Business Development Manager

The Business Development Manager (BDM) – Surgery Center Market is responsible for expanding the firm's presence and growth within the ambulatory surgery center (ASC) industry. This role focuses on building and maintaining strategic relationships with industry stakeholders — real estate brokers, lenders, physician groups, ASC consultants, equipment vendors, and other referral partners — to generate new project opportunities. The BDM identifies and qualifies leads through relationship-building and active participation in industry events, then hands off qualified opportunities to the sales team for pursuit and close.

This is a relationship-driven, front-end business development role — not a quota-carrying sales closer position. Success is measured by the volume and quality of new opportunities identified and successfully transitioned to the sales team

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KEY RESPONSIBILITIES

Relationship Development

• Build, nurture, and maintain a robust network of relationships with key referral sources in the surgery center market, including real estate brokers, lenders, physician groups, ASC consultants, equipment vendors, and other referral partners.
• Serve as the face of the firm within the surgery center industry, reinforcing the company's reputation and visibility among decision-makers and influencers.
• Maintain consistent, proactive communication with existing partners to stay top-of-mind for upcoming projects.

Opportunity Identification & Qualification

• Identify prospective new project opportunities through relationships, referrals, and market intelligence.
• Qualify opportunities by gathering key details (project scope, timeline, budget indicators, decision-makers, stage of development) sufficient for a clean handoff to sales.
• Track and manage all leads and relationship activity within the CRM, ensuring accurate and timely documentation.
• Hand off qualified opportunities to the sales team with the context needed for effective follow-through.

Industry Presence & Event Engagement

• Attend industry conferences, trade shows, association meetings, and regional events (e.g., ASCA, Becker's ASC events, state ASC associations) to build relationships and generate leads.
• Represent the company at networking functions, panels, and sponsorships as needed.
• Monitor industry trends, competitor activity, and market developments to inform business development strategy.
• Coordinate with marketing on event sponsorships, materials, and follow-up campaigns.

Collaboration & Reporting

• Partner closely with the sales team to ensure smooth, well-documented opportunity handoffs and alignment on pipeline priorities.
• Provide regular reporting on relationship-building activity, event participation, and pipeline contribution to leadership.
• Share market feedback and referral partner insights with leadership and marketing to refine positioning and outreach strategy.

Key Performance Indicators (KPIs)

• Number of new opportunities identified within the surgery center market over a given period.
• Number of qualified opportunities successfully handed off to the sales team.
• Quality/conversion rate of handed-off opportunities (tracked jointly with sales).
• Number and quality of industry relationships developed/maintained (referral partners, repeat sources).
• Event participation and resulting pipeline activity (leads generated per event attended).

MINIMUM QUALIFICATIONS (KNOWLEDGE, SKILLS, AND ABILITIES)

• 2+ years of experience in the surgery center / ambulatory surgery center industry, or a closely related healthcare real estate, construction, or medical facility development field.
• Established network of relationships within the ASC industry (real estate brokers, lenders, physician groups, ASC consultants, equipment vendors, or related referral partners).
• Demonstrated experience in business development, relationship management, or a referral-based growth role.
• Strong communication, networking, and relationship-building skills.
• Proficiency with CRM systems for pipeline and relationship tracking.

Preferred

• Existing relationships with real estate brokers, lenders, physician groups, or ASC consultants active in the surgery center market.
• Familiarity with the ASC development lifecycle (site selection, licensing, design/construction, equipment planning).
• Experience working alongside or within a sales team in a "hunter-to-qualifier" business development model.
• Bachelor's degree in Business, Healthcare Administration, or related field (or equivalent industry experience).

Core Competencies

• Relationship building and networking
• Market and industry knowledge (surgery center sector)
• Lead qualification and opportunity assessment
• Written and verbal communication
• Organization and CRM discipline
• Collaboration and cross-functional handoff (sales, marketing, leadership)
• Self-direction

ADDITIONAL REQUIREMENTS

• Location: Remote; candidates may be based anywhere in the U.S. Must be willing and able to travel approximately 25–50% , depending on business needs, networking opportunities, and industry events.