Business Development Director
4 weeks ago
Department: Sales / Implant Management
Reporting to: Sr VP of Sales
Location: Remote in the continental USA.
Hours of work: Typical hours of work are from 8:30 AM until 5:00 PM Monday through Friday. Additional hours may be necessary as needed. This position is exempt from overtime.
Compensation: $120,000 to $140,000 annual base, plus commission.
Who we are:
InVita develops specialized medical software for regulated industries that support the advancement of public health and safety. We are the acknowledged leader in the markets we serve. Our subject matter expertise is unmatched in the industry and our products are used by public health and medical professionals across the globe. We have employees spanning across the US and two main offices (Baltimore & Los Angeles).
InVita’s Implant Management Software solutions manage tissue, implants, explants, and recalls & warranty claims – used by over 600 hospitals nationwide. We were the first in world to connect the full implant lifecycle – tissue, non-biologic medical devices, product recalls, explants, and warranty claims.
Overview:
We are currently looking for a Business Development Director to join our team. Reporting to our Sr VP (SVP) of Sales, this position will be a key business partner leading the management and execution of strategic and tactical sales plans. The Business Development Director will have primary responsibility for day-to-day sales management for applicable Implant Management Software solutions with emphasis on the Eastern States in the U.S. The responsibilities of the position will encompass individual goal attainment. This individual’s general business acumen, leadership, and business judgment will be equally important in the successful execution of the daily responsibilities. This position requires a demonstrated track record of leadership and business professionalism in complex medical software sales. Preferably, this will include experience within the Operating Room (OR), clinical, and/or materials management areas while also having the ability to easily navigate the halls of a hospital or healthcare system and selling at the highest levels of the organization (e.g., CEO, COO, CFO, etc.). In addition, this position should have a deep understanding of the unique markets served, the challenges and needs faced, and the specific capabilities and benefits of the product offerings must be achieved and maintained at all times. This position requires ongoing management of Salesforce opportunities with information being filled out within all sales stages.
Who:
The Business Development Director is in a high-impact position, requiring the ability to integrate sales execution tightly into the Company’s operations, building strong relationships required to support continued rapid growth. S/he/they will be an active member of the Sales team, contributing to financial, operational, tactical, and strategic decisions, and will be expected to demonstrate sales leadership. Specifically, the Sales Director will play a key role in steering the organization through an increasingly complex and competitive landscape. In addition, the Business Development Director will be responsible for communicating internally with other stakeholders including the Executive team, Marketing, Product Management, and VP/General Manager.
Essential Functions:
- Participates in the development and implementation of the annual sales plan in support of the organization's strategic plan and objectives focusing on new market penetration/market share and improving competitive win rates.
- Carries direct responsibility for individual quota for activity/bookings/revenue associated to the individual’s assigned product offerings and territories.
- Is able to develop and grow relationships over what can be a long sales cycle for complex medical software.
- Creates a culture of success, accountability and ongoing business and goal achievement.
- Provides detailed and accurate sales forecasting.
- Participates in the development of appropriate sales infrastructure and systems to support the success of the sales function.
- Develops and maintains a deep understanding of client operations, needs, and key factors as well as a strong knowledge of the product offerings and solutions.
- Works closely with the SVP of Sales to ensure quality of contracts and deal structures.
- Maintains key customer relationships, and develops and implements strategies for expanding the Company’s customer base.
- Travels for in-person/on-site meetings with customers to develop key relationships.
- Monitors customer, market, and competitor activity and provides feedback to the SVP of Sales and Company leadership.
- Acts as a role model for the Company culture.
- Other duties as assigned.
Qualifications:
- Bachelor’s Degree in a business discipline.
- At least 5 years of SaaS/software licensing experience or equivalent within the healthcare industry.
- Operating Room (OR) experience is a plus.
- Experience in and/or working knowledge of tissue tracking, implant management, and warranty management.
- Established track record of at least 5 years of sales experience in selling value- based healthcare software solutions or equivalent.
- Ability to gain deep understanding of the Implant Management Software solutions and related offerings, as the sales process is both technical and very much industry/niche-specific, and requires demonstration of knowledge and familiarity.
- At least 5 years of experience in successfully delivering revenue goals selling to CEOs, CNOs, CNIOs, and CIOs within hospitals and CEOs, Executive Directors, VP of Quality, and Clinical leadership within surgery centers and/or hospitals or equivalent.
- Proven evangelical sales track record in a new product/new market environment.
Physical Demands and Work Environment :
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.
- While performing the duties of this position, prolonged periods of sitting at a desk and working on a computer may be required.
- Additionally, the employee is regularly required to talk or hear.
- The employee frequently is required to use hands or fingers, handle, or feel objects, tools or controls.
- The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.
- The employee must occasionally lift and/or move up to 15 pounds.
- Specific vision abilities required by this position include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus.
- The noise level in the work environment is usually moderate.
- Ability to attend and preside over trade shows and conferences and visit client sites which include hospital settings and medical facilities.
- Ability to travel on a flexible schedule. Airplane travel is necessary.
This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.
This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.
InVita provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws
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