Inside Sales / Business Development Representative (Durable Medical Equipment)

About the role:

The Inside Sales Business Development Representative (BDR) is responsible for generating new business opportunities, nurturing leads, and supporting revenue growth for a small Durable Medical Equipment (DME) company. This role focuses heavily on outbound prospecting, relationship building with referral sources, and coordinating with operations to convert opportunities into active accounts.

_Key Responsibilities:_Lead Generation & Prospecting

• Identify and qualify new business opportunities (clinics, hospitals, home health agencies, assisted living facilities, etc.) 
• Conduct outbound calls, emails, LinkedIn outreach, direct mail campaigns, and follow-ups to generate interest in DME products and services
• Grow a pipeline of prospective referral sources 

Relationship Development

• Build and maintain relationships with healthcare providers, case managers, discharge planners, and referral coordinators 
• Educate referral sources on company offerings, insurance coverage, and service capabilities 
• Act as a point of contact for inbound inquiries and new accounts 

Sales Support & Account Management

• Assist in onboarding new referral partners and accounts 
• Coordinate with billing, intake, and operations teams to ensure smooth order processing 
• Follow up on referrals to ensure timely conversion and customer satisfaction 

CRM & Reporting

• Track all sales activities, leads, and interactions in CRM system (Hubspot) 
• Monitor pipeline progress and report on key metrics (leads, conversions, revenue) 
• Maintain accurate records of contacts and account activity 

Market Awareness

• Stay informed on DME products, insurance guidelines (Medicare/Medicaid/private), and industry trends 
• Identify competitor activity and potential opportunities in the market 

_Qualifications:_Required:

• 1–3 years of inside sales or business development.  
• Strong communication and phone skills 
• Ability to manage multiple tasks in a fast-paced, small-team environment 
• Basic understanding of sales processes and customer relationship management 

Preferred:

• Experience in Durable Medical Equipment (DME), medical sales, or healthcare services 
• Experience working in a small or startup environment 
• Experience in telemarketing, including outbound calling and lead generation

Key Skills:

• Relationship building and rapport development 
• Persuasive communication and active listening 
• Organization and time management 
• Problem-solving and adaptability 
• CRM proficiency (e.g., HubSpot, Salesforce, etc.) 

Work Environment (Small Company):

• Opportunity to directly impact company growth 
• May require wearing multiple hats (sales, customer service, light account management) 
• Close collaboration with leadership and operations teams 

Compensation Structure:

• Base salary + commission/bonus based on performance 
• Incentives tied to new accounts, referral volume, or revenue growth