Business Development Manager - Long Term Care

Job Title: Business Development Manager - Long Term Care

Reports to: Vice President, Commercial Strategy & Marketing

Location: Field-Based, with travel up to 60%.

Compensation: Salary + Annual Bonus (Range $110-$170K)

Fuel your career with purpose! Medtrition is looking for a high-energy Business Development Manager to take our long-term care business to the next level. This is a hunter and strategic business development role focused on opening new long-term care customers, building a sustainable pipeline, and converting opportunities into system-wide adoption.

As the Business Development Manager for Long-Term Care, you’ll target corporate and clinical leadership across regional and national operators to drive adoption of Medtrition’s wound care, protein, gut health, and dysphagia portfolios. You’ll position Expedite and ProSource as standardized clinical solutions that support wound care, malnutrition, recovery, formulary simplification, and operational efficiency.

What success looks like in this role: Open new long-term care customers, build a qualified pipeline, gain access to corporate and regional decision-makers, and convert opportunities into multi-site adoption or system-level standardization. Success is not just selling nutrition; it is helping operators solve clinical, operational, and financial challenges with scalable solutions.

This is not a show-and-tell or features-and-benefits selling position. The right candidate will lead with outcomes, cost savings, and return on investment through nutrition programs. This opportunity empowers a strong business development professional to help Medtrition become a serious growth player in the long-term care market while selling innovative products in a healthcare environment with meaningful recurring revenue potential.

Responsibilities

• Identify, target, and open new long-term care accounts across regional and strategic operators

• Build and manage a strong pipeline of qualified opportunities across Tier 1, Tier 2, and Tier 3 LTC organizations

• Own the full sales cycle from prospecting through close, including outreach, meetings, follow-up, and conversion

• Engage corporate and regional stakeholders including VP Clinical, CNOs, Corporate Dietitians, Quality Leaders, Wound Care Leaders, Purchasing, and Operator Leadership

• Secure pilots, formulary approvals, regional rollouts, and system-level standardization opportunities

• Position Medtrition as a whole product solution, not a single product sale

• Lead with clinical, operational, and financial impact, including ROI and cost-reduction strategies

• Drive adoption across key categories including wound care, oral protein, gut health, and dysphagia

• Translate clinical needs into scalable purchasing decisions across multi-site LTC organizations

• Maintain a clean, current, and forecastable pipeline in HubSpot

• Use market feedback, customer insights, and competitive intelligence to help refine Medtrition’s long-term care strategy

• Partner cross-functionally with sales, marketing, and leadership to support account penetration and execution

• Represent Medtrition at customer meetings, sales meetings, trade shows, trainings, and industry events, as needed.

Proven skills

• Hunter mentality with a relentless focus on new business acquisition

• Ability to sell at the corporate and regional level, not just the facility level

• Strong executive selling skills and comfort engaging senior clinical, operational, and purchasing leaders

• Health economics mindset with the ability to connect products to cost savings, ROI, and operational impact

• Ability to move the conversation beyond product features to outcomes, standardization, and business value

• Strong closer with proven ability to convert opportunities into revenue

• Pipeline discipline, consistent follow-up, and strong deal control

• Commercial acumen and understanding of how long-term care organizations make buying decisions

• Strategic thinker who can prioritize accounts, build a plan, and execute with urgency

• Adaptable and comfortable navigating ambiguity in a fast-growing company

• Strong communication and presentation skills with the ability to influence multiple stakeholder groups

• Data-driven approach to account targeting, business planning, pipeline management, and market analysis

• Familiarity with CRM tools such as HubSpot and data tools such as Power BI preferred

Education and Experience

• Proven track record of new account acquisition, pipeline development, and revenue growth

• Experience selling to corporate-level healthcare decision-makers preferred

• Formal sales process and sales technique training preferred

• Bachelor’s degree in business, marketing, life sciences, or related field preferred; MBA a plus

• 10+ years of healthcare sales, business development, or strategic account experience preferred

• Experience in long-term care, post-acute care, clinical nutrition, wound care, or healthcare selling strongly preferred

Benefits

• Competitive annual salary plus annual bonus opportunity

• Simple IRA

• Dental Insurance

• Health Insurance

• Vision insurance

• Paid time off

• Paid training

• Hybrid/flexible work environment

Medtrition®, Inc. was founded in 1986 as the first marketer in the healthcare industry of both instant food thickeners and pre-formed three-dimensional pureed foods. These products revolutionized the dysphagia market by converting “mystery bowls” of pureed foods into dimensionally shaped foods with puree texture that were both safer to swallow and eye-appealing, promoting better food consumption. Since then, we have continued our leadership with many first-of-their-kind products: Expedite™ to support wound healing; Banatrol® Plus, the number #1 natural anti-diarrheal for management of diarrhea; ProSource® liquid proteins for malnutrition; Gelatein® high protein and calorie supplements, and the NutriConnectTM portfolio of ProSource® TF20 and Banatrol® TF, the first ENFit® equipped liquid protein and fiber for tube-fed patients