Senior Market Development Manager

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Senior Market Development Manager Specialty Home Infusion Position Summary

The Senior Market Development Manager drives growth across the home infusion and ambulatory infusion center (AIC) service lines by building strategic partnerships, securing new referral sources, and expanding market presence. This role leads market strategy, supports payer and provider relationships, and collaborates closely with clinical operations, pharmacy, nursing, and leadership teams to ensure sustainable, profitable growth.

• Identify, evaluate, and prioritize high-value referral sources including hospitals, health systems, physician groups, specialty providers, and case management teams.
• Conduct market analyses to assess local trends, competitor activity, and emerging opportunities.
• Marketing specialty AIC infusion capabilities to message every facet related to infusion education/messaging on behalf of infusion services.
• Call points are the physician prescriber, referral source, patient and clinical teams.
• Responsible for branding/marketing to all potential specialty infusion customers.
• Continued efforts related to project management/business development leadership oversight to support specialty infusion AIC site of care infusion growth.
• Strong communication skills, specialty infusion therapy marketing experience, ability to multi-task, detail multiple specialty therapies and disease state focus planning.
• Qualify referral source opportunities.
• Payer knowledge and ability to navigate Medicare, Medicaid and Commercial insurance plans to assist with the intake benefit and authorization process.
• Strategic planning experience and territory optimization execution.
• Conducts in-services introducing services, therapies, drug detailing, and specialty infusion AIC site of care capabilities to referral sources.
• Follow up with all new referrals and patient care communications with the referral sources, physicians, and internal and external teams.
• Participates in all activities related to customer pull-through, process improvement and ongoing communications related to managing and growing the business.
• Team approach to quarterbacking the patient referral process.

• Build and maintain strong relationships with key stakeholders—physicians, discharge planners, hospital leadership, specialty clinics, infusion centers, and payers.
• Serve as the primary liaison to referral partners, ensuring smooth onboarding and excellence in service delivery.
• Represent the organization at industry events, conferences, and networking functions.

• Partner with contracting and payer relations teams on network access, reimbursement models, and strategic payer discussions.
• Track and report referral trends, revenue growth, and business performance metrics.

• Work closely with nursing, pharmacy, intake, and AIC leadership to ensure operational readiness for new business.
• Provide feedback on service performance, barriers, and opportunities based on referral partner input.
• Participate in cross-functional planning for new therapies, product lines, and geographic expansion.
• Collaborate, Coordinate and Communicate with pharmacy intake to provide details related to a new patient referral and the patients seamless transition to specialty infusion AIC services.

• Lead, train, and mentor business development specialists or liaisons in the field.
• Establish performance goals, KPIs, and accountability measures to drive consistent growth.
• Recruit, train, and develop high-performing sales liaisons to expand market reach and drive consistent referral growth.
• Build and scale a liaison team by supporting the CGO in hiring top talent, setting clear performance expectations, and coaching for sustained business growth.
• Lead recruitment and development of sales liaisons, ensuring the right people, processes, and territories were in place to accelerate regional growth.
• Oversaw liaison hiring, onboarding, and ongoing coaching to strengthen field execution and achieve growth targets.

• Bachelor’s degree required; advanced degree or…