Business Development Manager

Join UNITED NETWORK FOR ORGAN SHARING in Richmond, VA (onsite) as a Business Development Manager. In this role, you will own the full sales journey from identifying and qualifying opportunities to pursuing and closing new business across priority lines, including exhibitor and sponsorship sales for UNOS-hosted events, UNOS software-as-a-service (SaaS) offerings, and bespoke research and consulting contracts.

This position offers a direct path to impact: build and maintain a strong pipeline, translate strategic growth priorities into actionable outreach plans, and partner cross-functionally to bring proposals from concept through contract execution. You will also represent UNOS externally in conferences and industry engagements, strengthening relationships while advancing the organization’s credibility.

What you’ll do

• Drive new revenue for exhibitor and sponsorship opportunities for UNOS-hosted events, including the annual Transplant Management Forum.
• Drive new sales of UNOS software-as-a-service (SaaS) products.
• Drive new sales of bespoke research and consulting contracts.
• Maintain a robust pipeline of prospective clients and track progress toward sales targets.
• Use a customer relationship management platform to keep customer and opportunity records complete and current, supporting accurate reporting on sales activities.
• Work closely with the CGO and Business Development Lead to execute growth strategies across assigned business lines, converting strategic direction into sales plans and outreach.
• Coordinate with teams across Research, Product, Legal, Finance, and Operations to support deal structuring, pricing inputs, approvals, and contract execution in alignment with UNOS policies.
• Support creation and refinement of sales materials, proposals, and pitch content to maintain consistent messaging, clear value articulation, and brand alignment.
• Monitor market trends, client feedback, and competitive activity to improve opportunity identification, pipeline prioritization, and sales approach.
• Represent UNOS professionally at external meetings, conferences, and industry engagements.
• When needed, collaborate internally and with clients to draft initial scopes of work, clarifying objectives, deliverables, timelines, and responsibilities in line with organizational standards.
• Support the Business Development Lead as needed.

What you bring

• Minimum 5 years of sales experience.
• New sales focus, with experience in account management and relationship building to generate upsell opportunities.
• 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.
• Ability to navigate complex, mission-driven organizations and translate client needs into commercially viable solutions.
• Comfort operating in approval-driven environments across pricing, legal, and contracting while maintaining momentum.
• High organizational rigor, including consistent CRM usage and detailed documentation practices.
• Ability to balance autonomy with direction, staying aligned to Business Development Lead priorities.
• Sound judgment on opportunity viability, timing, and organizational fit before advancing deals.
• Self-starter who drives client engagement and business development activity.
• Ability to generate creative partnership ideas for growth.
• Strong written and verbal communication and relationship-building skills.
• Comfort working in a fast-paced, evolving environment and under occasionally high-pressure situations, with effective prioritization.
• Ability to work with minimal supervision as an individual contributor in a cross-functional team.
• Familiarity with donation and transplantation, and experience in healthcare industry (preferred/required as listed).
• Experience selling SaaS, professional services, or event sponsorships.
• Demonstrated ability to manage multiple concurrent opportunities with attention to timelines, dependencies, and follow-through.
• Ability to engage across stakeholder levels, from technical contributors to senior decision-makers.
• Experience selling multi-product or mixed-offering portfolios (e.g., software, services, events, partnerships).

Education

A 4-year degree in Business, Healthcare Administration, or a related field, or an equivalent level of professional experience.

Schedule and physical requirements

• Some overnight travel required (10%).
• General office demands; prolonged periods of sitting at a desk and working on a computer.
• Frequent reaching, handling, and fine manipulation for office equipment, filing, and 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 for close vision during computer work and reading documents.
• Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.