Retina Business Development Executive – Western Region

Position Overview

BioCare is seeking a Retina Business Development Executive (BDE) for our western regional territory. This role will accelerate new business acquisition and establish BioCare as a long-term strategic distribution partner within the Retina market. This role is responsible for winning new distribution partnerships, leading Prime Vendor Agreement negotiations, and stabilizing newly onboarded accounts to ensure durable growth and retention.

The BDE will operate as a true hunter–builder: driving net-new logo growth while also remaining accountable for relationship management, account activation, and handoff to internal teams. Success in this role is measured not just by deals closed—but by quality of business won, speed to revenue, and long-term partnership value, consistent with BioCare’s incentive compensation design. Candidates must be located in the territory which is west of the Mississippi.

Core Responsibilities

1. New Business Acquisition (Primary Focus)

• Own net-new account acquisition within an assigned territory, with a clear focus on high-value retina practices and strategic groups working in conjunction with GPO sales team.
• Build and maintain a disciplined prospecting pipeline, prioritizing opportunities aligned with BioCare’s strategic growth objectives.
• Lead end-to-end sales cycles, from initial outreach through contract execution, for complex multi-stakeholder opportunities.
• Drive competitive conversions by clearly articulating BioCare’s value proposition around transparency, flexibility, and partnership.

2. Strategic Relationship Development & Account Management

• Serve as the primary relationship owner for all business through the initial onboarding, activation phase, and on-going.
• Establish trusted executive-level relationships with physician leaders, administrators, and operational stakeholders.
• Proactively identify early risks, adoption barriers, or growth opportunities and coordinate internal resources to address them.
• Own ongoing account management for assigned customers, serving as the primary commercial point of contact to drive retention, growth, product mix optimization, and long-term value.

3. RFP Leadership & Deal Strategy

• Act as the quarterback for all RFP activity, coordinating cross-functional stakeholders across BioCare and AllyGPO.
• Lead all customer-facing presentations tied to RFP responses, in collaboration with internal and GPO partners.
• Accountable for Prime Vendor Agreement execution, coordinating with leadership and internal teams to convert negotiated deal terms into final agreement.

4. Market Development & Brand Leadership

• Strengthen BioCare’s reputation as a thought partner in the retina ecosystem.
• Build relationships with key opinion leaders (KOLs), practice executives, and emerging networks.
• Represent BioCare at industry events, advisory boards, and strategic customer forums.
• Provide market intelligence and customer feedback to influence strategy, offerings, and future growth initiatives.

5. Performance Management & Accountability

• Maintain accurate pipeline and opportunity management within Salesforce CRM.
• Report on progress against new business targets, pipeline health, and onboarding milestones.
• Use data and customer insights to continuously refine territory strategy and execution.
• Operate with a strong sense of ownership, accountability, and results orientation.

Qualifications & Experience

• Bachelor’s degree required.
• Minimum 5+ years of field sales or business development experience in complex healthcare environments.
• Demonstrated success negotiating and closing Prime Vendor Agreements.
• Retina / ophthalmology experience strongly preferred.
• Proven ability to navigate multi-stakeholder decision processes.
• Strong executive presence, negotiation, and presentation skills.
• Highly self-directed, strategic thinker with the ability to execute in a fast-paced, evolving organization.

What Success Looks Like in 2026

• Consistent delivery of high-quality new business wins
• Faster time-to-revenue through disciplined onboarding partnership
• Strong early customer satisfaction and retention
• A balanced focus on growth, relationship stewardship, and long-term value creation