POSITION SUMMARY
The Business Development Representative is responsible for seeking new business opportunities in the market by analyzing potential opportunities, and then contacting and developing relationships with potential customers. You will be entirely responsible for initiating, driving, executing, and supporting all outbound lead generation campaigns and building sales opportunities for the ImpediMed Sales Account Managers within your region. This position also acts as a liaison between our Marketing and Sales team.
PRIMARY DUTIES & RESPONSIBILITIES (Essential Functions of the Position) include, but are not limited to the following. Other duties may be assigned.
- Responsible for development of new business opportunities within assigned territory.
- Meet month, quarter, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory, with ultimate discretion as to how to achieve these goals.
- Establish and build productive, long-term, trusting professional relationships with customers/prospects in assigned territory. Includes executive, administrative, and clinical relationships.
- Be an active participant in overall sales results within assigned territory and collaborate with territory Account Managers to ensure maximum lead close rate and optimize the end user experience.
- Identify and qualify leads from marketing and public relations campaigns as sales opportunities; prioritizing National Comprehensive Cancer Network (NCCN) and National Accreditation Program for Breast Centers (NAPBC) accredited centers.
- Drive sales through cold calls to physicians and hospitals, emails, device demonstration, presentations and other sales selling techniques.
- Support Master Service Agreement (MSA) accounts.
- Present ImpediMed, the Lymphedema Prevention Program (LPP), and our solutions to potential customers using SOZO demonstrations and presentations.
- As a subject matter expert, maintain knowledge of ImpediMed products/services and new pricing/payment plans to sell customers the right solution.
- Effectively communicate SaaS product features and functionalities, verbally, in writing and through presentations/demonstrations to potential customers.
- Demonstrate CRM discipline in pipeline management, sales activity and forecast accuracy.
- Review, analyze, and report on base business analytics for tracking progress.
- Actively engage on Social Media platforms to support brand awareness.
- Facilitate in person and virtual meetings between prospective customers and Account Managers.
PERFORMANCE MEASURES
- Achieves assigned sales quota.
- Meets and maintains company expectations for average sales pricing and profitability.
- Completes customer/prospect account plans that meet company standard.
- Maintains high customer satisfaction ratings that meet company standards.
SUPERVISORY RESPONSIBILITIES
QUALIFICATIONS GUIDELINES
Typical Knowledge, Skills, & Abilities:
- Excellent verbal, written and interpersonal communication skills to cultivate strong relationships with customers, interact with Sales team members, Customer Experience team and others within the organization.
- Ability to work independently and as part of a team.
- Ability to project professionalism and credibility; build rapport quickly in a virtual environment.
- Proficient in virtual sales demonstrations/presentations with video camera turned on to build stronger customer relationships.
- Ability to use technology effectively. Can diagnose technical problems, while remaining professional. Instils calm and confidence so customer will stay engaged.
- Excellent time management skills.
- Demonstrated business development and solution selling skills (SaaS).
- Strong consultative, value based, and principles of successful selling skills.
- In-depth experience with Microsoft Office tools and CRM.
- Skilled in discovery, conducting presentations, online web demos, and capturing deal progress in CRM.
- Solid understanding of SaaS (software as a service): SaaS business modeling and revenue streams.
- Negotiation, contracting, and problem-solving skills.
- Self-motivated to succeed and understands that every “no” brings you closer to the “yes”.
- Strong organization and planning skills with an attention to detail and accuracy.
- Must understand, follow, and comply with regulatory requirements as applicable to various processes. An understanding of FDA Quality System Regulations and ISO Standards (ISO 13485) is preferred.
TYPICAL MINIMUM EDUCATION, EXPERIENCE or CERTIFICATIONS
- A Bachelor’s degree from an accredited institution (Marketing, Business Administration, or relevant field) is preferred.
- Minimum of 2 years of experience as a Business Development Representative, Sales Account Representative or Inside Sales.
- Minimum of 1 year of experience in healthcare sales (medical device, connected device, bio-tech, digital health), technology solution-based selling (SaaS), Cloud applications preferred.
- Track record of developing leads from marketing campaigns and achieving sales quotas.
