Business Development Manager - Northern CA

Accordance Search Group•Sacramento, CA

2d•Hybrid

About The Position

The Business Development Manager will be responsible for identifying, targeting, and securing new accounts with no current business activity in Northern California. This role involves developing and executing territory growth strategies, managing the full sales cycle, and building strong knowledge of competitive products and customer needs. The position requires strategic territory management, including analyzing market trends and maintaining accurate pipeline reporting, as well as cross-functional collaboration with various internal teams to ensure a seamless customer experience and successful account handoffs. Compliance with all regulatory requirements and company policies is essential, along with contributing to a high-performing, team-oriented culture.

Requirements

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)

Nice To Haves

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.

Responsibilities

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.
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.
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.