Business Development Manager

Role Overview

• Own and execute a defined territory sales plan to achieve and exceed assigned revenue, pipeline, and activity targets.
• Develop and maintain a strong understanding of the EMS industry, including the operational, financial, and regulatory challenges faced by municipal, county and health system organizations.
• Lead the full sales cycle, including opportunity identification and qualification, discovery, proposal development, Request for Proposal (RFP) response support, pricing strategy, contract negotiation, and deal closure.
• Effectively present and differentiate EMS|MC’s value proposition to prospective clients, positioning the organization as a trusted, long-term partner.
• Proactively prospect and develop new business opportunities through outbound outreach, referrals, networking, and participation in industry events and trade shows.
• Build, manage, and sustain strong relationships with key decision makers and influencers within municipal, county, and health system organizations.
• Demonstrate strong Customer Relationship Management (CRM) discipline by accurately documenting all sales activities, opportunities, forecasts, and client communications; the CRM serves as the system of record for sales reporting and forecasting.
• Collaborate closely with teams on RFP development and responses, as well as campaign execution and lead generation efforts as needed.
• Partner with Client Success and Operations teams to ensure alignment during the sales process and support continuous improvement initiatives.
• Represent and actively support the company’s mission, values, and commitment to customer success in all internal and external interactions.
• Participate in company-sponsored meetings, committees, conferences, and events to increase brand awareness and generate pipeline.
• Provide backup and cross-functional support to Client Success team members and management as required.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent experience.
• 1-3+ years of successful sales experience with a demonstrated track record of meeting or exceeding revenue and activity quotas, including driving measurable sales growth.
• Minimum of 1 years’ experience selling complex solutions within the EMS industry, with a strong understanding of long, multi-stakeholder sales cycles.
• Proven experience selling to municipal and county government organizations, including familiarity with public-sector procurement processes.
• Working knowledge of cooperative purchasing laws and experience leveraging cooperative contracts to facilitate and accelerate the sales process.
• Experience conducting outbound prospecting and lead qualification using phone, email, and digital channels.
• Proficiency using CRM systems with a strong commitment to data accuracy, activity tracking, forecasting, and documentation.
• Familiarity with structured or value-based sales methodologies (e.g., Franklin Covey, Spin, Miller Heiman, or similar).

Benefits

• discretionary bonus plan
• comprehensive benefit package
• retirement plan
• health coverage
• paid time off