Business Development Manager, Aries

Dornier MedTech; Northern (KY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

Life insurance

Disability insurance

401(k) match

12 paid holidays

Education reimbursement

Job summary

Dornier MedTech is seeking a driven sales professional to lead the national commercial launch of Aries 2, our Li-ESWT shockwave therapy platform. This is an individual contributor role owning the full sales cycle for direct capital equipment and managing distributor partners.

You will educate physicians and care teams across urology, orthopedics, sports medicine, and physical therapy as the in-house clinical expert. Remote, U.S. based with approximately 50% travel.

Qualifications

• Minimum 5 years of outside medical device or capital equipment sales experience.
• Experience driving market entry or new product launches in medical devices.
• Experience managing full sales cycles for capital equipment with multi-stakeholder buy-in.
• Proven ability to identify, engage, and manage distributor or channel partnerships.
• Strong consultative selling skills with physician, clinical, and admin stakeholders.
• Willingness to travel ~50% and work in a remote U.S. field role.

Responsibilities

• Lead national commercial launch of Aries 2, executing launch plan with VP of Sales and Director of Marketing.
• Meet/exceed quarterly and annual revenue targets for Aries capital equipment.
• Build/manage a structured direct-pipeline in CRM with forecast accuracy.
• Execute full sales cycle for direct accounts: prospecting, discovery, economic evaluation, proposal, negotiation, close.
• Deliver monthly/quarterly reviews with leadership, share pipeline insights and go-to-market recommendations.
• Identify, evaluate, and onboard distributor partners to expand Aries coverage.
• Provide distributor training, clinical education, and account planning support.
• Establish KPIs and quarterly distributor scorecards; support field sales with joint selling.

Skills

Outside medical device sales

Full sales cycle

Distributor/channel management

CRM proficiency

Strategic selling

CRM forecasting

Education

Bachelor's degree in Business, Life Sciences, Marketing, or related field

Tools

CRM platforms (Salesforce, etc.)

Microsoft 365

Job description

Dornier MedTech is seeking a driven, entrepreneurial sales professional to lead the national commercial launch of Aries 2, our next-generation Li-ESWT shockwave therapy platform. In this high-impact individual contributor role, you will own the full sales cycle for direct capital equipment opportunities while identifying and managing distributor partners to expand market coverage. You will serve as the in-house clinical expert on Aries 2, educating physicians and care teams across urology, orthopedics, sports medicine, and physical therapy. This is a rare opportunity to build a market from the ground up with the backing of a global leader in medical technology. Remote, U.S. based, with approximately 50% travel.

Key Responsibilities

Market Launch and Revenue Ownership

• Own the national commercial launch of Aries 2, executing against a launch plan developed in partnership with the VP of Sales and Director of Marketing.
• Meet and exceed quarterly and annual revenue targets for Aries capital equipment across all target market segments.
• Build and manage a structured pipeline of direct account opportunities, maintaining accurate stage progression, forecasts, and close plans in CRM.
• Execute the full sales cycle for direct accounts: prospecting, needs discovery, clinical and economic evaluation, proposal development, contract negotiation, and close.
• Deliver monthly and quarterly business reviews to the VP of Sales, including pipeline status, market intelligence, and go-to-market recommendations.

Distributor Identification, Onboarding, and Management

• Identify, evaluate, and recommend distributor partners across target specialties and geographies to expand Aries coverage beyond direct capabilities.
• Lead distributor onboarding: product training, clinical education, target account planning, and commercial support.
• Establish performance expectations, KPIs, and a quarterly distributor scorecard in coordination with the VP of Sales.
• Provide ongoing field support and joint selling to accelerate account conversions through channel partners.

Clinical Expertise and Customer Education

• Become the in-house expert on Aries 2: Li-ESWT mechanism, proprietary EMSE/SmartFocus/KoolShield technologies, treatment protocols, and the supporting clinicalevidence base.
• Deliver in-service education to urologists, orthopedic surgeons, sports medicine physicians, physical therapists, occupational therapists, chiropractors, OR staff, and clinical administrators.
• Support clinical demonstrations, evaluations, and procedure coverage so customers experience optimal outcomes from day one.
• Stay current on the competitive ESWT and shockwave therapy landscape, including clinical literature, competitor technology, and pricing intelligence.

Strategic Stakeholder Engagement

• Map and engage multi-level stakeholders across all Aries indications: physicians, department administrators, supply chain, and C-suite decision makers.
• Build strategic account plans incorporating clinical, financial, and operational value propositions tailored to each facility's patient population.
• Demonstrate proficiency in capital equipment financial models: cost-per-case analysis, ROI justification, and total cost of ownership arguments.
• Leverage GPO contracts, IDN agreements, and national pricing frameworks where applicable to advance and close agreements.
• Represent Dornier and Aries at national and regional conferences, trade shows, and clinical symposia.

Cross-Functional Collaboration and Compliance

• Collaborate with the VP of Sales and Director of Marketing on go-to-market strategy, messaging, target segment prioritization, and launch execution.
• Coordinate with Field Service, Clinical Support, Contracts, and Marketing to deliver a consistent, world-class customer experience.
• Adhere to AdvaMed Code of Ethics, Sunshine Act / Open Payments reporting requirements, healthcare facility credentialing, and Dornier compliance policies in every customer interaction.
• Maintain hospital and facility credentialing and vendor access compliance across all accounts.

Qualifications

Required

• Minimum 5 years of outside medical device or capital equipment sales experience with a documented track record of quota attainment or over-achievement.
• Proven experience driving market entry or new product launches in a medical device or capital equipment context.
• Experience managing full sales cycles for capital equipment, including multi-stakeholder navigation and financial justification.
• Demonstrated ability to identify, engage, and manage distributor or channel partner relationships.
• Consultative selling skills with the ability to build trust simultaneously at the physician, clinical, and administrative levels.
• Strong proficiency with CRM platforms, Microsoft 365, and field reporting tools.
• Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent professional experience.
• Valid driver's license and ability to travel nationally, approximately 50% overnight.

Preferred

• Prior experience selling low intensity ESWT (Li-ESWT), high intensity ESWT/lithotripsy, physical therapy capital devices, orthopedic capital equipment, or adjacent therapeutic technologies.
• Clinical familiarity with soft tissue, musculoskeletal, orthopedic, chiropractic, sports medicine, or urology procedural environments.
• Experience launching a new product line or entering a new market segment, including building go-to-market strategy from scratch.
• Existing relationships with urologists, orthopedic surgeons, sports medicine physicians, chiropractors, physical therapists, or sports performance professionals.
• Experience working within GPO, IDN, and integrated health network contract frameworks.
• Competitive experience selling against established Li-ESWT or capital therapy device competitors.

Location: Remote, U.S. based. Home-office field role. Must reside near a major commercial airport.

Travel: Approximately 50% overnight travel, primarily within the continental United States.

Reporting line: Reports directly to the Vice President of Sales, Dornier MedTech America. Individual contributor role; no direct reports.

• medical coverage
• dental coverage
• vision coverage
• company-paid life insurance
• company-paid disability insurance
• 401(k) match
• generous PPL
• 12 paid holidays
• education reimbursement

because we invest in our people as much as our technology.