Business Development Manager – Clinical Lab

This is a fully remote position, open to applicants in Iowa, +4 more states.

📋 Description

• Market and sell designated product lines to new customers in Wisconsin, Minnesota, Iowa, Missouri, and Kansas.

• Acquire and transition competitive customer accounts by collaborating with Technical Consultants and Regional Health System Executives.

• Secure competitive and new customer accounts by establishing accountability, showcasing product capabilities, and managing opportunities through closure.

• Facilitate the placement of clinical laboratory instruments within the designated territory.

• Create and implement strategic territory plans to prioritize, pursue, and convert competitive customer accounts.

• Cultivate subject matter expertise in competitive instrumentation and share insights with the entire team.

• Collaborate with Strategic Account Executives in pertinent IDN planning initiatives.

• Gain access to competitive customer accounts, prospect for opportunities, and generate leads.

• Foster stakeholder relationships and execute customer engagement and call plans aligned with buying cycles.

• Manage opportunities both within and outside the buying/sales cycle utilizing a strategic sales framework.

• Achieve annual quotas, KPIs, and sales objectives.

• Assist with transition planning for newly acquired customers and ensure a seamless handoff to Account Managers.

• Collaborate with technical teams and Inside Sales to target and convert stand-alone, non-standardized IDNs.

• Provide timely and precise sales forecasts, activity reports, account updates, and documentation through the CRM system.

• Work alongside Marketing to pinpoint equipment placement opportunities within the CRM environment.

• Partner with distribution partners, Marketing, Customer Enablement, field sales representatives, and technical specialists.

• Engage with Sales Leadership, Specialty Sales, Sales Administration, Distribution, Finance, P&C, IT, Customer Service, and other organizational functions.

• Perform additional work-related tasks as assigned.

⛳️ Requirements

• A Bachelor's Degree is required.

• A minimum of 5 years of sales experience in the Healthcare industry is required, with a background in B2B sales and/or distribution sales.

• Strong skills in business development, strategic marketing, and data analysis.

• Strategic thinking capabilities with a knack for translating strategies into actionable tactical plans.

• Ability to achieve results while operating in a highly independent and fast-paced team environment.

• Commercial and business acumen.

• Capacity to identify key business issues and provide meaningful, actionable recommendations for enhancement.

• Experience in managing complex sales cycles both internally and externally.

• Ability to analyze financial data and develop logical strategies and plans based on that analysis.

• Excellent presentation, demonstration, and negotiation skills.

• Strong written and verbal communication abilities.

• Commitment to uphold and support individual and company values.

• High level of ethics and professionalism.

• Capability to handle confidential information appropriately.

• Ability to work under general supervision following established procedures.

• Willingness to travel up to 70% of the time.

• Not currently eligible for visa sponsorship.

• Customer-facing employees may need to meet Customer Credentialing requirements, which may include up-to-date immunizations.

• A valid driver's license is mandatory.

• Must own and maintain a vehicle suitable for travel to customer locations, airports, etc.

• Ability to travel by air, train, and automobile, including overnight stays.

• Capability to lift up to 25 pounds.

• Preferred: 7 years of sales experience in the Healthcare industry with knowledge of B2B sales and/or distribution sales.

• Prior experience in hospital or physician office lab sales, distribution, or capital equipment sales is preferred.

• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint) is preferred.

🏝️ Benefits

• Incentive compensation.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) plan.

• Employee assistance program.

• Employee Stock Purchase Plan.

• Paid time off, including sick time.

• Paid Holidays.

• Reasonable accommodations for qualified individuals with disabilities.