Business Development Manager, Oncology

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

📋 Description

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

• Manages 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 maintaining AE account ownership, acting as a regional overlay specialist for complex capital opportunities, executive selling, and strategic account development.

• Formulates 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 the capital approval pathways within hospitals and health systems, including capital committees, value analysis committees, supply chain, finance, clinical leadership, administration, and executive decision-makers.

• Constructs robust business cases and financial justifications for clients by articulating clinical, operational, workflow, and economic value into clear, 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 partners.

• Fosters consensus among multiple internal and external stakeholders.

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

• Maintains in-depth knowledge of Merit Oncology products, competitive technologies, and market dynamics.

• Aids in regional launch execution and prioritization of opportunities.

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

• Provides coaching and developmental assistance to Account Executives regarding capital sales strategy 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 goals related 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 designated region and nationally as required.

⛳️ Requirements

• Education and/or experience equivalent to a Bachelor’s degree, preferably in business, life sciences, healthcare, or a related field.

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

• Demonstrated success in selling complex products to hospitals and health systems.

• Experience in navigating hospital decision-making processes.

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

• Ability to influence others without direct authority.

• Strong executive presence and effective communication skills.

• High level of initiative, accountability, and organizational skills.

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

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

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

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

• Previous experience in capital equipment, oncology, breast health, radiology, or strategic accounts is preferred.

🏝️ Benefits

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

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

• Low-cost onsite medical clinic.

• Two (2) onsite cafeterias.

• Employee garden and gardening classes.

• Three weeks of vacation, one week of sick time, and paid holidays.

• 401K and Health Savings Account.