Business Development Manager, Clinical Products

Overview

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 in the company while working with a team that spans the range of experience from 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 of a like mind and 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’ individual and collective hard work and dedication will lead directly to the success of the company in the long term. An Employee Stock Ownership Plan (ESOP) gives employees an ownership interest in the company that employs them.

What You’ll Do

• Lead generation, prospecting and closing – 80% of time: achieve revenue goals and build a robust pipeline; identify and close projects from start to finish; bring in clinical specialists when needed; establish installation/training schedules; negotiate change orders; ensure timely payments; report to the Chief Marketing Officer with a dotted line to the CEO.
• Develop and maintain relationships with key accounts and channel partners; articulate STISIM’s value proposition to build a strong pipeline and achieve revenue goals.
• Identify and call on leads and prospects; research, cold call, and move prospects through the pipeline; engage using multiple channels (Linked In, phone, email, text); map decision makers and influencers; involve clinical specialists to educate prospects; identify opportunities, issues and risks; limit in-person visits as appropriate.
• Develop business relationships with key industry players, distributors, or resellers; communicate with internal teams and manage project changes to deliver profitable outcomes.
• Sales Operations & Process – 20%: track opportunities and maintain an accurate Salesforce pipeline; create reports for executive management on leads, pipeline, bookings, open orders, delivery dates, revenue, and accounts payable; provide timely quotes ensuring profitability and alignment with customer expectations; confirm requirements of new bookings, specifications, and delivery dates with all involved parties upon contract signing.
• Sales Strategy: monitor bid opportunities, ask open-ended questions, listen to needs, respond to leads, and establish new accounts in current markets while capitalizing on trends for profitable opportunities.
• Represents STISIM externally and internally: participate in company-sponsored events, maintain a professional appearance, and perform duties in line with company policies and safety standards.

• 3–5 years of creating lists with leads, cold calling and opening doors
• 3+ years of negotiating contract terms and conditions
• Experience in healthcare/medical device sales is a plus
• Bachelor’s degree; MBA a plus
• Professional sales training program experience (Sandler, AMA, Challenger, etc.)
• Ability to negotiate complex deals and track and close numerous sales opportunities with a wide variety of prospects
• Experience with CRM systems (Salesforce, Sugar, Hub Spot, etc.); ability to maintain profitable sales growth through tenacious work and door-opening capability
• Some domestic travel may be required

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand, walk, sit, talk, or hear and reach with hands and arms.

Specific vision abilities required by this job include close vision. Moderate noise exists daily in the work…