Role Overview

Summary/Objective:
The Business Development Manager (BDM), Strategic Accounts, plays a critical hybrid role responsible for

originating, advancing, and shaping growth opportunities across NorthStar's priority health system targets.
This role combines proactive market development (BDR function) with pipeline ownership (BDM function)
and strategic account support. The Business Development Manager is responsible for driving external sales
efforts in the hospital/health system pipeline, from early stage (i.e., opportunity in-take calls) through midstage
(i.e., vendor of choice selection).

The Business Development Manager will report to and work closely with the VP of Strategic Accounts to
identify whitespace opportunities within large health systems, develop access strategies, and drive early- and
mid-stage deal progression. This position will complete initial qualification of new opportunities, secure
signed non-disclosure agreements and obtain data for building proposals. This position will also work in close
collaboration with Business Development Analyst(s) to prepare staffing models/pro formas and
validate/refine them with prospective clients. Finally, this position will work in close collaboration with the
designated Triad of MD, CRNA and Operations leaders for the territory to deliver initial presentations to
prospective clients and to advance mid-stage pipeline so that the Vice President can then take the lead on
negotiating the contracting process.

The ideal candidate is both a hunter and a strategist someone who can generate new opportunities through
targeted outreach while also contributing to account planning, executive engagement preparation, and longterm
growth strategy within complex health systems.

Essential Functions:

• Identify, research, and prioritize target health systems and facilities aligned with strategic account
  priorities
• Proactively generate new opportunities through:
• Cold outreach (phone, email, LinkedIn)
• Conference and event engagement
• Referral network development
• Partner with marketing and leadership on account-based outreach strategies, leveraging case studies
• Qualify all new hospital/health system leads and open new opportunities in Salesforce in a timely and accurate
  manner
• Build and maintain target relationship maps, including key decision-makers and influencers
• Lead initial in-take calls as the first point of contact on the BD team, gathering early intelligence,
  distributing detailed notes internally and activating the evaluation process externally
• Coordinate early stage activities such as, obtaining signed non-disclosure agreements (NDAs) and
  obtaining initial data needed for proposals; partner with pro forma analyst to address clarifying
  questions that surface around initial data so that pro forma can be developed in a timely manner
• Own creation and submission of RFPs in partnership with VP of Strategic Accounts
• Facilitate go/no go meetings, as appropriate, in partnership with VP of Strategic Accounts and pro forma
  analyst; eventually lead go/no go meetings, as appropriate
• Prepare proposal pitch decks and other support collateral to enable effective initial pitch meetings; as
  appropriate, start to take the lead on low-profile initial pitch meetings in collaboration with Triad
  leaders, pro forma team and VP of Strategic Accounts
• Achieve quarterly quotas of ToF, data packs received, and system visits.
• Document and distribute detailed notes on all external client interactions in order to promote
  awareness and alignment around the growth pipeline internally
• Partner with VP of Strategic Accounts to support account planning and growth initiatives within priority
  health systems
• Conduct research and analysis on: health system structure and leadership, market dynamics and
  competitive landscape, expansion opportunities and white space
• Help identify and develop enterprise level entry points and expansion pathways
• Assist in preparing executive level materials and engagement strategies
• Support the VP of Strategic Accounts, as needed, on mid-stage and late-stage collateral needs, such a
  transition cost estimates
• Support the VP of Strategic, as needed, in building and negotiating Letters of Intent and Services
  Agreements in partnership with legal team
• Support the activation of the announcement planning and start-up process both internally and externally
  to provide the client a smooth and seamless transition
• Help identify and develop enterprise-level materials and engagement strategies
• Collaborate with clinical, operational, and marketing teams to align on growth strategy
• Track and share market trends, competitive insights, and customer feedback
• Demonstrate regular, reliable and predictable attendance
• Perform other duties as required

Key Deliverables:
Number of opportunities generated, data received, and system visits scheduled within targeted accounts
Staffing models and pro formas
Initial pitch presentations
Client executive approval of staffing models and pro formas
Confirmation of Vendor of Choice status
Signed LOIs and Services Agreements
Quality and completeness of account intelligence and planning deliverables
20%+ Travel Expectation (4 days a month)

Qualifications:
Bachelor's degree Preferred
2+ years of experience in business development or similar, client facing role
Strongly prefer experience in the healthcare industry/clinical data
Demonstrated ability to generate pipeline through proactive outreach
Demonstrated ability to tightly manage multiple opportunity through the full sales cycle
Strong relationship building skills
Strong analytical and problem-solving skills
High level of organization skills and the ability to juggle multiple processes with minimal
supervision

Knowledge, Skills and Abilities:
Customer Service/Client Focus
Strategic Thinking
Technical/Professional Knowledge and Skills
Communications (Verbal, Written and Formal presentation)
Rev 8/4/2025
Individual Leadership/Influencing
Teamwork/Collaboration
Analysis/Problem Assessment
Judgement
Attention to Detail
Business Acumen
Integrity