Business Development & Customer Success Manager - Remote Eligible

Business Development & Customer Success Manager

Region: New England

What you will be doing:

As a Business Development & Client Success Manager, you will serve in a high-impact, field-based sales role responsible for driving growth across an assigned multi-state territory. You will lead both new member acquisition and the strategic management of existing client relationships within Premier's Group Purchasing Organization (GPO). Your focus markets will include senior living and behavioral health, in which senior living (1–10,000 beds) includes skilled nursing facilities, assisted living, independent living, memory care, active adult communities, and CCRCs. While behavioral health will focus more on inpatient behavioral health facilities, rehabilitation centers, and other residential care settings. In this role you will perform the following:

1. Drive territory growth by recruiting new members through a consultative, solutions-oriented sales approach.
2. Own and expand relationships with existing members, identifying opportunities to increase contracted spend participation and broaden engagement across new categories and service lines.
3. Serve as the primary relationship manager for executive-level stakeholders (C-suite, VP, and Director-level leaders), building trusted partnerships that influence long-term strategy and value realization.
4. Deliver measurable value by aligning Premier's solutions to client business priorities, financial objectives, and operational challenges.
5. Lead executive business reviews and strategic account planning sessions to ensure sustained satisfaction, retention, and growth.
6. Proactively manage client performance, mitigate risk, and strengthen long-term partnerships through disciplined, consultative account management.

Key Responsibilities

Responsibility #1 – 45%

New Client Business Development

• Drive consistent achievement and overperformance of sales targets by securing new clients via executing a comprehensive, multi-channel business development strategy, including targeted prospecting, outbound outreach, professional networking, LinkedIn engagement, industry conferences and trade shows, educational webinars, referral cultivation from members and supplier partners, and strategic re-engagement of inactive or lapsed accounts.
• Proactively collect, analyze, and synthesize market intelligence to identify new revenue opportunities, monitor industry trends, assess competitive dynamics, and uncover emerging growth segments aligned with organizational priorities.
• Develop and deliver tailored, value-driven presentations to prospective and existing members that clearly articulate the full value of the contract portfolio and service offerings, emphasizing measurable cost savings, operational efficiencies, and long-term strategic impact.
• Partner closely with internal implementation and operations teams to ensure seamless onboarding and contract activation, coordinating supplier and distributor relationships, resolving implementation issues, and conducting follow-up to confirm successful adoption and ongoing program effectiveness.

Responsibility #2 – 45%

Account Management and Penetration

• Acting as the primary point of contact, drive consistent achievement and overperformance of sales targets by conducting regular client business reviews (CBRs) —primarily in-person—with existing members to strengthen client satisfaction, retention, and growth by delivering strategic guidance, operational support, and measurable value across Premier/Innovatix value-added programs.
• Develop a deep understanding of each client's business model, operational goals, and purchasing needs to provide retention through thorough analysis of strategic savings opportunities using detailed purchase and utilization reports, identifying under-leveraged contracts, spend-shifting opportunities, and best practices to optimize procurement strategies. Follow up promptly on new and existing member paperwork, ensuring all documentation is accurate and complete, including the preparation and submission of member designation forms to streamline onboarding and contract activation.
• Work cross-functionally with the Implementation team to drive effective contract activation, facilitating vendor and distribution connections, addressing implementation challenges, and validating successful adoption of programs.
• Lead structured client recap and follow-up activities following Customer Business Reviews (CBRs), documenting key outcomes, action items, risks, and opportunities to ensure alignment, accountability, and forward momentum. Maintain accurate, up-to-date CRM records, including pipeline, at-risk accounts, and account activity, ensuring data integrity, visibility, and effective forecasting.

Responsibility #3 – 10%

Administrative

• Represent the organization at healthcare tradeshows, industry events, and internal meetings as needed, actively networking to generate new leads, staying informed on market trends, and sharing insights with the internal team.
• Submit and reconcile expenses in a timely and organized manner, adhering to company policies and maintaining accurate records for reporting and budget tracking.

Required Qualifications

Work Experience:

Years of Applicable Experience - 5 or more years

Education:

High School Diploma or GED (Required)

Preferred Qualifications

Skills:

• Solution Selling: Working backwards from customer challenges to align Premier solutions
• Proven Sales Success: A track record of exceeding sales goals by both driving new business growth as well as penetration within existing members
• Results-Driven Mindset: A proactive, competitive attitude with a strong desire to succeed.
• CRM Proficiency: Experience using CRM systems to manage pipelines, track leads, and report results.
• Analytical Skills: Ability to analyze data, identify trends, and translate insights into actionable strategies.
• Executive level presentation: Ability to conduct high-level meeting for groups of C-suite board members
• Relationship Builder: Strong communication and presentation skills, with experience initiating contact and conducting sales calls.
• Industry Knowledge: Familiarity with Group Purchasing Organizations (GPOs), senior living establishments, food and/or medical-surgical distribution, and supply chain is strongly preferred.
• Preferred office location will include living within the specific market being serviced

Experience:

• GPO account management and sales.
• Food service distribution or medical-surgical distribution.
• Procurement or operations experience in the senior living, healthcare, and/or behavioral health industry.

Additional Job Requirements:

• Remain in a stationary position for prolonged periods of time
• Be adaptive and change priorities quickly; meet deadlines
• Attention to detail
• Operate computer programs and software
• Ability to communicate effectively with audiences in person and in electronic formats
• Day-to-day contact with others (co-workers and/or the public)
• Making independent decisions
• Ability to work in a collaborative business environment in close quarters with peers and varying interruptions

Working Conditions: RemoteTravel Requirements: Travel 61-80% within the USPhysical Demands: Sedentary: Exerting up to 10 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves remaining stationary most of the time. Premier's compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier's internal salary range for this role is $90,000 - $150,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.

Employees also receive access to the following benefits:

• Health, dental, vision, life and disability insurance
• 401k retirement program
• Paid time off
• Participation in Premier's employee incentive plans
• Tuition reimbursement and professional development opportunities

Premier at a glance:

• Ranked #1 on Charlotte's Healthiest Employers list for 2019, 2020, 2022, and 2023 and 21st Healthiest Employer in America (2023)
• Named one of the World's Most Ethical Companies® by Ethisphere® Institute for the 16th year in a row
• Modern Healthcare Best in Business Awards: Consultant - Healthcare Management (2024)
• The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting

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