Regional Business Development Executive

The Regional Business Development Consultant is a region-aligned commercial resource responsible for driving new business growth, advancing early- and mid-stage deal development, and serving as a trusted advisor to both clients and internal sales teams across the TruBridge portfolio.

Building upon the Analyst role, this position requires deep healthcare domain knowledge, strong commercial judgment, and a working understanding of best practices across healthcare technology, revenue cycle, and SaaS solutions. The Consultant operates with greater autonomy, supports more complex opportunities, and serves as a mentor and subject-matter resource to Regional Business Development Analysts.

This role blends strategic business development, consultative selling, small-transaction sales leadership, and client advocacy, while partnering closely with Enterprise Account Executives (EAEs) to accelerate regional growth and improve overall deal quality.

Success in this role is measured by pipeline quality and velocity, revenue contribution, deal progression support, data accuracy, client satisfaction (NPS), and peer mentorship impact.

These Goals and objectives are not to be construed as a complete statement of all duties performed; employees will be required to perform other job related duties as required.  Goals and objectives are subject to change.

All activities must be in compliance with Equal Employment Opportunity laws, HIPAA, ERISA and other regulations, as appropriate. 

Key Responsibilities:

New Business Development & Pipeline Advancement

• Serve as a senior regional resource for sourcing, qualifying, and advancing new business opportunities across the TruBridge portfolio
• Proactively source and qualify new business opportunities through outbound calls, email campaigns, social engagement, and industry networking.
• Conduct early discovery to determine fit, need, urgency, and alignment with the TruBridge portfolio.
• Convert marketing-generated leads into qualified pipeline and schedule discovery meetings for Enterprise Account Executives (EAEs).
• Identify and engage key decision-makers—including C-level leaders—within hospitals, health systems, and affiliated organizations.
• Partner closely with Regional EAEs to support territory growth strategies, whitespace coverage, and lead prioritization.
• Maintain detailed documentation of outreach activity, discovery notes, and qualification stages in Salesforce and Gong according to sales policies and processes.
• Engage TruBridge Specialists, Demo Specialists, Sales Management, and Operations teams as needed to maximize win potential.

Interface Sales Support, Transactional Sales & Order Management

• Oversee and support interface and small-transaction sales activity, serving as an escalation point for more complex requests.
• Apply best-practice judgment to documentation review, specifications, pricing considerations, and workflow design coordination.
• Manage incoming interface and small-transaction sales requests submitted via website, ICMS, or Sales.
• Review documentation and performance expectations; request new or updated specifications when needed.
• Coordinate design reviews for specialized workflows (e.g., Lab, 340B, EFM).
• Generate customer quotes, request deposits or POs, and prepare contract addenda as appropriate.
• Maintain Salesforce and Big Brother customer profiles with updated contacts, pricing, and order details.
• Manage sales order adjustments, cancellations, termination requests, and invoice inquiries.
• Provide specialty support for hardware, EPCS, client sponsorship requests, and related operational needs.
• Ensure all pricing, contract modifications, and order documentation comply with TruBridge approval, pricing, and contracting policies.

Client Relationship Support & Customer Advocacy

• Act as a trusted advisor to clients during early engagement, expansion discussions, and issue resolution scenarios.
• Support ongoing client engagement by identifying educational needs, adoption challenges, and improvement opportunities.
• Assist Enterprise Account Executives and Client Excellence (SAM) teams with customer outreach during onboarding, implementation, and ongoing lifecycle stages.
• Help identify whitespace opportunities, expansions, and upgrades within existing clients.
• Participate in “concern event” calls, escalate client issues appropriately, and monitor follow-up actions.
• Assist with organizing and supporting Regional User Seminars and client networking opportunities.
• Contribute to improving NPS by helping gather feedback, address concerns, and support proactive outreach.
• Promote awareness of regulatory updates, state mandates, Compliance guidance, and “Known Issues” releases.
• Maintain updated client profiles, contacts, and health indicators within Salesforce and Big Brother.

Mentorship, Enablement & Best Practices

• Serve as a mentor and day-to-day resource for Regional Business Development Analysts.
• Share best practices related to discovery, qualification, Salesforce hygiene, and client engagement.
• Provide informal coaching and feedback to improve analyst performance, confidence, and commercial acumen.
• Support onboarding and training efforts for new Analysts.
• Contribute feedback to Sales Leadership on process improvements, tooling needs, and regional trends.

Essential Functions:

• Drive high-quality pipeline creation, outbound activity, and conversion to qualified opportunities.
• Support both net-new growth and retention objectives.
• Provide accurate, timely documentation of all client and prospect interactions in Salesforce.
• Demonstrate strong collaboration with Sales, Client Excellence, Operations, and Product teams.
• Maintain exceptional customer advocacy and represent TruBridge professionally in all interactions.
• Support both new business and retention goals across the region.
• Own assigned regional lead flow and small-transaction revenue targets.
• Consistently meet or exceed activity, pipeline, and conversion benchmarks.

Minimum Requirements:

Education/Experience/Certification Requirements

• Bachelor’s degree in Business, Healthcare Administration, Marketing, Communications, or a related field or equivalent relevant experience.
• 5+ years of experience in sales, business development, inside sales, or client-facing roles—healthcare technology or revenue cycle preferred.
• Strong understanding of hospital, IDN, rural health, and community healthcare environments.
• Experience with CRM tools (Salesforce preferred), Gong, customer databases, and quoting/order management systems.
• Experience in client advocacy and issue navigation
• Excellent communication skills—written, verbal, and executive presence.
• Strong organizational skills with the ability to manage multiple requests simultaneously.
• Ability to thrive in a fast-paced, high-accountability environment.
• Team player who is comfortable collaborating across sales, operations, CE, and product teams.
• Must be detail oriented and able to follow through on issues to resolution.

Preferred Qualifications:

• 7+ years of experience in sales, business development, inside sales, or client-facing roles—healthcare technology or revenue cycle preferred.
• Experience selling or supporting healthcare IT, EHR, RCM, interoperability, or SaaS solutions.
• Familiarity with hospital revenue cycle operations, interfaces, interoperability, or clinical/financial workflows.
• Prior experience supporting or partnering with Enterprise Account Executives or field sales teams.

Success Metrics

• Quantity and quality of qualified opportunities created
• Lead conversion rates and contribution to pipeline/revenue
• Accuracy of Salesforce and Big Brother documentation
• Timeliness and accuracy of order processing
• Regional client NPS improvements and reduced detractor activity
• Collaboration and responsiveness to internal and external partners
• Peer development, coaching impact, and collaboration effectiveness

Working Environment/Physical Demands

Working Environment:

• General office environment: Works generally at a desk in a well-lighted, air-conditioned cubicle/office, with moderate noise levels. 
• Periods of stress may occur.

Physical Demands:

• Activities require a significant amount of sitting at office and work desks and in front of a computer monitor.
• Some walking and standing relative to interaction with other personnel. 

Travel Requirements:

    None          Occasional           Moderate           Frequent           Very Frequent

                        (25% or Less)              (25% - 40%)                   (40% - 80%)                       (80% or more)

Other possible Unofficial Titles:

Unofficial titles may be given by the manager and used for calling cards and email signatures.

• Regional Business Development Executive (RBDE)

Individual Contributor