Business Development Manager (Oncology) Midwest Region Job Lansing area,Michigan USA,Sales

Business Development Manager, Merit Oncology

At Merit Medical, our mission is to create innovative medical devices that improve lives. Our goal is to hire and develop people who want to build something special through hard work, team effort, and commitment. Together, we are making a difference in the lives of patients around the world.

The Business Development Manager, Merit Oncology is a field-based, capital-focused sales leader responsible for accelerating adoption of strategic technologies, including SCOUT MD and One Mark, across a defined region. This role is designed as a regional overlay resource that partners closely with Regional Vice Presidents, Account Executives, Clinical Application Specialists, Technology Implementation Managers, Marketing, Strategic Accounts, and cross-functional partners to identify, qualify, advance, and close complex capital opportunities.

The BDM is not intended to replace Account Executive account ownership. Instead, this role strengthens the regional commercial team by bringing specialized expertise in capital selling, hospital approval pathways, executive stakeholder engagement, business case development, IDN and health system navigation, evaluation planning, and implementation readiness. The BDM will support the full region, rather than a limited set of territories, to ensure consistent access, fair compensation structure, and alignment with regional growth goals.

Essential Functions Performed

Identifies, qualifies, and advances capital opportunities for Merit Oncology technologies, including SCOUT MD and One Mark.

Owns and accelerates the capital sales process from opportunity identification through evaluation, business case development, committee preparation, negotiation support, and close.

Partners with Account Executives while preserving AE account ownership, serving as a regional overlay specialist for complex capital opportunities, executive selling, and strategic account development.

Develops and executes regional business development strategies in partnership with the RVP and regional sales team to drive adoption, revenue growth, competitive conversion, and share expansion.

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

Builds strong business cases and financial justification for customers by translating clinical, operational, workflow, and economic value into clear customer-facing rationale.

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

Coordinates product evaluations and implementation planning in partnership with AEs, CASs, TIMs, Marketing, and other cross-functional partners.

Drives consensus across multiple internal and external stakeholders.

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

Maintains deep working knowledge of Merit Oncology products, competitive technologies, and market dynamics.

Supports regional launch execution and opportunity prioritization.

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

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

Uses 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.

Meets or exceeds assigned regional goals related to revenue, pipeline advancement, and product adoption.

Represents Merit Oncology professionally at customer meetings, conferences, and sales planning meetings.

Travels extensively within the assigned region and nationally as needed.

Performs other related duties as required.

Essential Physical/Environmental Demands

Extensive field travel by car, airplane, and other transportation as required.
Ability to lift and transport materials or equipment up to 50 lbs.
Writing
Reading
Sitting
Standing
Walking
Bending
Computer use
Visual acuity
Color perception
Depth perception
Peripheral vision

Summary of Minimum Qualifications

Education and/or experience equivalent to Bachelor's degree. Preferably in business, life sciences, healthcare, or related field.
3-5 years of successful medical device, healthcare technology, or capital sales experience required.
Demonstrated success selling complex products into hospitals and health systems.
Experience navigating hospital decision-making processes.
Experience building and presenting ROI models and business cases.
Ability to influence without direct authority.
Strong executive presence and communication skills.
High degree of initiative, accountability, and organization.
Strong presentation, negotiation, strategic planning, and problem-solving skills.
Demonstrated computer skills…