- Salary
- $75 – $85
- Location
- Tampa, FL
- Type
- Full-time
- Department
- IT
- Seniority
- Manager
- Experience
- 5+ years
- Education
- Bachelor
- Source
- RecruiterFlow
Description
Business Development Manager- Nationwide
Dornier Medtech
Dornier MedTech is part of Advanced Medical Technologies Holding (AMTH), with Global Headquarters in Singapore and U.S. Headquarters in Kennesaw, Georgia. For more than 50 years, Dornier has been a pioneer in urology, renowned for German engineering excellence and a relentless commitment to advancing patient care. Our laser, fiber, and lithotripsy platforms set the global standard for quality, reliability, and clinical performance. We are growing aggressively across the U.S. and looking for exceptional commercial talent to accelerate that growth.
Job Description
We are launching Aries 2 into the U.S. market and looking for a commercially exceptional individual to lead that effort. Someone who can build a business from the ground up, navigate both direct and channel sales, and establish Dornier as the standard of care in low intensity shock wave therapy across multiple clinical specialties.
This is not a territory management role. It is a market-building role. As the first Business Development Manager for Aries, you will serve as the commercial architect of the Aries business line, working in close collaboration with the VP of Sales and Director of Marketing to develop go-to-market strategy, deploy into target markets, and establish Aries as a differentiated commercial platform.
If you have a builder's mindset, a track record of opening new markets, and the discipline to balance direct selling with channel development, this is your seat.
Products
- Delta III Pro
- Nautilis
- Delta III
- Trident
- Relax Endo
- Capital (main focus) and disposable products
Minimum Requirements
- Minimum 5 years of outside medical device or capital equipment sales experience with a documented track record of quota attainment or over-achievement.
- Proven experience driving market entry or new product launches in a medical device or capital equipment context.
- Experience managing full sales cycles for capital equipment, including multi-stakeholder navigation and financial justification.
- Demonstrated ability to identify, engage, and manage distributor or channel partner relationships.
- Consultative selling skills with the ability to build trust simultaneously at the physician, clinical, and administrative levels.
- Strong proficiency with CRM platforms, Microsoft 365, and field reporting tools.
- Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent professional experience.
- Valid driver's license and ability to travel nationally, approximately 50% overnight.
Preferred
- Prior experience selling low intensity ESWT (Li-ESWT), high intensity ESWT/lithotripsy, physical therapy capital devices, orthopedic capital equipment, or adjacent therapeutic technologies.
- Clinical familiarity with soft tissue, musculoskeletal, orthopedic, chiropractic, sports medicine, or urology procedural environments.
- Experience launching a new product line or entering a new market segment, including building go-to-market strategy from scratch.
- Existing relationships with urologists, orthopedic surgeons, sports medicine physicians, chiropractors, physical therapists, or sports performance professionals.
- Experience working within GPO, IDN, and integrated health network contract frameworks.
- Competitive experience selling against established Li-ESWT or capital therapy device competitors.
Job Requirements
Market Launch and Revenue Ownership
- Own the national commercial launch of Aries 2, executing against a launch plan developed in partnership with the VP of Sales and Director of Marketing.
- Meet and exceed quarterly and annual revenue targets for Aries capital equipment across all target market segments.
- Build and manage a structured pipeline of direct account opportunities, maintaining accurate stage progression, forecasts, and close plans in CRM.
- Execute the full sales cycle for direct accounts: prospecting, needs discovery, clinical and economic evaluation, proposal development, contract negotiation, and close.
- Deliver monthly and quarterly business reviews to the VP of Sales, including pipeline status, market intelligence, and go-to-market recommendations.
Distributor Identification, Onboarding, and Management
- Identify, evaluate, and recommend distributor partners across target specialties and geographies to expand Aries coverage beyond direct capabilities.
- Lead distributor onboarding: product training, clinical education, target account planning, and commercial support.
- Establish performance expectations, KPIs, and a quarterly distributor scorecard in coordination with the VP of Sales.
- Provide ongoing field support and joint selling to accelerate account conversions through channel partners.
Clinical Expertise and Customer Education
- Become the in-house expert on Aries 2: Li-ESWT mechanism, proprietary EMSE/SmartFocus/KoolShield technologies, treatment protocols, and the supporting clinical evidence base.
- Deliver in-service education to urologists, orthopedic surgeons, sports medicine physicians, physical therapists, occupational therapists, chiropractors, OR staff, and clinical administrators.
- Support clinical demonstrations, evaluations, and procedure coverage so customers experience optimal outcomes from day one.
- Stay current on the competitive ESWT and shockwave therapy landscape, including clinical literature, competitor technology, and pricing intelligence.
Strategic Stakeholder Engagement
- Map and engage multi-level stakeholders across all Aries indications: physicians, department administrators, supply chain, and C-suite decision makers.
- Build strategic account plans incorporating clinical, financial, and operational value propositions tailored to each facility's patient population.
- Demonstrate proficiency in capital equipment financial models: cost-per-case analysis, ROI justification, and total cost of ownership arguments.
- Leverage GPO contracts, IDN agreements, and national pricing frameworks where applicable to advance and close agreements.
- Represent Dornier and Aries at national and regional conferences, trade shows, and clinical symposia.
Cross-Functional Collaboration and Compliance
- Collaborate with the VP of Sales and Director of Marketing on go-to-market strategy, messaging, target segment prioritization, and launch execution.
- Coordinate with Field Service, Clinical Support, Contracts, and Marketing to deliver a consistent, world-class customer experience.
- Adhere to AdvaMed Code of Ethics, Sunshine Act / Open Payments reporting requirements, healthcare facility credentialing, and Dornier compliance policies in every customer interaction.
- Maintain hospital and facility credentialing and vendor access compliance across all accounts.
Compensation Information
- Base: $75-85k
- Total Income: $180-225k+
- Uncapped commission structure with significant earning potential tied to performance.
- Comprehensive Medical, Dental, and Vision coverage effective on date of hire.
- Company-paid Life and Short-Term and Long-Term Disability Insurance.
- 401(k) with employer match after 3 months.
- Car allowance or company vehicle program.
- Paid vacation, sick leave, and holidays.
- Annual recognition programs for top performers.
Location
- Nationwide territory- travel up to 50%, as needed
- Ideal HQ: within 60 minutes of an airport. Options include, but not limited to: Boston, NYC, Philly, DC, Charlotte, Atlanta, Tampa, Nashville. Open to other locations.
Skills
Patient CareComplianceNegotiation
