Business Development Manager

The Business Development Manager is responsible for driving new revenue growth through strategic prospecting, relationship development, and closing complex, multi-stakeholder sales within an assigned territory. This role owns the full sales cycle from lead generation, discovery through proposal development, negotiation, and close while consistently meeting or exceeding revenue targets. This is a proactive, results-driven sales professional with experience selling complex solutions into municipal, county governments, and/or health systems with a strong understanding of sales cycles, and the ability to position EMS|MC as a trusted partner to prospective clients.

• 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.

• 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).
• Ability to effectively articulate and sell software- and hardware- based solutions; experience with healthcare billing or revenue cycle concepts is a plus.
• Demonstrated knowledge of healthcare regulatory and compliance environments, including HIPAA, Medicare, Medicaid, insurance, liability, and related reimbursement models.
• Proven ability to successfully work remotely, manage a large geographic territory, and prioritize time effectively.
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