Senior Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, assess, and pursue new business prospects through outbound outreach, inbound inquiries, networking, referrals, and relationship cultivation.

• Develop and implement strategic sales strategies to enhance market share within hospitals and healthcare systems.

• Create opportunities in hospital send-out testing initiatives, reference laboratory outreach, molecular and infectious disease testing, and other specialized laboratory service areas.

• Utilize existing industry connections and professional networks to generate leads and foster long-term client relationships.

• Establish and sustain a reliable sales pipeline to meet designated revenue and growth objectives.

• Investigate potential organizations, stakeholders, and decision-makers to grasp business requirements, clinical workflows, regulatory standards, and the competitive environment.

• Cultivate relationships with hospital administrators, laboratory directors, physicians, executives, and other significant decision-makers.

• Conduct exploratory discussions with potential clients and create customized solutions based on clinical, operational, regulatory, and reimbursement requirements.

• Inform healthcare professionals about laboratory products and services, including molecular diagnostics, infectious disease testing, PCR technology, and associated solutions.

• Lead client meetings, presentations, and sales discussions while collaborating with technical, operational, and leadership teams.

• Negotiate commercial terms, contracts, sales agreements, and Statements of Work with internal stakeholders.

• Collaborate with technical and operational teams to ensure successful client onboarding and service delivery.

• Maintain accurate and timely records of prospects, contacts, activities, and opportunities in the company CRM.

• Monitor pipeline status, sales performance, and anticipated business growth; provide regular forecasts and updates on opportunities.

• Stay updated on molecular diagnostics, infectious disease testing, hospital reference laboratory, and outreach trends, reimbursement regulations, competitor offerings, and significant industry changes.

• Represent Lighthouse Lab Services at conferences, industry events, client meetings, and networking functions.

• Travel up to 40% based on client and business requirements.

⛳️ Requirements

• Bachelor’s degree in Sales, Business, Science, Healthcare, or a related discipline.

• At least 8 years of experience in business development or outbound sales, preferably within the hospital, health system, or reference laboratory sectors.

• Proven track record in generating new business, managing a sales pipeline, and expanding greenfield territories or segments.

• Well-established network of relationships and contacts in the hospital and health system sector.

• Strong comprehension of the factors influencing sales in clinical laboratory or related healthcare settings.

• Demonstrated ability to secure new business, maintain a robust sales pipeline, and close deals effectively.

• Excellent sales, negotiation, and consultative selling abilities.

• Outstanding verbal and written communication skills, including client-facing presentations and reporting.

• Capacity to quickly learn and comprehend complex products, services, and billing processes.

• Highly organized with a keen attention to detail and the capability to manage multiple priorities.

• Positive, professional, and sociable demeanor, with a strong customer-centric approach.

• Proficient relationship-building skills with clients, partners, and internal stakeholders.

• Ability to address problems, resolve conflicts, and navigate challenging situations effectively.

• Competent in CRM systems and Microsoft Office Suite or equivalent tools.

• Self-driven, goal-oriented, and adept at working both independently and collaboratively in a dynamic sales environment.

🏝️ Benefits

• Uncapped commission.

• Medical, Vision, and Dental insurance commencing on Day 1.

• 15 days of Paid Time Off to start (covering vacation and sick days).

• 10 Paid Holidays.

• 401(k) retirement plan with up to 4% company match.

• Company-paid Life + AD&D.

• Short- and Long-Term Disability.

• Paid Volunteer Time Off.

• Partially Paid Medical Leave / Paid Parental Leave.