Fractional Business Devleopment and Sales Leadership

Overview

We are seeking a fractional, hands-on BD / Sales leader to build and drive a structured outbound business development function alongside an existing high-performing inbound sales engine.

This role is focused on execution, accountability, and pipeline creation—not advisory. About Medi-Products

Medi-Products designs and manufactures reliable, noise-free, space-saving battery backup systems that protect critical equipment during power outages. We specialize in applications such as medical and pharmaceutical refrigeration, operating rooms, and other environments where power continuity is essential. Our model combines strong inbound demand generation with technical expertise, and we are now building a proactive BD function to access larger, earlier-stage opportunities. Primary Objective

Design, implement, and manage a repeatable BD system that consistently generates qualified, early-stage opportunities and feeds them into our closing team. Key Responsibilities

1. Build the BD Function • Define and implement BD roles (BDR, BD Rep, etc.) • Establish territories and target account strategy • Create a clear outbound motion focused on architects, engineers, and key influencers

2. Pipeline & Process • Build and manage a structured BD pipeline (CRM-driven) • Define stage progression and qualified handover criteria • Ensure clean, consistent opportunity tracking

3. KPI & Accountability Management • Set and enforce activity metrics (e.g., 8 meetings/week per BD Rep) • Run weekly pipeline and KPI reviews • Hold team accountable to performance standards

3. Team Coaching & Development • Coach BD reps and appointment setters on: • Outreach • Meeting conversion • Opportunity development • Drive consistency, discipline, and execution

4. Handover to Sales (CR Team) • Define and manage the transition from BD → closing team • Ensure only qualified opportunities are passed through • Align BD and sales on expectations and process Success Metrics • BD team consistently hitting meeting targets • Growth in qualified pipeline ($ and volume) • Increase in high-value, spec-driven opportunities • Clean and predictable handoff to closing team • Improved visibility and control of outbound pipeline Ideal Background • Experience building or leading BD / outbound sales teams • Strong background in long-cycle, relationship-driven B2B sales • Ideally experience in: • Construction / architecture / engineering environments • Or similar spec-driven / consultative sales models • Proven ability to implement structure, KPIs, and accountability systems Working Style • Hands-on and execution-focused • Comfortable operating at both strategic and tactical levels • Able to drive performance without relying on large teams Values & Cultural Fit

We operate with a strong cultural foundation. This role must embody:

Core Values: • Accountability – Own outcomes and drive performance • Agility – Adapt quickly and improve continuously • Honesty – Communicate directly and transparently • Teamwork – Align and collaborate across BD, sales, and technical teams

Cultural Traits (Hungry, Humble, Smart): • Hungry – High drive, proactive, pushes for results • Humble – Open to feedback, team-first mindset • Smart – Strong people awareness, able to navigate relationships effectively Engagement Structure • Fractional (part-time) • Directly working with CEO and sales team • Initial focus: build system → coach team → drive early results What This Role Is Not • Not a pure advisor or consultant • Not responsible for closing deals • Not focused on inbound lead generation What You’ll Be Building

A scalable outbound BD engine that: • Creates early access to projects • Drives higher-value opportunities • Complements a strong inbound sales foundation