About the RoleThe Business Development Manager (BDM) is a high-impact sales professional responsible for identifying, developing, and closing new business opportunities for Millstone Medical Outsourcing. The BDM is the primary growth driver for Millstone's Contract Manufacturing segment while also supporting pipeline development in Logistics and Testing. This role demands a disciplined hunter who thrives in complex, consultative, multi-stakeholder sales environments common to the medical device OEM market. The BDM will leverage Millstone's "One PO" value proposition - integrated manufacturing, packaging, logistics, and testing under one roof - to deliver differentiated solutions to OEM customers across the full product lifecycle. This BDM will be an enthusiastic, early adopter of AI-powered selling tools - using them daily to research accounts, personalize outreach, accelerate pipeline development, and create more time for high-value customer conversations.
ResponsibilitiesNew Business Development - Sterile Finished Goods Manufacturing (Primary)- Identify, target, and penetrate new OEM accounts and opportunities in priority verticals including orthopedics, robotics (RAS), minimally invasive surgery (MIS), interventional, and neuromodulation.
- Build and manage a qualified manufacturing pipeline in alignment with Millstone's ICP (Ideal Customer Profile) and 90-day pipeline velocity standards.
- Lead consultative discovery with OEM new product development, procurement, quality, engineering, and operations stakeholders to uncover program opportunities and align Millstone's value proposition.
- Own opportunities from initial outreach through contract execution, including SOW and MSA negotiation in coordination with operations and leadership.
- Manage long-cycle complex sales (12-24 months) with structured account plans, stakeholder maps, and documented next steps per MMO Sales Plan model.
Pipeline Management & Reporting- Maintain a clean, current, and probability-weighted pipeline in Millstone's Pipeline process at all times.
- Participate in weekly pipeline review meetings and progress updates against Sales Plan commitments.
- Adhere to pipeline discipline guidelines: active opportunities must have a documented next step, decision timeline, and stakeholder engagement status.
Logistics & Testing Support (Secondary)- Identify and introduce Logistics opportunities - particularly Pick/Pack/Ship and Cold Chain - within the OEM accounts being developed for manufacturing.
- Qualify and route standalone Logistics prospects not attached to a manufacturing opportunity.
- Identify customer needs for Lab Testing and connect prospects with Millstone's Testing team for follow-through.
- Leverage Millstone's three pillar's customer offering positioning to create multi-segment conversations in all key accounts.
Prospect/Customer Engagement & Relationship Development- Conduct regular prospect & customer-facing activity: onsite visits, virtual discovery meetings, trade show participation, and OEM conference engagement.
- Build and expand relationships across multiple levels and functions within target OEM accounts - from supply chain and procurement to C-suite and R&D.
- Position Millstone as a strategic, long-term partner - not a transactional vendor - through consistent value delivery and follow-through.
- Develop "raving fan" relationships within accounts that generate referrals and expand program scope over time.
AI-Powered Selling & Tools Adoption- Proficiently use Millstone's AI-assisted selling tools for prospect research, outreach personalization, account planning, and pipeline intelligence - treating AI as a core part of daily workflow, not an optional add-on.
- Use AI tools to accelerate top-of-funnel activity: generate targeted prospect lists aligned to Millstone's ICP, draft and personalize outbound sequences, and research OEM accounts and decision-makers before outreach and discovery calls.
- Leverage AI for call preparation, meeting follow-up, and pipeline updates - including drafting discovery summaries, next-step emails, and account plans that reflect Millstone's "One PO" value proposition.
- Contribute to the ongoing improvement of AI workflows by sharing feedback and successful prompting strategies and use cases with the commercial team.
- Stay current with evolving AI sales tools, proactively identify and pilot new capabilities that can sharpen Millstone's competitive edge.
Internal Collaboration- Partner with Operations, Quality, and Program Management to ensure customer commitments are commercially sound and operationally achievable.
- Provide market intelligence to leadership on competitive dynamics, pricing benchmarks, and customer pain trends.
- Represent Millstone at industry events, trade shows, and OEM site visits as a subject matter resource.
QualificationsExperience & Background- 5+ years of B2B sales experience in medical device, life sciences, or regulated manufacturing outsourcing environments.
- Demonstrated track record of new business generation (hunter).
- Experience selling to OEM procurement, supply chain, quality, R&D and engineering stakeholders.
- Familiarity with medical device product lifecycle: NPI, transfer, validation, production scale-up.
- Proficiency with structured pipeline management methodology and individual sales plans.
Skills & Competencies- Hunter Mentality - initiates new relationships from cold; does not wait for inbound.
- Complex / Consultative Sales - skilled at multi-stakeholder, long-cycle sales with formal account planning.
- Discovery & Probing - asks thoughtful, high-impact questions to uncover pain, urgency, and decision criteria.
- Strategic Account Management - stakeholder mapping, relationship tiering, and long-term growth planning.
- Self-Motivated & Disciplined - plans independently, manages priorities, and consistently executes without heavy oversight.
- AI Aptitude - embraces, adopts, and effectively uses AI-powered sales tools as part of daily workflow. Eager to learn, experiment, and share what works with the team.
- Travel Readiness - willing and able to travel up to 50% including overnight.
Education- Bachelor's degree required; disciplines in Business, Life Sciences, Engineering, or related fields preferred.
PREFERRED QUALIFICATIONS- Located in or near a major MedTech hub, preferably east of the Rockies.
- Direct experience selling contract manufacturing, packaging, or logistics services to medical device OEMs.
- Existing OEM account relationships in orthopedics, RAS, MIS, interventional, cardiac, neuromodulation, or surgical instruments.
- Experience selling to large OEMs (Stryker, Medtronic, Smith & Nephew, Zimmer Biomet, Abbott) as well as Tier 2 and emerging growth companies.
- Calm under pressure - maintains professionalism and strategic composure in complex, ambiguous, or competitive situations.
- Demonstrated customer obsession - has examples of turning accounts into long-term partnerships beyond initial transaction.
To learn more about Millstone Medical and Millstone Medical Outsourcing, please visit us online at www.millstonemedical.com.
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