Business Development Manager

Job Title: Business Development Manager

Department: GTM / Sales

Reports to: Chief Revenue Officer

Location: FL (Tampa), GA (Greater Atlanta), or TX (Greater Dallas Fort-Worth)

Role Purpose:

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.

Key Responsibilities

1. New Business Development & Partner Recruitment

2. Identify, source, and recruit IMOs, agencies, and agents across priority markets.

3. Execute proactive prospecting strategies, leveraging digital outreach, events, and partner referrals.
4. Conduct market research to identify distribution gaps, emerging opportunities, and competitive signals.

5. Build high-quality pipelines grounded in outbound motion, transparency, and accountability.

6. Sales & Revenue Generation

7. Develop and execute sales plans aligned to quarterly and annual new partner acquisition targets.

8. Deliver compelling value propositions and ROI-based presentations that articulate the impact of Heathos platforms.

9. Negotiate partnership agreements, closing deals that support long-term revenue and activation goals.

10. Pipeline Management & CRM Discipline

11. Maintain complete, accurate records of outreach, conversations, and opportunity stages in CRM (Salesforce preferred).

12. Use CRM dashboards and data insights to prioritize outreach, improve conversion rates, and optimize forecasts.

13. Uphold activity-based performance expectations including outreach, demos, and follow-ups.

14. Channel Enablement, Activation & Collaboration

15. Partner with marketing to design campaigns that drive awareness, conversion, and early production.

16. Work closely with onboarding and operations to create smooth transitions from contracting to activation.
17. Deliver training, demos, and enablement support to ensure partners fully leverage FirstEnroll, AdminOne, and SonicMarketing.

18. Identify opportunities to cross-sell platform capabilities based on partner needs.

19. Reporting, Analysis & Continuous Improvement

20. Monitor performance metrics (calls, demos, activations, revenue contribution) and communicate progress regularly.

21. Analyze partner activity, pipeline health, and conversion data to refine strategies.
22. Provide market intelligence and product feedback that informs future platform enhancements.

Key Skills & Competencies

• 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.

Qualifications & Experience

• 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.
• Comfort with virtual presentations, digital prospecting tools, and data reporting.

Performance Metrics (KPIs)

• New partner acquisition and activation rates.
• Pipeline growth and conversion metrics.
• Revenue contribution from new distribution partners.
• CRM utilization and reporting accuracy.
• Weekly activity goals (calls, demos, activations).

Success Profile

The most successful BDMs at Heathos consistently:

• Build and manage strong outbound pipelines
• Convert cold leads into long-term producing relationships
• Bring a data-driven approach to activity and performance
• Evangelize platform value and partner enablement
• Foster relationships that scale into multi-product, multi-agent partnerships