Introduction:

EMTensor is looking for a highly driven Business Development Executive to assist the company to increase profitability associated with our novel RF tomographer – a medical device/capital equipment system currently in pursuit of FDA/CE mark marketing approval with a first application as portable stroke type identification. The Business Development Executive’s responsibilities include building and strengthening internal and external relationships, managing customer relations, and implementing strategies designed to increase revenue and acquire new business opportunities. You should also be able to collaborate with the marketing team to develop innovative marketing strategies. To be successful as a Business Development Executive, you should be able to perform detailed market research and analysis. Ultimately, a top-performing Business Development Executive should be able to prepare proposals in response to requests for proposals (RFPs). The qualified candidate will be a highly collaborative, strategic, technical, servant leader with the proven ability to influence the development of real-time RF tomography, signal/spatial/electrical characteristics reconstruction, relative permittivity volume measurement, and overall medical device (type II) knowledge to benefit our customers. This position is customer-facing, the candidate will identify and earn relationships with key customers, understand and articulate their needs, provide win/win technical proposals and ensure their success with our solutions.

Responsibilities and Duties:

  • Building and maintaining relationships with both internal and external sales and marketing departments, vendors, distributors, investors and customers (including healthcare capital equipment buyers, physicians, key opinion leaders, key government regulatory bodies such as FDA).
  • Equity and debt-financed fundraising (seed through series A to C).
  • Identifying, developing and qualifying new business opportunities for the company, e.g. SBIRs, NIH grants.
  • Healthcare grant application and collaboration with research university hospitals, recruiting same to clinical trials.
  • Researching new markets and emerging market trends.
  • Growing average deal size by at least an order of magnitude every 2-3 years.
  • Developing new partnerships with peer companies as well as potential future acquirers.
  • Formulating/implementing account management plans to ensure business relations are maintained.
  • Presenting market research and recommending strategies to improve market research.
  • Collecting information in order to prepare proposals in response to requests for proposals (RFPs).
  • Continually learning about the company’s products.
  • FDA Clinical study support including the hospital and pre-hospital environments, especially experience/analysis associated with CRO collaboration on confirmatory/pivotal clinical trials.
  • Participating with standards bodies and authorities such as FDA and CE mark notified bodies to ensure proposed standards affecting EMTensor are technically sound and aligned with the company’s interests.
  • Winning customer confidence through integrity, thought leadership, value proposition communication, problem-solving, capability demonstrations and requirements negotiations.
  • Writing internal and external-facing documents about EMTensor systems value add.
  • Maintaining a high level of awareness of competitive developments, technology trends, and complimentary third-party technologies.
  • Maintaining an awareness of the development of alternatives to and competitors for RF Tomography and their roadmaps as a means of guiding the EMTensor roadmap.
  • Team leadership, growth and development.

Qualifications:

  • Minimum of 10 years experience in sales, marketing, business development, and management.
  • The ability to multi-task and create and drive go to market campaigns.
  • Sound negotiation and conflict resolution skills for unit prices ~$500k and multi-system orders ~$5-50M.
  • Excellent communication and interpersonal skills, especially making a customer business model argument.
  • Ability to learn/innovate through curiosity in the field of medical imaging.
  • Comfort working closely with our customer’s physicians, department heads, finance, reimbursement teams.
  • Ability to lead sales discussions for new features, drive consensus, and capture the results in writing in the form of requirements and roadmap presentation suggestions.
  • RF/Microwave electronics/measurements experience and RF Test and Measurement Equipment sales experience such as Spectrum
  • Analyzers, Network Analyzers, signal generators, Logic Analyzers, and ideally signal/channel generator/analyzers for narrow and wide bandwidths of operation.
  • Experience managing the delivery of projects; ensuring that the solution is delivered on schedule, within budget, and with the quality required.
  • Excellent written and verbal communication skills in support of business development.

Preferences:

  • Medical imaging sales/business development experience, including: DICOM format; workflow under RIS/PACS
  • Experience in business development/sales of AI for insight from, ideally, medical image applications
  • Experienced user of the CQM Concept Engineering process to capture market priorities and lead qualification, multiple-choice question approaches to fill sales pipelines
  • Understanding of product commercialization in healthcare, especially imaging business models
  • Ability to work closely with commercial/government customers/users during design and testing phases
  • Ability to travel Worldwide to customer locations to provide sales pitches, and act as a point of contact for ongoing sales development

Education and/or Experience: Bachelor’s degree (BA/BS) in Business Administration, Marketing, or closely related field (must be from accredited college or university); MSCS/MSEE would be a decided plus; minimum 10 years related experience.

Language Skills: Ability to read/analyze/interpret business periodicals/professional journals/technical procedures/(government) regulations. Ability to write proposals/reports/business correspondence.

Interpersonal Skills: The ability to actively pursue solutions by consensus between different customer groups. The ability to run productive meetings on business development/sales topics is also required.

Presentation Skills: Demonstrated ability to effectively present the product value proposition and respond to questions from groups of developers, managers, clients, customers, and the general public.

Reasoning Ability: Ability to solve practical problems and deal with a variety of variables in situations where only limited standardization exists. Ability to interpret instructions furnished in written/oral/diagram/schedule form.

Computer Skills: Experience with MS Office product suite, bonus for Adobe.

EMTensor is an Equal Opportunity Employer