Business Development Manager

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 salesefforts 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 toidentify whitespace opportunities within large health systems, develop access strategies, and drive early- andmid-stage deal progression. This position will complete initial qualification of new opportunities, securesigned non-disclosure agreements and obtain data for building proposals. This position will also work in closecollaboration with Business Development Analyst(s) to prepare staffing models/pro formas andvalidate/refine them with prospective clients. Finally, this position will work in close collaboration with thedesignated Triad of MD, CRNA and Operations leaders for the territory to deliver initial presentations toprospective clients and to advance mid-stage pipeline so that the Vice President can then take the lead onnegotiating the contracting process.

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

Essential Functions:

• Identify, research, and prioritize target health systems and facilities aligned with strategic accountpriorities
• 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 accuratemanner
• 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) andobtaining initial data needed for proposals; partner with pro forma analyst to address clarifyingquestions 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 formaanalyst; eventually lead go/no go meetings, as appropriate
• Prepare proposal pitch decks and other support collateral to enable effective initial pitch meetings; asappropriate, start to take the lead on low-profile initial pitch meetings in collaboration with Triadleaders, 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 promoteawareness and alignment around the growth pipeline internally
• Partner with VP of Strategic Accounts to support account planning and growth initiatives within priorityhealth systems
• Conduct research and analysis on: health system structure and leadership, market dynamics andcompetitive 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 atransition cost estimates
• Support the VP of Strategic, as needed, in building and negotiating Letters of Intent and ServicesAgreements in partnership with legal team
• Support the activation of the announcement planning and start-up process both internally and externallyto 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 accountsStaffing models and pro formasInitial pitch presentationsClient executive approval of staffing models and pro formasConfirmation of Vendor of Choice statusSigned LOIs and Services AgreementsQuality and completeness of account intelligence and planning deliverables20%+ Travel Expectation (4 days a month)

Qualifications: Bachelor's degree Preferred2+ years of experience in business development or similar, client facing roleStrongly prefer experience in the healthcare industry/clinical dataDemonstrated ability to generate pipeline through proactive outreachDemonstrated ability to tightly manage multiple opportunity through the full sales cycleStrong relationship building skillsStrong analytical and problem-solving skillsHigh level of organization skills and the ability to juggle multiple processes with minimalsupervision

Knowledge, Skills and Abilities: Customer Service/Client FocusStrategic ThinkingTechnical/Professional Knowledge and SkillsCommunications (Verbal, Written and Formal presentation)Rev 8/4/2025Individual Leadership/InfluencingTeamwork/CollaborationAnalysis/Problem AssessmentJudgementAttention to DetailBusiness AcumenIntegrity

About NorthStar

NorthStar Anesthesia is a company of caregivers, founded by an anesthesiologist and a Certified Registered Nurse Anesthetist (CRNA). With more than 4,000 anesthesiologists and CRNAs under its banner, NorthStar partners with more than 280 client sites across over 20 states and counting to deliver a more productive and efficient model of anesthesia care. Its "care team" approach focuses on the provision of high-quality care while measurably improving operating room performance.

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