Business Development Manager, Clinical Products

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:

This sales leadership position is responsible for identifying, developing, and securing new business opportunities all while achieving monthly sales goals and building strong relationships within the United States. This individual qualifies, negotiates, and closes each project from start to finish, brings in our clinical specialist in the process, including establishing the installation/training schedule, negotiating change orders, and ensuring payments are made timely in full. Reports to the CMO with a dotted line to the CEO

Lead generation, Prospecting and Closing – 80%

Achieves revenue goals

• 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 AR current.

Identifies and calls on leads and prospects

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

Develops business, personal relationships and partnership with key industry and distributors and or resellers.

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

Sales Operations & Process – 20%

• 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.

    Sales Strategy

• 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 capitalize on trends maximizing profitable situations.

Represents STISIM externally and Internally

• Participates in Company sponsored events.
• Maintains a professional appearance and provides a positive company
• Performs work in a manner consistent with all company policies and safety
• Performs other duties as assigned by the executive management team.

What you Need:

• 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 a plus
• Bachelor’s degree. MBA a plus
• Professional sales training program experience (Sandler, AMA, Challenger, etc.)
• Ability to negotiate complex deals and successfully track and close numerous sales opportunities with a wide variety of prospects
• Experience in CRM system (Salesforce, Sugar, HubSpot etc.), Ability to maintain profitable sales growth through a tenacious work ethic and ability to open doors
• Some Domestic travel might be required

Physical Demands:

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 (i.e. computers, printers, traffic) exists daily in the work environment. Potential exposure to extreme temperatures, heat, noise, etc. while visiting client facilities. Ability to lift and carry up to 50lbs.

Compensation And Benefits:

Systems Technology Inc. offers all employees competitive pay along with a benefits package encompassing the following and more:

• Medical benefits (HMO – 100% company paid for Employees & Dependents)
• Dental and vision plans
• Employee Stock Ownership Plan (ESOP)
• 401(k) Safe Harbor Retirement Plan and company defined contribution.
• Flexible spending Accounts (FSA), Dependent Care, and Employee Assistance Program (EAP)
• Life & Long-Term Disability Insurance
• Fitness Program Reimbursement and Technology Stipends
• Tuition Assistance Programs
• Year-round company sponsored events.
• Employee rewards and recognition

Please note that this job description is intended to provide a general overview of the position and does not include an exhaustive list of responsibilities and qualifications.

At Systems Technology Inc. (STI) we aim to attract, retain, and motivate talent that possesses the skills and leadership necessary to grow our business. For this position we are targeting a base pay between $95,000 – $120,000. As part of this role's total compensation we include a performance bonus, commission, and ESOP. Actual compensation offered will be determined by factors such as job-related knowledge, skills, and experience.

STI is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.