Regional Manager, Business Development

Sales Territory: Silver Spring, MD

Position: Full-Time Benefit Eligible

Salary: $80,000 base + commission based on performance (high performers can exceed $50K+ annually)

Position Summary:

We are seeking a dynamic and experienced Regional Manager, Business Development to lead and manage a team of high-performing Business Development Managers (BDMs). In this role, you will drive the team to exceed regional referral goals through strategic guidance, sales training, and hands-on support. Additionally, you will manage your own portfolio of referral accounts across Montgomery and Prince George’s County, MD, and Washington, DC, holding accountability for personal referral goals.

Key Responsibilities:

Leadership & Team Management:

• Develop and implement strategies to achieve regional referral goals.
• Lead, train, and support BDMs to surpass referral targets within assigned territories.
• Assign territories, manage account caseloads, and provide ongoing coaching.
• Conduct regular one-on-one meetings and “ride-alongs” to support team development.
• Offer feedback and training on account management strategies and the sales process.

Referral Development & Networking:

• Build and maintain relationships with new and existing referral sources.
• Develop and execute a Prospecting/Networking Plan to meet referral goals.
• Collaborate with leadership to leverage internal resources to achieve goals.
• Utilize a structured sales process to secure mutual agreements and gather essential information.

Account Management:

• Create and implement Account Management Plans for referral sources.
• Build deep relationships with key stakeholders and decision-makers.
• Conduct joint visits with Client Service Managers and market on-site intakes as needed.
• Document all client interactions, meetings, and communications in CRM.

Performance & Development:

• Set and achieve monthly activity and referral goals.
• Maintain accurate prospect and client data within the CRM system.
• Prepare weekly sales forecasts, monthly sales results, and updates on key accounts.
• Pursue professional development through industry trends, conferences, and self-study.

Qualifications:

• 5+ years of consultative sales experience with a proven track record of forming and growing referral partnerships.
• 2+ years of leadership/management experience.
• Demonstrated ability to prospect for new opportunities and utilize a consultative sales approach to close deals.
• Passion for business development and a commitment to continual learning and improvement.
• Proficiency with CRM systems (e.g., Salesforce, Microsoft CRM, ACT).
• Strong organizational, interpersonal, and communication skills.
• Self-motivated, independent, and driven to achieve excellence.

Benefits:

• Competitive vacation and sick time.
• Participation in company-sponsored benefit plans: Medical, Dental, Vision, HSA Matching Plan, FSA, Life, Long Term and Short-Term Disability, Accident, Critical Illness, 401K Matching Plan, Family & Nursing Care Paid STD, Parking, EAP, Job-Related Training, Professional Development, and Home Care Benefit.

About Family & Nursing Care:

• Award-winning home care company founded in 1968.
• Largest single-site provider of non-medical home care services in the U.S.
• Provides personal care, companion care, respite care, live-in and overnight care, and support for older adults and people with disabilities or recovering from illness or injury.

Company Stats:

• $60 million company.
• 100+ team members and 1500+ caregivers.
• Serves tens of thousands of clients and families.

Join Family & Nursing Care to make a difference in the lives of older adults and people in need of compassionate home care services.