Business Development Manager, Clinical Products

Business Development Manager, Clinical Products

Hawthorne, CA

Systems Technology Inc. (STI) is a private, employee‑owned company (ESOP) that provides engineering consulting and product development with a focus on safety. We are a small company that enjoys many of the perks of start‑ups, but we have been in business for over sixty years and have an aggressive growth plan. Being part of STI means being a key contributor while working with a team that spans recent graduates to 20+ year tenure.

At STI we look for business partners who want to be part of something special and contribute to a culture built on transparency, friendliness, innovation, ownership and accountability. If you are enthusiastic about solving challenging, real‑world, relevant problems, we would love to hear from you.

As a 100% employee‑owned company, STI understands that employees’ hard work and dedication will lead directly to the company’s long‑term success. An Employee Stock Ownership Plan (ESOP) gives employees an ownership interest in the company that employs them.

This sales leadership position is responsible for identifying, developing, and securing new business opportunities while achieving monthly sales goals and building strong relationships within the United States. The individual will qualify, negotiate, and close each project from start to finish, bring in our clinical specialist in the process, establish the installation/training schedule, negotiate change orders, and ensure payments are made timely in full.

Reports to the CMO with a dotted line to the CEO.

• Sets goals, strategy, and execution action plan to achieve quota consistently year over year.
• Sells STISIM’s Value Proposition to build, maintain, and progress a strong pipeline and to obtain revenue goals.
• Responsible for account collection to keep customers accounts receivable current.

• Researches, cold‑calls and brings prospects through the pipeline to convert into customers.
• Is creative and shows tenacity with developing new business, going after new leads, leveraging all key engagement tactics (Linked In, phone, email, text).
• Establishes an overview of all decision makers in the organization and their influencers.
• Identifies key stakeholders.
• Brings in clinical specialist to educate prospects about STISIM’s solutions and capabilities.
• Discovers opportunities, issues and risks.
• Limited customer and prospect in person visits.
• Interacts with key stakeholders at prospective accounts.
• Discovers opportunities, issues and risks at prospects.

Articulates to both internal and external teams (verbal and written communication) and manages changes to each project with minimal disruption, profitable solutions, and assists in negotiating mutually favorable outcomes.

• Tracks and updates business opportunities with a live and accurate picture of the sales pipeline and backlog of orders in Salesforce.
• Creates key business reports as requested by the executive management team related to new business leads, pipeline progression, bookings, open orders, delivery dates, revenue, and accounts payable.
• Provides quotes and potential solutions to prospects in a timely, expeditious manner ensuring the quote is profitable and meets/exceeds the prospect’s expectations.
• Ensures requirements of new bookings, specifications, and delivery dates are understood by all members involved immediately upon signed contract.

• Monitors target websites for bid opportunities to assist the Company in identifying and developing new opportunities for business.
• Asks open‑ended questions, listens, and understands prospect’s needs.
• Creates and responds to leads and gathers additional details to properly quote opportunities until a decision (internally or externally) is reached.
• Establishes new accounts within the current markets and capitalizes on trends maximizing profitable situations.

• Participates in company‑sponsored events.
• Maint…