Business Development Manager

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.