Business Development Manager- Nationwide
FloodGate Medical•Tampa, FL
•Remote
About The Position
Dornier MedTech is seeking a commercially exceptional Business Development Manager to lead the U.S. market launch of Aries 2. This role involves building a business from the ground up, navigating both direct and channel sales, and establishing Dornier as the standard of care in low intensity shock wave therapy. This is a market-building role, not a territory management role. The Business Development Manager will serve as the commercial architect of the Aries business line, developing go-to-market strategy, deploying into target markets, and establishing Aries as a differentiated commercial platform. The ideal candidate will have a builder's mindset, a track record of opening new markets, and the discipline to balance direct selling with channel development.
Requirements
- Minimum 5 years of outside medical device or capital equipment sales experience with a documented track record of quota attainment or over-achievement.
- Proven experience driving market entry or new product launches in a medical device or capital equipment context.
- Experience managing full sales cycles for capital equipment, including multi-stakeholder navigation and financial justification.
- Demonstrated ability to identify, engage, and manage distributor or channel partner relationships.
- Consultative selling skills with the ability to build trust simultaneously at the physician, clinical, and administrative levels.
- Strong proficiency with CRM platforms, Microsoft 365, and field reporting tools.
- Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent professional experience.
- Valid driver's license and ability to travel nationally, approximately 50% overnight.
Nice To Haves
- Prior experience selling low intensity ESWT (Li-ESWT), high intensity ESWT/lithotripsy, physical therapy capital devices, orthopedic capital equipment, or adjacent therapeutic technologies.
- Clinical familiarity with soft tissue, musculoskeletal, orthopedic, chiropractic, sports medicine, or urology procedural environments.
- Experience launching a new product line or entering a new market segment, including building go-to-market strategy from scratch.
- Existing relationships with urologists, orthopedic surgeons, sports medicine physicians, chiropractors, physical therapists, or sports performance professionals.
- Experience working within GPO, IDN, and integrated health network contract frameworks.
- Competitive experience selling against established Li-ESWT or capital therapy device competitors.
Responsibilities
- Own the national commercial launch of Aries 2, executing against a launch plan.
- Meet and exceed quarterly and annual revenue targets for Aries capital equipment.
- Build and manage a structured pipeline of direct account opportunities, maintaining accurate stage progression, forecasts, and close plans in CRM.
- Execute the full sales cycle for direct accounts: prospecting, needs discovery, clinical and economic evaluation, proposal development, contract negotiation, and close.
- Deliver monthly and quarterly business reviews to the VP of Sales, including pipeline status, market intelligence, and go-to-market recommendations.
- Identify, evaluate, and recommend distributor partners across target specialties and geographies.
- Lead distributor onboarding: product training, clinical education, target account planning, and commercial support.
- Establish performance expectations, KPIs, and a quarterly distributor scorecard.
- Provide ongoing field support and joint selling to accelerate account conversions through channel partners.
- Become the in-house expert on Aries 2: Li-ESWT mechanism, proprietary technologies, treatment protocols, and supporting clinical evidence.
- Deliver in-service education to healthcare professionals and administrators.
- Support clinical demonstrations, evaluations, and procedure coverage.
- Stay current on the competitive ESWT and shockwave therapy landscape, including clinical literature, competitor technology, and pricing intelligence.
- Map and engage multi-level stakeholders across all Aries indications: physicians, department administrators, supply chain, and C-suite decision makers.
- Build strategic account plans incorporating clinical, financial, and operational value propositions.
- Demonstrate proficiency in capital equipment financial models: cost-per-case analysis, ROI justification, and total cost of ownership arguments.
- Leverage GPO contracts, IDN agreements, and national pricing frameworks.
- Represent Dornier and Aries at national and regional conferences, trade shows, and clinical symposia.
- Collaborate with the VP of Sales and Director of Marketing on go-to-market strategy, messaging, target segment prioritization, and launch execution.
- Coordinate with Field Service, Clinical Support, Contracts, and Marketing to deliver a consistent, world-class customer experience.
- Adhere to AdvaMed Code of Ethics, Sunshine Act / Open Payments reporting requirements, healthcare facility credentialing, and Dornier compliance policies.
- Maintain hospital and facility credentialing and vendor access compliance across all accounts.
Benefits
- Comprehensive Medical, Dental, and Vision coverage effective on date of hire.
- Company-paid Life and Short-Term and Long-Term Disability Insurance.
- 401(k) with employer match after 3 months.
- Car allowance or company vehicle program.
- Paid vacation, sick leave, and holidays.
- Annual recognition programs for top performers.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
