Business Development Manager - Healthcare TPA at Heathos LLC – Alpharetta, Georgia

Travel: Approximately 20–30% travel required

The Business Development Manager (BDM) is responsible for driving Heathos’ growth by identifying, recruiting, activating, and enabling Independent Marketing Organizations (IMOs), agencies, and agents to adopt Heathos’ benefits-enablement platforms — FirstEnroll, AdminOne, and SonicMarketing.

This role owns the full sales cycle: outbound prospecting, lead qualification, pipeline management, platform demonstrations, contracting, and post-onboarding engagement. The BDM ensures partners achieve early and sustained productivity by positioning Heathos as a strategic, technology-enabled partner that helps distribution sell faster, enroll smarter, and scale more efficiently.

1. New Business Development & Partner Recruitment

• Identify, source, and recruit IMOs, agencies, and agents across priority markets.
• Execute proactive prospecting strategies, leveraging digital outreach, events, and partner referrals.
• Conduct market research to identify distribution gaps, emerging opportunities, and competitive signals.
• Build high-quality pipelines grounded in outbound motion, transparency, and accountability.

2. Sales & Revenue Generation

• Develop and execute sales plans aligned to quarterly and annual new partner acquisition targets.
• Deliver compelling value propositions and ROI-based presentations that articulate the impact of Heathos platforms.
• Negotiate partnership agreements, closing deals that support long-term revenue and activation goals.

3. Pipeline Management & CRM Discipline

• Maintain complete, accurate records of outreach, conversations, and opportunity stages in CRM (Salesforce preferred).
• Use CRM dashboards and data insights to prioritize outreach, improve conversion rates, and optimize forecasts.
• Uphold activity-based performance expectations including outreach, demos, and follow-ups.

4. Channel Enablement, Activation & Collaboration

• Partner with marketing to design campaigns that drive awareness, conversion, and early production.
• Work closely with onboarding and operations to create smooth transitions from contracting to activation.
• Deliver training, demos, and enablement support to ensure partners fully leverage FirstEnroll, AdminOne, and SonicMarketing.
• Identify opportunities to cross-sell platform capabilities based on partner needs.

5. Reporting, Analysis & Continuous Improvement

• Monitor performance metrics (calls, demos, activations, revenue contribution) and communicate progress regularly.
• Analyze partner activity, pipeline health, and conversion data to refine strategies.
• Provide market intelligence and product feedback that informs future platform enhancements.

• Pipeline Mastery: Skilled at sourcing, qualifying, nurturing, and converting leads through all stages.
• Consultative Selling: Translates platform features into clear, quantifiable ROI for agency partners.
• Distribution Knowledge: Deep understanding of IMOs, agencies, FMOs, downline structures, and commission hierarchies.
• Channel Enablement: Able to design and execute partner activations and sales campaigns.
• CRM Excellence: High comfort level with CRM-driven sales environments and data discipline.

• Bachelor’s degree in business, marketing, or related field.
• 7–10 years in business development, channel sales, or broker/agent recruitment within insurance or benefits technology.
• Experience with IMOs, agencies, FMOs, MGA/SGA structures strongly preferred.
• Proven success in new partner acquisition and activation.
• Proficiency in CRM tools (Salesforce preferred) and Microsoft Office Suite.