Business Development Representative

Integra’s Payer Relations + Business Development team is responsible for new business generation, and ongoing success of the Company’s Payer account portfolio, ensuring relationship management and cultivation in the pursuit of patient service excellence. The team is focused on client experience, collaborates cross-functionally, and is a key component of corporate development and success. Our clients are comprised of leading regional and national Health Plans, as well as other Payers such as TPAs, self-insured and employer groups.
The Business Development Representative position is a key role within the Payer Relations + Business Development team, reporting directly to the Senior Vice President of the department. This individual will be responsible for helping accelerate Integra’s new business growth by identifying, researching, engaging, and qualifying prospective Payer partners while supporting the team’s broader sales strategy. The primary responsibilities for the Business Development Representative role will include prospecting, lead generation, campaign execution, pipeline management, meeting preparation, CRM discipline, and coordination of sales materials that support consultative engagement with Health Plans, TPAs, self-insured employers, and other Payer organizations
JOB QUALIFICATIONS: KNOWLEDGE/SKILLS/ABILITIES
The Business Development Representative’s key functions include but are not limited to:
 

• Prospecting, lead generation, meeting, and implementation support: The Business Development Representative will play a pivotal role in building and maintaining a healthy pipeline of new business opportunities. This role will research target Payer segments, identify decision makers and influencers, conduct outreach through approved channels, coordinate follow-up activity, and help convert early interest into qualified sales opportunities. The role will also support prospect meetings through preparation of briefing materials, sales collateral, follow-up documentation, and coordination with internal stakeholders. As new opportunities progress, the Business Development Representative will support transition activities that help move prospects from sales discussions into implementation planning.

• Platforms and systems: Salesforce is the CRM platform of Integra Partners. The Business Development Representative will be responsible for maintaining accurate account, contact, activity, and opportunity information in Salesforce; supporting pipeline visibility; and helping ensure that prospecting activity, campaign performance, meeting outcomes, and follow-up actions are consistently captured. The goal is to deliver value to the Business Development team in a scalable, flexible, and data-driven fashion.

• Reporting and administration: Efficient processes and accurate reports and dashboards enable sales leaders to respond to market challenges and drive revenue growth.  The Business Development Representative will support this function by preparing pipeline updates, prospect lists, outreach summaries, meeting notes, follow-up trackers, and other reporting materials that help the team prioritize opportunities and maintain momentum across the sales lifecycle.

• Market insight and business development support: Intelligent analysis of market activity, Payer segments, campaign performance, and prospect engagement can be invaluable for sales leaders.  The Business Development Representative will support Integra’s Sales and Business leaders with market research, prospect intelligence, competitive awareness, campaign trend analysis, and actionable insights that inform outreach strategy and ongoing business development decisions.

RESPONSIBILITIES AND DUTIES:

• Identify, research, and qualify new business prospects across Health Plans, TPAs, self-insured employers, employer groups, and other Payer organizations aligned with Integra’s growth strategy. 
• Support targeted outbound outreach efforts, including prospecting campaigns, LinkedIn research, email campaigns, conference follow-up, partner referrals, and other approved business development tactics. 
• Develop and maintain organized prospect lists, account profiles, contact maps, and outreach plans to help expand the top of the sales funnel. 
• Engage prospects in a professional and consultative manner to introduce Integra’s DMEPOS Network Management, Utilization Management, and broader benefit management solutions. 
• Coordinate and support prospect meetings, including preparation of briefing documents, meeting agendas, sales collateral, follow-up notes, action items, and next-step tracking. 
• Partner with Business Development leadership to move qualified opportunities through the sales lifecycle, from initial outreach and discovery through data review, proposal development, contracting support, and implementation transition. 
• Review, revise, and manage Salesforce to capture account, contact, activity, and opportunity data; maintain CRM discipline; and support accurate pipeline reporting. 
• Analyze campaign activity, pipeline movement, prospect engagement, win/loss trends, and other key business development metrics to identify opportunities for optimization. 

What will you learn in the first 6 months?

• In your first 6 months you will learn about the nuances of DMEPOS Benefit Management, Integra’s Network Management and Utilization Management offerings, the Payer sales lifecycle, and the ways Health Plans evaluate opportunities to improve access, reduce administrative burden, and manage medical cost. You will build familiarity with Integra’s sales tools, collateral, CRM processes, target Payer segments, and prospecting strategy while beginning to develop meaningful relationships with prospects and internal partners.

What will you achieve in 12 months?

• Within your first 12 months working at Integra, you will have become a trusted partner and key member of the Business Development team, helping expand the top of the funnel, improve pipeline visibility, generate qualified new business opportunities, support prospect meetings and follow-up, and contribute to the ongoing growth of the company.

EDUCATION: Bachelor’s degree or equivalent experience
EXPERIENCE:

• 2 – 5 years in business development, healthcare sales, sales operations, sales support, account management, or a related client-facing role
• Experience prospecting, researching accounts, supporting outreach campaigns, qualifying leads, and helping move opportunities through a structured sales process
• Experience working in a dynamic sales environment where understanding of strategic sales processes and the steps necessary to drive sales results is required
• Demonstrated experience using CRM systems to maintain account, contact, activity, and opportunity information
• Healthcare, managed care, Payer, provider network, utilization management, or DMEPOS experience preferred
• Potential for occasional travel, including client meetings, conferences, and industry events
• Self-starter that enjoys connecting with new people and developing relationships
• Demonstrated ability to prospect, research target accounts, identify decision makers, and generate qualified sales opportunities
• Strong interpersonal and communication skills, both written and verbal
• Ability to communicate professionally with senior-level stakeholders and external prospects
• Excellent analytical, organizational, project management, and time management skills
• Ability to synthesize market, prospect, and campaign information into actionable business development insights
• High proficiency with MS Excel, MS Word and PowerPoint
• Proficiency in Salesforce/CRM applications as well as LinkedIn Sales Navigator, and comfort maintaining accurate activity and pipeline data
• Proficiency in analytical tools, including Tableau and MS Excel, preferred

SALARY: $70,000/annually