Business Development Manager

Description: Job Summary

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.

Major Responsibilities/Activities

• 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.

Requirements: Required Education, Skills, & Experience

• 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.
• Strong project management skills with the ability to manage multiple initiatives, meet deadlines, and adapt in a fast-paced environment.
• Excellent written and verbal communication skills, including strong listening, critical thinking, decision-making, and presentation abilities.
• High level of integrity and accountability, with a demonstrated commitment to ethical business practices.
• Strong customer service orientation with the ability to collaborate effectively across cross-functional teams while also working independently.
• Proficiency in English is necessary for job-related communication, including understanding policies, writing correspondence, and engaging with colleagues or clients.

Preferred Education, Skills, & Experience

• 5+ years of progressive experience in business development, enterprise sales, or strategic account management roles.
• Demonstrated success selling complex, multi-year solutions within healthcare, EMS, public safety, or government sectors.
• Strong experience leading formal procurement efforts, including RFPs, Requests for Information (RFIs), and competitive bid processes within municipal, county, or health system organizations.
• Proven ability to develop and sustain long-term strategic client relationships, serving as a trusted advisor to executive-level stakeholders.
• Advanced negotiation skills with experience structuring, pricing, and closing complex, multi-year contracts.
• Experience mentoring, coaching, or providing informal leadership support to junior sales or business development team members.
• Demonstrated curiosity, coachability, and commitment to continuous learning and long-term career growth in sales or business development.

Working Environment

• The office environment is a controlled indoor setting with minimal exposure to adverse conditions.
• Noise levels in the office are typically moderate and consistent with a standard office setting.
• For employees approved to work in a hybrid or remote setting, a quiet, private workspace free from significant distractions is required to ensure productivity during work hours.
• A reliable internet connection is required for hybrid/remote work. EMS|MC will provide necessary equipment, including a computer, monitor, keyboard, mouse and headset.

Physical Requirements

• Sitting: frequent and prolonged periods of sitting at a desk while working on a computer.
• Communication: frequent and prolonged periods of speaking, listening, reading, and writing.
• Fine motor skills: frequent use of hands for typing and operating a computer mouse.
• Movement: occasional walking and climbing of stairs; limited bending, kneeling, lifting, and carrying of office-related items.
• Travel: Must be able to travel frequently as required for business needs.

Pay range: $95,000.00 - $115,000.00 annually + commission, with final compensation based on the candidate’s qualifications, experience, and business needs. Individuals in this role are eligible to participate in a discretionary bonus plan and a comprehensive benefit package, including a retirement plan, health coverage, and paid time off. Visit https://emsmc.com/careers/ to explore our total rewards package.

Employees must be able to perform the essential functions of this position. Reasonable accommodations will be provided to qualified individuals with disabilities as needed to support their ability to perform these essential functions. If you require an accommodation for this position or to participate in the application process, please contact HR at humanresources@emsmc.com.

The responsibilities and duties outlined in this job description are not exhaustive and may be subject to change to meet the needs of the business. This job description is not an implied contract of employment and does not alter the at-will employment relationship.