Managed Health Care Associates, Inc.

Business Development Rep

• Business Development & Sales
• Consultative selling mindset that can identify, qualify, present, and close significant new business opportunities within the independent senior living market — including Assisted Living, Skilled Nursing Facilities, and Continuing Care Retirement Communities — across the West Territory.
• Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management, incorporating AI-driven lead scoring, predictive forecasting, and workflow automation to prioritize high-value opportunities.
• Develop and leverage relationships with senior living operators, C-Level and Senior Management decision makers, food service, and Healthcare Technology partners.
• Complex deal structuring and negotiation capability to navigate multi-stakeholder, multi-year GPO agreements and balance value creation with margin protection.
• Conduct in-person and virtual meetings throughout the West Territory (50% travel).
• Maintain West Territory travel and expense budget, using automation and route/scheduling optimization tools to maximize time efficiency and territory coverage.
• Utilize AI-powered prospecting and enrichment tools (e.g., Salesforce Einstein, ZoomInfo, Apollo, or similar) to identify and prioritize target accounts more efficiently.
• Leverage generative AI tools to accelerate account research, personalize outreach at scale, and prepare for executive-level meetings.
• Business Planning
• Develop and execute strategic sales plans to convert competitive GPO business to Navigator, using data and AI-driven market/account insights to sharpen targeting and prioritization.
• Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members leveraging Navigator's food service and Healthcare Technology programs.
• Partner cross-functionally with Regional Support Specialists, Regional Sales Directors, Field Implementation Specialists, Finance, Operations, Legal, Analytics, and Marketing.
• Promote Navigator's contracting programs and senior living channel services.
• Communicate external sales and marketing initiatives developed by internal stakeholders.
• Build and maintain automated workflows (e.g., CRM triggers, sequences, dashboards) that reduce manual administrative work and improve pipeline visibility for leadership.
• Market Leadership & Engagement
• Build executive-level relationships within senior living leadership teams across the West Territory.
• Participate in industry organizations and regional/national senior living conferences to enhance brand presence.
• Monitor competitive landscape and market conditions within the West Territory to identify growth opportunities, using AI-based market intelligence and news-monitoring tools to stay ahead of competitor activity and market shifts.

Business Development Manager

Inside Sales

• Lead, coach, and motivate a team of Inside Sales Representatives to achieve and exceed individual and team sales targets.
• Oversee member communications and ensure consistent, high-quality experience across all Inside Sales interactions.
• Provide ongoing training, mentoring, and professional development to enhance the team’s sales capabilities, product knowledge, and customer engagement skills.
• Develop and implement short and long-term sales strategies that support business objectives and member growth within Navigator.
• Prepare and present regular reports on performance, forecasting, and strategic insights to senior leadership.
• Establish and manage sales goals, activity metrics, and KPIs; monitor performance through dashboards and CRM reporting.
• Analyze sales data and work with Navigator to understand market trends to identify opportunities for improvement and recommend process or strategy adjustments.
• Lead the identification, implementation, and optimization of AI-powered tools, bots, and workflow automation solutions to enhance lead generation, customer engagement, CRM management, reporting, and overall sales productivity.
• Evaluate sales processes to identify automation opportunities, drive adoption of new technologies, and deliver measurable improvements in operational efficiency, response times, conversion rates, and scalability across the inside sales function.
• Partner with Marketing, Navigator, Trade, and Business Partners to align lead generation, outreach campaigns, and sales initiatives.
• Prepare and present regular reports on performance, forecasting, and strategic insights to senior leadership.

Manager, Inside Sales

Product Specialist

• Plan, initiate, and prioritize development requirements to manage projects related to the Net-Rx suite of solutions
• Serve as liaison between business and technical aspects of projects
• Understand the user workflow and train staff to support and sell the product
• Own and maintain the product vision and roadmap for the Net-Rx suite of solutions, balancing short- and long-term priorities in alignment with company strategy and business goals
• Conduct market analysis to validate product-market fit and differentiation, identifying competitive gaps and white-space opportunities that inform product positioning and design
• Evaluate and prioritize product initiatives and development requirements using established scoring methodologies (e.g., RICE, MoSCoW), making clear trade-off decisions and managing stakeholder expectations
• Manage the full product lifecycle from intake through sun-setting, including design, testing, execution, messaging, pricing, profitability management, and post-launch performance reviews
• Develop and maintain product documentation, including user guides, sprint release notes, and knowledge base materials, ensuring accuracy and timely delivery aligned with each development cycle
• Actively participate in Agile sprint ceremonies, including sprint planning and backlog grooming, collaborating with development teams to refine requirements and manage delivery priorities
• Manage day-to-day product development workflow, including Jira ticket review, requirements clarification, stakeholder follow-up, and hands-on user acceptance testing (UAT) to validate functionality prior to release
• Maintain and apply deep knowledge of the LTC market landscape, including SNF, ALF, IL, and memory care segments, key industry players, and growth drivers to inform product strategy
• Ensure product design and specifications proactively embed healthcare regulations and compliance requirements, including CMS Conditions of Participation, HIPAA, and applicable state regulations, partnering with legal and compliance teams as needed
• Design and execute Voice of Customer (VoC) research through user groups, one-on-one customer meetings, interviews, and surveys to understand needs, pain points, and desired solutions

AI Product Specialist – 3-6 Month Contract

Account Manager

• Serve as the primary point of contact and advocate for clients, ensuring their needs are understood and prioritized thought clear and effective communication
• Provide direct client support and foster relationships with various contacts within the pharmacy by conducting regular check-ins and follow-ups with customers via email and/or phone to support current needs, address concerns, and provide account updates
• Monitor and analyze market trends, competitor activities, and customer needs to refine sales tactics
• Maintain a robust sales pipeline and regularly report on sales activities, progress, and forecasts
• Develop and maintain strong, positive relationships with key client stakeholders to foster trust and loyalty
• Develop and implement effective internal sales strategies to penetrate the post-acute care market and achieve revenue goals
• Identify opportunities to upsell or cross-sell additional products or services to existing clients
• Create internal sales opportunities for MHA products and services to long-term care providers for MHA contracts
• Ensure client satisfaction and retention by delivering a high level of service and support
• Identify and resolve any client issues or concerns related to LTC Network and Medicare Part-D promptly and effectively
• Proactively anticipate potential problems and implement preventative measures to minimize client dissatisfaction
• Utilize all MHA sales and marketing reports to support and articulate the value prop and review the opportunities for our member pharmacy providers
• Manage and communicate the external sales and marketing activities developed by internal marketing, Trade Relations, senior management and clinical research
• Work closely with internal teams, including customer service, operations, and product development, to ensure client needs are met
• Communicate client feedback and market insights to internal stakeholders to drive continuous improvement and innovation
• Coordinate with the finance team to manage account receivables and ensure timely payments
• Utilize customer relationship management (CRM) tools to manage client interactions, track opportunities, and maintain accurate records
• Prepare and deliver regular performance reports to management, highlighting achievements and areas for improvement

Business Development Manager

Manager, Inside Sales

AI Product Specialist – 3-6 Month Contract

Account Manager – Long Term Care Pharmacy