Reporting to the VP – Sales and Engineering, the Medical Business Development Manager’s primary objective is to develop and expand Exo‑s’ presence with established medical device OEMs, with a strong focus on the development and manufacturing of plastic components for medical devices. The successful candidate will build long-term relationships with key stakeholders and position Exo‑s as a trusted partner for complex plastic component design, development, and industrialization in regulated medical environments.
This role requires a candidate based in the on the East coast area, with an established network within large medical device organizations (OEMs), including strong connections with Purchasing, Engineering, and Program Management teams.
Key Accountabilities
- Accelerate the growth of Exo-s’ profitable medical sales by:
- Identifying, targeting, and engaging new medical device OEMs aligned with Exo‑s’ capabilities
- Establishing initial relationships with key decision-makers and technical stakeholders within prospective accounts
- Positioning Exo-s as a strategic partner capable of supporting complex, high-value programs
- Navigating multi-level stakeholder environments and influencing decision-making processes
- Identifying and qualifying long-term program opportunities within medium and large organizations
- Understanding customer challenges (“hurts”) and aligning Exo-s’ value proposition accordingly
- Driving structured new-account development plans to build a sustainable pipeline of qualified medical OEM opportunities
- Collaborate closely with quoting and manufacturing teams to develop robust, competitive, and scalable solutions aligned with OEM expectations.
General Responsibilities
- Act as the primary point of contact for assigned OEM accounts
- Develop and execute strategic account plans for key customers
- Manage Request for Quotes (RFQs):
- Analyze complex RFQs and align internal teams to deliver high-quality proposals
- Ensure full understanding of technical, commercial, and program requirements
- Lead structured negotiation processes with multiple stakeholders
- Maintain strong visibility on customer pipelines and long-term program roadmaps
- Optimize win rates by analyzing outcomes and refining account strategies
Profile
- Established network and strong Rolodex within the medical device market across East Coast OEMs and industry stakeholders
- Proven ability to navigate complex, matrixed organizations and long sales cycles
- Experience managing strategic accounts and developing multi-level relationships
- Strong business acumen and ability to influence senior stakeholders
- Deep understanding of consultative selling within complex environments
- Knowledge of plastics transformation (injection/blow molding) is an asset
Qualifications
- Minimum of 7 years of experience in business development or strategic account management within the medical device industry
- Relevant academic background
- Demonstrated success in managing and growing key accounts within OEM environments
- Proficiency with CRM, ERP, and MS Office (O365)
- Strong written and verbal communication skills
- Willingness to travel (valid passport required)
Personal Attributes
- Structured, strategic, and disciplined in approach
- Strong analytical and planning skills
- Excellent stakeholder management and influencing abilities
- High level of professionalism and credibility with senior-level contacts
- Resilient and patient, with the ability to manage long and complex sales cycles