Business Development Manager - Northern CA

New Business Development

• Identify, target, and secure new accounts with no current business activity.
• Develop and execute territory growth strategies to generate leads, qualify prospects, and close new opportunities.
• Build a deep understanding of territory dynamics using data and market intelligence to prioritize opportunities.
• Manage the full sales cycle from initial outreach through signed agreement.
• Develop strong knowledge of competitive products, market positioning, and customer needs.
• Prospect into competitive accounts through cold calling, networking, and strategic outreach.
• Gain access to healthcare providers, executives, and decision-makers while clearly articulating the value proposition.

Strategic Territory Management

• Analyze market trends, customer needs, and competitor activity to create effective territory plans.
• Maintain accurate pipeline reporting, territory plans, and revenue forecasts through regular business reviews.
• Own forecasting for new business revenue opportunities.
• Partner internally to develop pricing strategies, contract proposals, and customer solutions.
• Utilize CRM systems and sales analytics tools to manage opportunities and growth plans.
• Apply strong analytical skills using Microsoft tools and reporting platforms to plan and communicate.
• Anticipate future market, regulatory, and environmental trends that will impact business opportunities.
• Support and manage third-party distributor performance where applicable, including training and strategic alignment.
• Assist channel partners with product training, sales support, technical expertise, and marketing initiatives.

Cross-Functional Collaboration

• Partner with Sales, Marketing, Finance, Technical Support, Medical Affairs, Contracts, and Pricing teams to deliver a seamless customer experience.
• Resolve customer objections and challenges during the sales process through internal collaboration.
• Participate in weekly strategy sessions with leadership focused on pipeline reviews, coaching, and territory execution.
• Ensure successful handoff of new accounts following close to support implementation and long-term success.
• Maintain compliance with all regulatory requirements, company policies, and professional standards.
• Contribute to a high-performing, team-oriented culture driven by accountability and results.

Required Qualifications

• Bachelor’s degree required.
• 4+ years of successful sales experience.
• Proven track record of winning competitive conversions and driving new business from prospecting through close.
• Demonstrated success as an individual contributor with strong planning, execution, and problem-solving skills.
• Willingness to travel extensively throughout the territory (approximately 50%, including overnight travel)

Preferred Qualifications

• Bachelor’s degree in Business, Healthcare, Life Sciences, or related field.
• Medical device, diagnostics, laboratory, or healthcare sales experience strongly preferred.
• Understanding of laboratory operations, point-of-care environments, health systems, and healthcare economics.
• Experience working with distribution or channel partners.
• Strong financial acumen with the ability to analyze market and business data.
• Excellent communication skills with success in selling across multiple levels of an organization.
• Strong negotiation skills with a proven history of securing mutually beneficial agreements.