Segmed’s mission is to bring higher quality healthcare to millions of patients around the world. We are revolutionizing healthcare research by building a medical imaging data platform with secure and easy data access. We see a future where medical AI helps people get a better standard of care no matter where they are in the world, and we hope you do, too! We are a fast-growing startup in a quickly evolving field and we came out of Stanford and Y Combinator. We're a 100% remote and distributed team.
Position Summary:
The Business Development Manager, Med Device will primarily focus on driving growth within the medical device company market (companies seeking medical imaging datasets to train and/or validate AI algorithms). You will build an appropriate sales funnel, nurture leads and build relationships, and close sales within the medical device company market. We are a small startup, sometimes that means your role is broad, including ownership of the full sales lifecycle for your market.
Key skillsets for a successful sales executive selling imaging data into pharmaceutical research and the medical device industry cater to both the complexities of the products and the nuances of customer relationships within the industry. These knowledge, skills, and abilities include:
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Industry Knowledge: A profound understanding of the sector is essential. Familiarity with imaging data's role and its value in research.
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Technical Expertise: Knowledge of the imaging technologies and the data they generate is crucial. This allows the sales executive to accurately represent their products and address technical queries confidently.
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Strategic Sales Planning: Crafting and executing effective sales strategies that align with both the company’s goals and the dynamic market trends is vital. This includes identifying key growth areas and potential risks.
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Client Relationship Management: Building and maintaining strong relationships with a diverse array of stakeholders in the industry, including researchers, procurement officials, and higher management. This skill ensures customer retention and satisfaction.
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Negotiation Skills: The ability to negotiate contracts effectively, considering the high-value nature of deals. This involves understanding client needs and aligning them with the offerings effectively to reach beneficial agreements.
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Communication and Presentation Skills: Excellent verbal and written communication skills are indispensable for clear, persuasive presentations and discussions with potential clients about complex products like imaging data.
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Regulatory Insight: Knowledge of the regulatory environment that governs the medical device sector, especially as it pertains to imaging data and its applications. Understanding these regulations helps in ensuring compliance and addressing any regulatory concerns of potential clients.
Essential Duties and Responsibilities:
- Generate leads proactively with potential new customers, building interest and simultaneously educating and selling
- Cold outreach to companies in the med device space
- Manage, nurture, and grow a pipeline of interested prospects
- Explain the value of Segmed’s platform to med device customers and ensure that they have all of the information needed to make a decision
- Complete order quoting support and associated SOWs
- Drive and close sales, driving consensus across diverse stakeholders
- Build and nurture long-term business relationships with customers
- Track all sales opportunities in CRM and provide forecasts as requested by leadership
- Evaluate and optimize performance through metrics and KPIs
- Attend relevant conferences and trade shows (e.g. RSNA, ECR) - minimal travel required
- Work collaboratively with Hospital Partnerships, Customer Success, Product, and Marketing to establish and maintain positive customer relationships
Required Qualifications:
- 3+ years of sales experience selling into med device companies in healthcare, and a rolodex of contacts to start your work
- A track record of success with pipeline development and closed sales
- Strong problem-solving and negotiation skills
- Demonstrated success in consultative technical sales and deployment projects, while managing various stakeholder relationships and building consensus
- Solid understanding of healthcare ecosystems
- Excellent communicator, both interpersonal and written
- Enjoys working independently and as part of a team
- Exceptional attention to detail
- Comfortable working in a rapidly changing startup environment where sometimes you are building the plane while you are flying
- Well organized and able to prioritize across many projects at once
- Enjoys working remotely
Extras
- Experience leading sales in healthcare, health tech, pharmaceutical, or medical device industries
- Clinical experience
- Salesforce or another CRM experience preferred
- Knowledge of HIPAA and GDPR regulations
Benefits: Comprehensive benefits include medical, dental, vision, 401K with match, options, work from home stipend, sick time and paid time off, parental leave, and other voluntary benefits offerings
Base compensation depends upon skills and experience + sales incentive
Segmed Values
- Transparency: We tell it like it is, good or bad
- Social Good: People first
- Learning Mentality: We acknowledge what we don’t know and find out
- Integrity: Do the right thing even if no one’s watching
The Segmed team is international. We have team members from a huge variety of backgrounds and lifestyles. We consider equal opportunities essential. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
