Business Development Manager

United Network for Organ Sharing (UNOS); Richmond (VA); On-site; USD 90,000 - 130,000; Full time

Job summary

United Network for Organ Sharing (UNOS) is seeking a Business Development Manager to own the end-to-end sales cycle for healthcare innovation opportunities, including EXHIBITOR sponsorships, UNOS SaaS products, and bespoke research contracts.

You will maintain a robust pipeline, work with cross-functional teams, and drive revenue growth while aligning with UNOS policies and branding.

Qualifications

• Minimum 5 years of experience in sales.
• Experience selling software-as-a-service (SaaS) products, professional services, or event sponsorships.
• Familiarity with donation and transplantation is a plus.
• Experience in the healthcare industry is preferred.
• Demonstrated ability to manage multiple opportunities concurrently with strong timelines and follow-through.

Responsibilities

• Drive new sales of Exhibitor and sponsorship opportunities for UNOS events, SaaS products, and bespoke research/consulting contracts.
• Maintain a robust pipeline of prospective clients and track progress toward sales targets.
• Maintain CRM records for accurate sales activity reporting.
• Collaborate with CGO and Business Development Lead to execute growth strategies across priority lines.
• Coordinate with Research, Product, Legal, Finance, and Operations for deal structure, pricing inputs, approvals, and contract execution.
• Support development and refinement of sales materials, proposals, and pitch content to ensure consistent messaging and branding.
• Monitor market trends and client feedback to inform opportunity identification and pipeline prioritization.
• Represent UNOS in external meetings and industry engagements to strengthen relationships.
• Draft initial scopes of work with stakeholders to define objectives, deliverables, timelines, and responsibilities.

Skills

New sales

Account management

Proactive learner

Solution selling

Pipeline discipline

Stakeholder management

Contracting awareness

Documentation rigor

Autonomy

Education

4-year degree in Business, Healthcare Administration, or related field

Job description

Position Description

The Business Development Manager is responsible for the end-to-end process of identifying, qualifying, and pursuing sales opportunities within assigned business lines. This role is ideal for someone passionate about healthcare innovation and eager to push themselves and grow in a dynamic environment.

Position Description

The Business Development Manager is responsible for the end-to-end process of identifying, qualifying, and pursuing sales opportunities within assigned business lines. This role is ideal for someone passionate about healthcare innovation and eager to push themselves and grow in a dynamic environment.

Key Responsibilities

• Drive new sales of:
  • Exhibitor and sponsorship opportunities for UNOS-hosted events, such as our annual Transplant Management Forum.
  • UNOS software-as-a-service (Saas) products.
  • Bespoke research and consulting contracts.
• Maintain a robust pipeline of prospective clients and track progress toward sales targets.
• Maintain all necessary information and documentation within a customer relationship management platform to provide accurate and up-to-date reports on sales activities.
• Partner closely with the CGO and Business Development Lead to execute growth strategies across priority business lines, translating strategic direction into actionable sales plans and outreach activities.
• Coordinate cross-functionally with Research, Product, Legal, Finance, and Operations to support deal structuring, pricing inputs, approvals, and contract execution in alignment with UNOS policies.
• Support development and refinement of sales materials, proposals, and pitch content to ensure consistent messaging, value articulation, and organizational brand alignment.
• Monitor market trends, client feedback, and competitive activity to inform opportunity identification, pipeline prioritization, and continuous improvement of sales approaches.
• Represent UNOS professionally in external meetings, conferences, and industry engagements, strengthening relationships and advancing organizational credibility.
• As needed, collaborate with internal stakeholders and clients to draft initial scopes of work, ensuring project objectives, deliverables, timelines, and responsibilities are clearly defined and aligned with organizational standards
• Support the Business Development Lead as needed

Minimum Requirements

• A minimum of 5 years of experience in sales

Critical Skills

• This role will primarily be responsible for new sales, but experience with account management and building client relationships to generate upsell opportunities will be crucial for success.
• Proactive learner with an inquisitive mindset and the ability to quickly grasp new ideas and technologies.
• Proven ability to understand and promote a wide range of solutions to meet varied client needs.
• Strong pipeline discipline, including forecasting accuracy, prioritization, and follow-through against defined targets.
• Ability to navigate complex, mission-driven organizations and translate client needs into commercially viable solutions.
• Comfort working within approval-driven environments (pricing, legal, contracting) while maintaining deal momentum.
• High organizational and documentation rigor, including consistent CRM usage and attention to detail across opportunities.
• Ability to balance autonomy with direction - taking initiative while staying aligned to Business Development Lead priorities.
• Sound judgment in assessing opportunity viability, timing, and organizational fit before advancing deals.
• Self-starter with a proactive approach to sales and client engagement.
• Ability to generate creative ideas for business partnerships and growth opportunities.
• Strong written and verbal communication and relationship-building skills.
• Comfortable working in a fast-paced, evolving environment.
• Able to work with minimal supervision and as an individual contributor in a cross-functional team
• Able to work well under occasionally demanding, high-pressure situations, able to prioritize when faced with multiple action items

Additional Skills & Qualifications

• Familiarity with donation and transplantation
• Experience in the healthcare industry
• Experience selling software-as-a-service (SaaS) products, professional services, or event sponsorships
• Demonstrated ability to manage multiple opportunities concurrently with strong attention to timelines, dependencies, and follow-through.
• Comfort engaging with a range of stakeholders, from technical contributors to senior decision-makers, adapting messaging as needed.
• Experience supporting or selling multi-product or mixed-offering portfolios (e.g., software, services, events, partnerships).

Education

• 4-year degree in Business, Healthcare Administration, or related field of study, or an equivalent level of professional experience is required.

Physical Requirements

• Some overnight travel is required for this position (10%)
• General office demands
  • Prolonged periods of sitting at a desk and working on a computer.
  • Frequent reaching, handling, and fine manipulation for using office equipment, filing, and managing paperwork.
  • Manual dexterity sufficient to operate a keyboard, mouse, and other office tools.
  • Occasional standing, walking, and bending.
  • Ability to lift up to 10-20 pounds occasionally.
  • Vision abilities required include close vision for computer work and reading documents.
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.