Business Development Manager (BDM)

PositionBusiness Development Manager – B2B

DepartmentBusiness Development / Sales

LocationAs assigned by the organization

Reporting To National Operations / Management

1. Role PurposeThe Business Development Manager – B2B will be responsible for developing and expanding iNURSE's B2B business by building strong professional relationships with hospitals, healthcare organizations, clinics, diagnostic laboratories, rehabilitation centres, senior-care organizations, corporate institutions, insurance/TPA networks, and other relevant healthcare channels.

The primary objective is to generate sustainable business opportunities, onboard new organizations and channel partners, increase referrals, and establish iNURSE as a reliable home healthcare service partner.

• 2. Key Responsibilities

A.Hospital & Healthcare Organization Onboarding Identify and map potential hospitals and healthcare institutions within the assigned territory.

• Conduct regular B2B visits to hospitals, clinics, healthcare organizations and other relevant institutions.
• Build relationships with doctors, hospital administrators, discharge coordinators, case managers, nursing teams, social workers and other relevant stakeholders.
• Understand each organization's patient flow, discharge process, homecare requirements and referral opportunities.
• Identify opportunities for formal partnerships and organization onboarding.
• Present iNURSE services to relevant decision-makers.
• Coordinate the complete organization onboarding process from initial contact to activation.
• Maintain a structured database of all organizations approached and onboarded.

B. Channel Partner DevelopmentIdentify, approach and develop new healthcare referral channels, including:

• Diagnostic laboratories
• Pharmacies
• Physiotherapy centres
• Rehabilitation centres
• Elder-care organizations
• Medical equipment providers
• Clinics
• Doctors and medical professionals
• Insurance/TPA-related channels
• Healthcare consultants
• Community healthcare networks
• Other relevant healthcare service providers

Develop mutually beneficial referral relationships and convert suitable partners into active business channels.

C. B2B Lead GenerationGenerate qualified B2B leads through field visits, networking, referrals, professional relationships and market research.

• Maintain a healthy and continuously growing B2B pipeline.
• Identify high-potential organizations and prioritize them based on business potential.
• Follow up systematically with every qualified prospect.
• Convert prospects into active referral partners or corporate clients.

D. Relationship ManagementMaintain regular communication with existing B2B partners.

• Develop long-term professional relationships rather than focusing only on immediate conversions.
• Conduct periodic visits to key partner organizations.
• Understand partner requirements and identify opportunities to increase referrals.
• Resolve or escalate partner-related concerns promptly.
• Maintain accurate records of partner interactions and commitments.

E. Market Development & ResearchThe BDM is expected to continuously understand the local healthcare market.

Responsibilities include:

• Study the healthcare ecosystem within the assigned territory.
• Identify new hospitals, healthcare institutions and potential referral channels.
• Analyze competitors and their B2B strategies.
• Understand market pricing, service models and partnership practices.
• Identify underserved areas and emerging business opportunities.
• Submit market intelligence and recommendations to management.

3. Territory ExpansionThe BDM will support iNURSE's expansion into new cities and territories.

Responsibilities include:

• Identify potential markets for expansion.
• Conduct preliminary market research.
• Map hospitals and healthcare organizations.
• Build initial relationships before market launch.
• Identify potential channel partners.
• Estimate business potential and referral opportunities.
• Support management in developing the market-entry strategy.

4. B2B Visit Planning & ExecutionDaily and weekly field activity must be properly planned.

The BDM is responsible for:

• Preparing a weekly B2B visit schedule.
• Prioritizing hospitals and organizations based on potential.
• Conducting planned visits consistently.
• Maintaining visit records.
• Recording observations and next actions.
• Scheduling follow-up visits.
• Updating the B2B pipeline after every meaningful interaction.

Field visits are a core responsibility of this position and must not be treated as optional activities.

