Description
Title: Sales Account Executive
Locations: Texas, Kansas City, Maryland, Michigan
Schedule: M-F Days
Compensation: $90k-$110k base salary, depending on experience, plus Uncapped Commission plan.
Benefits: Comprehensive benefits package includes Medical, Dental, Vision, 401(k), short/long-term disability, flexible spending/health savings accounts, PTO plus 8 paid Holidays, and other voluntary life benefits. After one full year, employees become eligible to participate in their profit-sharing plan.
Travel: This position will work primarily remotely, with occasional travel within assigned territory for in-person meetings.
Vaccine Requirement: No COVID vaccination policy. Hep B Vaccination provided at no cost.
Position Description:
Reporting to the Director of Business Development, Sales Executives develop, expand and manage relationships with Private Practice Physicians who require the use of diagnostic testing assays/services for their patients – with a primary focus on Toxicology (Pain Management, Substance Abuse), Urology (STI) and Psychiatry (Pharmacogenetic). This is a strategic sales role that requires Sales Executives to represent a full line of complementary products and services, build trust with Physicians and Staff, identify/exploit opportunities to sell solutions that improve patient outcomes and provide greater value to Physicians practices as compared to competitors, win new business, expand existing business and get referrals. This includes cold-calling, office visits, off-site meetings and attending industry events/conferences.
• Partner with Business Development Director to define sales strategy that results in growth within the assigned territory.
• Perform activities to generate leads, such as prospecting, cold calling, and in person meetings.
• Target customers include substance abuse centers, opioid treatment centers, pain management, urology, OBGYN, and infectious disease.
• Deliver key marketing, clinical and health economics messages to customers and customer groups as provided in sales training or through specific direction from Business Development Director.
• Manage any existing business within assigned territory while generating opportunities to grow the current customer base.
• Collaborate with influencing departments that are part of the customer sales cycle.
• Meet or exceed quarterly and annual sales targets as assigned by Business Development Director.
• Track sales activity within HubSpot, including, calls, meetings, and additional lead generation activities.
• Manage expenses at or below budgeted levels monthly, and always request permission in advance on expenses above per-diem or other company guidelines.
• Work in compliance with all applicable federal, state, and local laws, rules, and regulations.
• Comply in all respects with Company’s compliance program and participate in compliance training as often as requested by Company.
• Consistent adherence to compliance requirements for medical/life science products including, but not limited to, adhering to Stark and Anti-Kickback regulations.
Requirements:
• Bachelor of Science/Bachelor of Arts from an accredited institution.
• At least five (5) years of sales or leadership experience within Medical/life science products or services, or other highly competitive, results-focused B2B sales environment.
• Possess advanced selling skills/aptitude - prospecting, questioning, listening, qualifying prospects, presentation skills, rapport building, objection handling, persistence, planning and organization.
• Ability to develop, track, and report progress towards a sales plan that identifies product, customer, and payor mix to optimize sales success.
• Coordination of key events including major sales calls involving several fellow employees, regional tradeshow/meeting exhibits, special event evenings, including coordination of physician guest speakers.
• Communicating effectively and professionally through email, text, phone, and other media as necessary, always putting company interests above self-interests.
• Ability to self-manage time and schedule in an environment with limited supervision, with special focus on achieving goals and producing results.
• Ability to leverage HubSpot to manage current customer pipeline as well as move customers through the sales cycle.
• Experience with or ability to learn medical documentation required to support Medicare/Medicaid, Commercial Insurance and Workmen’s Compensation claims for PGx and Toxicology laboratory testing.
Company Description:
Our client is a unique and innovative company in the Dry Blood Spot testing and Self-Collect diagnostic space, that has combined the functions of technology, logistics, research & development, and diagnostics to support the strategies of its customers. They specialize in high-complexity molecular testing with an extensive portfolio of services including infectious disease, toxicology, targeted sequencing, single nucleotide polymorphism (SNP) genotyping, Next- Generation Sequencing (NGS), high-resolution immune profiling, and cutting-edge environmental testing.
Their Mission is to pioneer and innovate distinctive distribution and specimen collection methods that open access to medical testing techniques where geographic, financial, and stigma barriers once created gaps in the healthcare industry.
Their Vision is to revolutionize precision lab diagnostics accessibility via technology, logistics, and cutting-edge research and development.
Why this opportunity? This is a tremendous opportunity for an experienced Sales Executive or self-motivated, competitive, results-focused leader looking for an exciting and rewarding Medical Sales career! Our client is an innovative, fast-paced, collaborative and mission-driven company. You will make a direct and positive contribution to their mission by selling diagnostic testing solutions that enable physicians to reach more patients than Specialty Labs/Boutique Labs. As well, with their robust R&D efforts, new products/services are continuously being developed which differentiates them from the large national Labs.
The successful Account Executive is a high performer who is driven/motivated to succeed, strategic, solutions-oriented, organized, collaborates effectively, builds and manages strong relationships, is an effective communicator and negotiator, and an influential leader who thrives in a fast-paced, competitive environment.
This is a very exciting time to join this company. Their products and services are approved through Blue Cross Blue Shield and other Commercial Payors/Insurance companies, and there is tremendous potential to establish and expand business throughout the country!
As well, there is considerable opportunity for professional growth. You will enjoy autonomy in your work while having the support and camaraderie of a cohesive team that is focused on an important mission. As the Business Development team grows, you will have opportunities to take on more responsibility and leadership.
