Job Summary:

The Business / Sales Development Representative (BDR/SDR) is responsible for lead generation, outbound prospecting, qualification, appointment setting, and, where appropriate, closing and activating physician practices.

This role is a core revenue-generating function and operates using the MEDDIC sales methodology. The representative will engage directly with physicians, practice managers, and clinical administrators, qualifying opportunities and advancing them through the sales pipeline in coordination with senior sales leadership.

Key Responsibilities:

• Lead Generation & Prospecting
• Execute outbound prospecting to physician practices via email, phone, and LinkedIn
• Identify and research target accounts based on specialty, practice size, payer mix, and Medicare exposure
• Build and maintain a consistent outbound cadence aligned with sales targets
• Qualification & Discovery (MEDDIC)
• Qualify opportunities using the MEDDIC framework:
• Metrics
• Economic Buyer
• Decision Criteria
• Decision Process
• Identify Pain
• Champion development
• Validate clinical, operational, and financial readiness of practices
• Disqualify low-fit opportunities early to preserve sales efficiency
• Appointment Setting & Pipeline Management
• Schedule qualified discovery and demo calls with decision-makers
• Maintain accurate CRM records (Zoho CRM) including notes, stages, and next steps
• Track conversion metrics and pipeline health
• Closing & Activation (as applicable)
• Support or directly manage closing conversations depending on deal size and complexity
• Coordinate onboarding and activation handoff with internal operations and clinical teams
• Ensure clean transition from sale to implementation
• Market Feedback & Continuous Improvement
• Capture objections, competitive insights, and messaging feedback
• Collaborate with leadership to refine positioning, targeting, and sales materials
• Adhere to healthcare compliance and ethical sales standards

Required Qualifications:

• 1–4 years of experience in B2B sales, healthcare sales, or business development
• Demonstrated outbound prospecting and appointment-setting experience
• Comfort engaging with physicians and clinical decision-makers
• Familiarity with structured sales methodologies; MEDDIC experience preferred
• Strong written and verbal communication skills
• Ability to manage activity targets and pipeline independently

Preferred Qualifications:

• Experience selling to physician practices, healthcare organizations, or health systems
• Knowledge of Medicare reimbursement, care management programs, or value-based care
• CRM experience (Zoho CRM preferred)
• Experience progressing deals from lead to close

Success Metrics:

• Qualified meetings booked with decision-makers
• Conversion rate from lead to opportunity
• Opportunities advanced through MEDDIC stages
• Closed and activated practices (where applicable)
• CRM accuracy and pipeline discipline