Business Development Manager – Oncology

This is a fully remote position, open to applicants in California.

📋 Description

• Identifies, qualifies, and advances capital opportunities for Merit Oncology technologies, including SCOUT MD and OneMark.

• Takes ownership of and accelerates the capital sales process from opportunity identification through evaluation, business case development, committee preparation, negotiation support, and closure.

• Collaborates with Account Executives while respecting AE account ownership, acting as a regional overlay specialist for complex capital opportunities, executive selling, and strategic account development.

• Develops and implements regional business development strategies in conjunction with the RVP and regional sales team to enhance adoption, revenue growth, competitive conversion, and market share expansion.

• Navigates through hospital and health system capital approval processes, including capital committees, value analysis committees, supply chain, finance, clinical leadership, administration, and executive decision-makers.

• Constructs robust business cases and financial justifications for customers by converting clinical, operational, workflow, and economic value into compelling customer-facing arguments.

• Engages with executive-level stakeholders across hospitals, IDNs, GPOs, and health systems.

• Coordinates product evaluations and implementation planning in collaboration with AEs, CASs, TIMs, Marketing, and other cross-functional teams.

• Fosters consensus among various internal and external stakeholders.

• Supports strategic growth initiatives at the system level, including IDN engagement, multi-site expansion, and capital pipeline development.

• Maintains a thorough understanding of Merit Oncology products, competitive technologies, and market dynamics.

• Aids in the execution of regional launches and prioritization of opportunities.

• Prepares and presents executive-level presentations, business reviews, financial summaries, evaluation plans, and implementation timelines.

• Provides coaching and development support to Account Executives on capital sales strategies and opportunity management.

• Utilizes CRM and sales reporting tools to document opportunities, forecast revenue, and communicate status to leadership.

• Collaborates with Sales, Marketing, Strategic Accounts, Finance, Pricing, Customer Service, Implementation, and Clinical teams.

• Achieves or surpasses assigned regional objectives pertaining to revenue, pipeline advancement, and product adoption.

• Represents Merit Oncology in a professional manner at customer meetings, conferences, and sales planning sessions.

• Travels extensively within the assigned region and nationally as necessary.

⛳️ Requirements

• Education and/or experience equivalent to a Bachelor’s degree.

• 3-5 years of proven success in medical device, healthcare technology, or capital sales experience required.

• Track record of success in selling complex products to hospitals and health systems.

• Experience in navigating hospital decision-making processes.

• Proficient in building and presenting ROI models and business cases.

• Ability to influence stakeholders without direct authority.

• Strong executive presence and communication capabilities.

• High level of initiative, accountability, and organization.

• Excellent presentation, negotiation, strategic planning, and problem-solving abilities.

• Demonstrated proficiency in computer skills, including CRM and Microsoft Office.

• Willingness to travel extensively and work outside standard business hours.

• Valid driver’s license and an acceptable driving record.

• Preferred prior experience in capital equipment, oncology, breast health, radiology, or strategic accounts.

🏝️ Benefits

• Multiple shifts and hours available: Days, Swing (Evening), and Nights.

• Medical/Dental & Other Insurance (eligible the first of the month after 30 days).

• Low-cost onsite medical clinic.

• Two (2) onsite cafeterias.

• Employee garden and gardening classes.

• 3 weeks of vacation, 1 week of sick time, and paid holidays.

• 401K and Health Savings Account.