Business Development Manager

Role Overview

Summary/Objective: The Business Development Manager (BDM), Strategic Accounts, plays a critical hybrid role responsible for

originating, advancing, and shaping growth opportunities across North Star's priority health system targets. This role combines proactive market development (BDR function) with pipeline ownership (BDM function) and strategic account support. The Business Development Manager is responsible for driving external sales efforts in the hospital/health system pipeline, from early stage (i.e., opportunity intake calls) through midstage (i.e., vendor of choice selection).

The Business Development Manager will report to and work closely with the VP of Strategic Accounts to identify whitespace opportunities within large health systems, develop access strategies, and drive early‑ and mid‑stage deal progression. This position will complete initial qualification of new opportunities, secure signed non‑disclosure agreements and obtain data for building proposals. This position will also work in close collaboration with Business Development Analyst(s) to prepare staffing models/pro‑formas and validate/refine them with prospective clients.

Finally, this position will work in close collaboration with the designated Triad of MD, CRNA and Operations leaders for the territory to deliver initial presentations to prospective clients and to advance mid‑stage pipeline so that the Vice President can then take the lead on negotiating the contracting process.

The ideal candidate is both a hunter and a strategist someone who can generate new opportunities through targeted outreach while also contributing to account planning, executive engagement preparation, and long‑term growth strategy within complex health systems.

Essential Functions:

• Identify, research, and prioritize target health systems and facilities aligned with strategic account priorities
• Proactively generate new opportunities through:
• Cold outreach (phone, email, Linked In)
• Conference and event engagement
• Referral network development
• Partner with marketing and leadership on account‑based outreach strategies, leveraging case studies
• Qualify all new hospital/health system leads and open new opportunities in Salesforce in a timely and accurate manner
• Build and maintain target relationship maps, including key decision‑makers and influencers
• Lead initial intake calls as the first point of contact on the BD team, gathering early intelligence, distributing detailed notes internally and activating the evaluation process externally
• Coordinate early stage activities such as obtaining signed non‑disclosure agreements (NDAs) and obtaining initial data needed for proposals; partner with pro‑forma analyst to address clarifying questions that surface around initial data so that pro‑forma can be developed in a timely manner
• Own creation and submission of RFPs in partnership with VP of Strategic Accounts
• Facilitate go/no go meetings, as appropriate, in partnership with VP of Strategic Accounts and pro‑forma analyst; eventually lead go/no go meetings, as appropriate
• Prepare proposal pitch decks and other support collateral to enable effective initial pitch meetings; as appropriate, start to take the lead on low‑profile initial pitch meetings in collaboration with Triad leaders, pro‑forma team and VP of Strategic Accounts
• Achieve quarterly quotas of ToF, data packs received, and system visits.
• Document and distribute detailed notes on all external client interactions in order to promote awareness and alignment around the growth pipeline internally
• Partner with VP of Strategic Accounts to support account planning and growth initiatives within priority health systems
• Conduct research and analysis on: health system structure and leadership, market dynamics and competitive landscape, expansion opportunities and white space
• Help identify and develop enterprise level entry points and expansion pathways
• Assist in preparing executive level materials and engagement strategies
• Support the VP of Strategic Accounts, as needed, on mid‑stage and late‑stage collateral needs, such as transition cost estimates
• Support the VP of Strategic, as needed, in building and negotiating…