- Hands on experience with multiple sales techniques (including cold calls to physicians and hospitals).
- Proven track record of success, demonstrating and presenting digital health applications.
- High proficiency with MS Office and CRM applications. Familiarity with MS Excel (creating, analyzing spreadsheets and charts a plus).
- Strong aptitude for scientific learning. Prefer candidates with extensive sales experience and industry background in oncology, cancer survivorship, healthcare, or related industry.
WORK ENVIRONMENT & PHYSICAL REQUIREMENTS
- Physical Demand: Light physical effort. For example, standing, bending, or stooping for extended periods, operating light office equipment, e.g., personal computer, copier, fax machine, etc., manually handling medium weight materials and/or equipment (0 to 10 pounds).
- Mental Demand: Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work.
- Travel: Position may require business travel, estimated at up to 10%. Valid driver’s license is required.
- Remote:This position is a home-based position. Position requires a dedicated home office work space and stable internet connection.
This position may require access to patient Protected Health Information (PHI) and may also involve access to electronic Protected Health Information (ePHI). Those in this position are required to comply with all final regulations including the Health Insurance Portability and Accountability Act of 1996 (HIPAA).
What We Offer:
- Life at ImpediMed - It is fast, it is fun, it is evolving, it is growing, and it is filled with smart, passionate, diverse, friendly people who want to make a difference in healthcare.
- Total Rewards - At ImpediMed, we are strongly committed to our employees--their well-being, development, rewards, and recognition opportunities. The annual base salary for this role is $75,000-$85,000. In addition to the base salary, this position is eligible for an annualized at-plan commission target of $20,000. Individual total compensation will vary based on factors such as qualifications, level, competencies, and work location.
- Benefits - We offer full healthcare benefits including Medical PPO/HMO Plan Choices, Dental Plan, Vision Plan; Healthcare FSA, Dependent Care FSA, Voluntary Life Plans, Voluntary Accident Plan, Voluntary Hospital Indemnity Plan, Voluntary Critical Illness Plan, LegalShield, IDShield, and 401(k) with employer match. We also provide company provided basic Life, AD&D, STD/LTD, Employee Assistance Program (EAP) and employee discount programs.
About ImpediMed
Founded and headquartered in Brisbane, Australia with US and European operations, ImpediMed is a medical technology company that uses bioimpedance spectroscopy (BIS) technology to generate powerful data to maximize patient health. ImpediMed produces the SOZO® Digital Health Platform, which is FDA-cleared, CE-marked, and ARTG-listed for multiple indications, including lymphoedema, heart failure, and protein calorie malnutrition and sold in select markets globally.
In March 2023, the NCCN Clinical Practice Guidelines In Oncology (NCCN Guidelines®) for Survivorship were updated and reference bioimpedance spectroscopy as the recommended objective tool to screen at-risk cancer patients for early signs of lymphoedema. With the SOZO Digital Health Platform and L-Dex®, ImpediMed is the only company to offer FDA-cleared technology that uses bioimpedance spectroscopy for the clinical assessment of lymphoedema. The connected digital health platform and large, attractive cancer-related lymphoedema market present an opportunity for continued strong growth through ImpediMed’s SaaS subscription-based business. For more information, visit www.impedimed.com.
Diversity & Inclusion
It is our diverse teams who drive our innovation, creativity, and success. We value the unique backgrounds and experience of all our employees and share a set of core values of ethical behavior for conducting our business. We continuously strive to provide an environment where employees not only feel they can succeed, but also where they can thrive.
Equal Opportunity Employment
As part of our commitment to providing equal employment opportunities, we take steps to ensure that all qualified applicants are treated fairly. To that end, our decisions around recruitment, hiring, assignment, promotion, compensation, and other personnel factors are made and administered without regard to race, color, religion, genetic information, national origin, sexual orientation, gender identity, gender expression, pregnancy, childbirth or related medical conditions, age, disability, citizenship status, uniform service member status, or any other protected class under federal, state or local law.
If you have a disability that requires accommodations in order to complete the application process, please contact us at employment@impedimed.com or (760) 585-2100.
