Business Development Specialist

About the Role

The Business Development Specialist is responsible for originating and converting new business opportunities for GMED North America by developing relationships with prospects and guiding them through the full sales lifecycle. This role focuses on proactive outbound prospecting and the management of inbound sales inquiries, with full ownership from qualification through quote signature. The Business Development Specialist plays a critical role in building a sustainable new‑business pipeline, expanding GMED NA's client base, and promoting GMED NA's certification, regulatory, and training services in alignment with company strategy and delivery capacity.

Essential Functions

• Proactively identify, engage, and qualify new prospects through outbound prospecting activities, including targeted outreach, referrals, and event follow‑up.
• Manage and qualify inbound sales inquiries, and ensure timely follow-up and progression.
• Own the full prospect lifecycle for new business opportunities, from initial contact through opportunity qualification, proposal development, negotiation, and quote signature.
• Balance outbound prospecting efforts with inbound inquiry management to maintain a healthy and diversified new‑business pipeline.
• Build, maintain, and actively manage a robust pipeline of qualified new‑business opportunities.
• Progress opportunities through defined CRM stages with clear next steps, timelines, and ownership.
• Manage long‑cycle sales opportunities through consistent follow‑up and relationship development.
• Ensure pipeline health, accuracy, and visibility to support forecasting and leadership reporting.
• Lead commercial discussions with prospects, including positioning GMED NA's value proposition and handling objections.
• Coordinate proposal development with Operations, Certification, and other internal stakeholders to ensure accuracy, feasibility, and alignment with GMED NA's service capabilities.
• Support negotiations within defined guidelines and contribute to closing new business opportunities.
• Maintain accurate, timely, and complete records of all prospect interactions, opportunities, and commercial activities in GMED NA's CRM.
• Collaborate closely with internal teams to ensure a smooth transition from sales to service delivery upon quote signature.
• Build and maintain professional relationships with regulatory consultants, industry advisors, and other external influencers to support lead generation and market visibility.
• Attend industry conferences, trade shows, and networking events as needed to represent GMED NA and generate new business opportunities.
• Monitor market, regulatory, and industry trends relevant to the medical device and in vitro diagnostics sectors.
• Share market intelligence and prospect insights internally to support targeting, positioning, and prioritization of business development efforts.
• Collaborate with Marketing on campaigns, events, and follow‑up activities to improve lead generation and conversion.

Qualifications

• Bachelor's degree in business, life sciences, engineering, regulatory affairs, or a related field, or equivalent professional experience.
• Prior experience in business development, sales, or client acquisition roles, preferably within regulated industries such as medical devices, in vitro diagnostics, or healthcare.
• Experience managing complex, long‑cycle sales processes is preferred.
• Authorization to work in the United States.

Competencies

• Strong prospecting mindset with the ability to proactively identify and pursue new business opportunities.
• Strong interpersonal and relationship‑building skills, particularly with external stakeholders and prospects.
• Commercial acumen with the ability to position value, manage objections, and support negotiations.
• Strong written and verbal communication skills.
• High level of organization, discipline, and persistence in managing long sales cycles.
• Ability to work independently while collaborating effectively across departments.
• Proficiency with CRM systems and data‑driven sales workflows.
• Curiosity and willingness to continuously learn regulatory, market, and industry topics related to medical devices and in vitro diagnostics.

Benefits

• Group-sponsored health, dental, and vision coverage
• Flexible spending accounts
• Short-term and long-term disability
• Company-paid life insurance
• Competitive base salary
• Annual bonus based on company performance
• 401K retirement program
• Telework and flexible working arrangements
• Generous time off program
• Paid holidays
• Paid bereavement leave
• Paid parental leave
• Commuter benefits program for public transportation
• Internet stipend
• Growth opportunities within the organization

Reports to: Business Development Manager • Division: Business Development and Marketing • Position Classification: Exempt, Full-Time • Fields: Medical Devices, In‑Vitro Diagnostics – Healthcare • Location(s): Hybrid preferred (on‑site two days per week, Rockville, MD office) or Remote