentiality of all information; abides with HIPAA and PHI guidelines at all times. - To work remotely, it is expected you will have a reliable, nonpublic high-speed internet connection with sufficient bandwidth to participate in all work-related activities. Any interruptions in service should be immediately reported to your manager. - Reacts positively to change and performs other duties as assigned. Qualifications - Bachelor’s degree or equivalent experience preferred. - 5+ years of sales experience. - Strong communication, presentation, and customer service skills. - Comfortable making frequent phone calls and meeting deadlines. - Goal-oriented, self-motivated, and able to multitask and solve problems. - High attention to detail with strong computer and CRM proficiency. - Reliable transportation, valid driver’s license, and auto insurance required. - Proactive, accountable, and able to follow through effectively. - Excellent interpersonal, oral, and written communication skills. - Must be detail oriented and self-motivated. - Excellent customer service skills. - Anticipate needs in a proactive manner to increase satisfaction. - The Company reserves the right to modify any bonus/commission structure prospectively at any time for any reason. A bonus/commission is not considered earned until it is paid, and the employee remains with the Company at the time of payment - Take ownership of job responsibilities by initiating prompt and appropriate follow up and/or action to problems.