5. Reporting & DocumentationThe BDM must maintain timely and accurate reporting.

Daily ReportA simple WhatsApp/reporting format should include:

• Organizations/hospitals visited
• Persons/teams contacted
• Purpose of visit
• Key observations
• Requirements identified
• Business opportunities
• Follow-up required
• Next action/date
• Weekly ReportTotal B2B visits
• New organizations approached
• New contacts established
• New leads generated
• Follow-ups completed
• Organizations in pipeline
• Organizations onboarded
• Channel partners approached/onboarded
• Expected business
• Major achievements
• Challenges
• Next week's action plan
• Monthly ReportTotal B2B activity
• Lead generation
• Conversion/onboarding
• Revenue generated
• Referral performance
• Channel partner performance
• Territory performance
• Pipeline value
• Major opportunities
• Market observations
• Next month's growth plan

6. CRM / Database ManagementThe BDM must ensure that all B2B activities are properly documented.

Maintain:

• Organization master data
• Contact person details
• Designation
• Contact numbers/email
• Visit history
• Follow-up dates
• Partnership status
• Lead status
• Referral status
• Expected business
• Onboarding status
• Key observations

No important B2B lead or relationship should remain undocumented.

7. Organization Onboarding ProcessThe BDM should manage the process through the following stages:

Market Identification → Prospecting → Initial Visit → Relationship Building → Requirement Understanding → Service Presentation → Commercial Discussion → Management Approval → Agreement/Onboarding → Referral Activation → Relationship Management

The BDM must coordinate internally with Administration, Operations, Accounts and Management wherever required.

8. Business Targets & KPIsPerformance will be evaluated based on measurable outcomes, including:

• Activity KPIsNumber of B2B visits
• Number of new organizations approached
• Number of decision-maker contacts
• Number of follow-ups
• Number of new channel partners approached
• Conversion KPIsQualified B2B leads
• Organizations onboarded
• Active referral partners
• Referral conversions
• New business generated
• Revenue KPIsB2B revenue generated
• Revenue from new organizations
• Revenue from channel partners
• Monthly pipeline value
• Conversion value
• Relationship KPIsActive partner relationships
• Referral frequency
• Partner retention
• Repeat business
• Partner satisfaction
• Reporting KPIsTimely daily reporting
• Weekly planning
• Weekly review participation
• Accurate CRM/database updates
• Timely follow-up

9. Internal CoordinationThe BDM must coordinate effectively with:

• Administration
• Operations
• Recruitment
• Accounts & Finance
• Marketing
• Service Delivery Team
• Management

Once a lead is converted, the BDM must ensure a proper handover to the concerned internal team and continue to support the relationship where required.

10. Professional Conduct & Company PolicyThe BDM is expected to:

• Follow all company policies and SOPs.
• Maintain professional communication.
• Remain reachable during working hours.
• Maintain punctuality and attendance.
• Use official communication channels.
• Protect confidential company and client information.
• Maintain professional conduct during all external meetings.
• Provide accurate information to clients and partners.
• Avoid making unauthorized commitments.
• Obtain necessary internal approvals before finalizing commercial or operational commitments.

• 11. Required Skills & CompetenciesEssentialStrong communication and interpersonal skills
• B2B sales/business development experience
• Relationship-building ability
• Field sales capability
• Negotiation skills
• Lead generation and conversion skills
• Presentation skills
• Follow-up discipline
• Market research ability
• Reporting and documentation skills

PreferredExperience in:

• Healthcare
• Hospitals
• Home healthcare
• Medical services
• Diagnostics
• Insurance/TPA
• Pharmaceutical/medical sectors
• Healthcare partnerships

Knowledge of the local healthcare ecosystem and strong professional networking capabilities will be an advantage.

12. Ideal Candidate ProfileThe ideal candidate should be:

Proactive + Field-Oriented + Relationship-Focused + Target-Driven + Well-Organized + Strong in Communication + Consistent in Reporting

The role requires a person who is comfortable meeting organizations regularly, building relationships from the ground level, identifying opportunities, and converting those relationships into sustainable business.