Location: 1 Role in Texas and 1 Role in Tennessee
Position Overview
The Account Executive - Diagnostics is responsible for identifying, pursuing, and converting net new business opportunities to drive revenue growth for our diagnostic testing services. This role focuses on prospecting for new healthcare clients, establishing relationships with previously untapped accounts, and expanding our market presence. It will build relationships from the ground up, navigate competitive landscapes, and deliver measurable new account acquisition. The ideal candidate will demonstrate a hunter mentality, leveraging consultative sales strategies and deep industry knowledge to penetrate new markets, while working within complex regulatory and compliance frameworks.
New Business Acquisition & Prospecting
Identify and target net new prospective clients, including physicians, hospitals, laboratories, specialty practices, and healthcare systems not currently using our services.
Build a robust pipeline of qualified opportunities through cold calling, networking, industry events, digital outreach, and strategic referral development.
Develop and execute territory penetration strategies to convert prospects into active accounts.
Conduct needs assessments with new prospects to identify opportunities where our diagnostic solutions can deliver clinical and operational
Sales Growth & Market Expansion
Achieve and exceed quarterly and annual new account revenue targets through aggressive prospecting and business development activities.
Create comprehensive new business development plans that outline target accounts, engagement strategies, and conversion timelines.
Leverage market intelligence, competitor analysis, and industry insights to identify underserved markets and white space opportunities.
Establish the foundation for long-term client relationships by successfully onboarding and transitioning new accounts.
Consultative & Technical Sales
Present and position diagnostic testing solutions—including molecular, toxicology, infectious disease, and genetic testing—to new prospects based on their specific needs and patient care objectives.
Collaborate with clinical, operations, and implementation teams to design compelling proposals and solutions for prospective clients.
Translate complex technical, regulatory, and reimbursement information into clear, persuasive value propositions that resonate with diverse stakeholders.
Lead sales presentations, demonstrations, and RFP responses for net new business opportunities.
Monitor competitive activity, pricing dynamics, and market trends to inform new business strategies and positioning.
Identify gaps in competitor offerings and leverage our differentiated value propositions to win new accounts.
Provide field intelligence to marketing and product teams to refine go‑to‑market strategies and support new service launches.
Maintain accurate and up‑to‑date records of prospecting activities, sales opportunities, and conversion metrics in CRM systems.
Provide weekly and monthly forecasts for new account revenue, pipeline progression, and business development activities.
Collaborate with leadership to refine territory strategies and optimize resource allocation for maximum new business impact.
Support onboarding, contracting, and billing processes to ensure seamless transition of newly acquired accounts.
QUALIFICATIONS
Bachelor's degree or related field, or equivalent experience with demonstrable success in diagnostic or clinical sales.
5+ years of proven new business development or hunter sales experience in diagnostic services, biotech, pharmaceutical, or medical device industries.
Demonstrated track record of net new account acquisition and exceeding new revenue targets.
Experience prospecting and selling into complex healthcare organizations including hospitals, integrated delivery networks (IDNs), physician groups, and specialty practices.
Strong understanding of diagnostic testing methodologies, clinical workflows, and regulatory compliance (CLIA, CAP, HIPAA).
Familiarity with reimbursement pathways, payer dynamics, and healthcare contracting processes.
Exceptional prospecting, relationship‑building, and consultative selling skills with the ability to engage and influence C‑suite and clinical decision‑makers from first contact.
Self‑motivated hunter mentality with strong cold calling, networking, and negotiation capabilities.
Proficiency in CRM software (Salesforce preferred), Microsoft Office Suite, and pipeline analytics tools.
Strategic thinking, territory planning, and competitive analysis capabilities.
High ethical standards and the ability to navigate regulated healthcare environments with integrity.
Willingness to travel up to 60% within the assigned territory to pursue new business opportunities. Must have a valid driver's license and clean driving record.
Preferred Skills
Experience launching new service lines or entering virgin territories with measurable success in new account acquisition.
Background in selling molecular diagnostics, genomics, or high‑complexity testing services to new‑to‑brand accounts.
Knowledge of Group Purchasing Organizations (GPOs), hospital procurement processes, and value analysis committees.
Proven ability to displace incumbent vendors and win competitive takeaways.
Experience negotiating initial contracts and establishing new service agreements from scratch.
What‘s In It For You
Competitive base salary with aggressive performance‑based commission.
Comprehensive benefits package including health insurance, retirement plans, and paid time off.
Uncapped earning potential for top performers who excel at new account development.
Professional development and advancement opportunities in a high‑growth diagnostics company.
A collaborative, innovation‑driven culture committed to excellence and compliance.
#J-18808-Ljbffr
New Business Acquisition & Prospecting
Identify and target net new prospective clients, including physicians, hospitals, laboratories, specialty practices, and healthcare systems not currently using our services.
Build a robust pipeline of qualified opportunities through cold calling, networking, industry events, digital outreach, and strategic referral development.
Develop and execute territory penetration strategies to convert prospects into active accounts.
Conduct needs assessments with new prospects to identify opportunities where our diagnostic solutions can deliver clinical and operational
Sales Growth & Market Expansion
Achieve and exceed quarterly and annual new account revenue targets through aggressive prospecting and business development activities.
Create comprehensive new business development plans that outline target accounts, engagement strategies, and conversion timelines.
Leverage market intelligence, competitor analysis, and industry insights to identify underserved markets and white space opportunities.
Establish the foundation for long-term client relationships by successfully onboarding and transitioning new accounts.
Consultative & Technical Sales
Present and position diagnostic testing solutions—including molecular, toxicology, infectious disease, and genetic testing—to new prospects based on their specific needs and patient care objectives.
Collaborate with clinical, operations, and implementation teams to design compelling proposals and solutions for prospective clients.
Translate complex technical, regulatory, and reimbursement information into clear, persuasive value propositions that resonate with diverse stakeholders.
Lead sales presentations, demonstrations, and RFP responses for net new business opportunities.
Monitor competitive activity, pricing dynamics, and market trends to inform new business strategies and positioning.
Identify gaps in competitor offerings and leverage our differentiated value propositions to win new accounts.
Provide field intelligence to marketing and product teams to refine go‑to‑market strategies and support new service launches.
Maintain accurate and up‑to‑date records of prospecting activities, sales opportunities, and conversion metrics in CRM systems.
Provide weekly and monthly forecasts for new account revenue, pipeline progression, and business development activities.
Collaborate with leadership to refine territory strategies and optimize resource allocation for maximum new business impact.
Support onboarding, contracting, and billing processes to ensure seamless transition of newly acquired accounts.
QUALIFICATIONS
Bachelor's degree or related field, or equivalent experience with demonstrable success in diagnostic or clinical sales.
5+ years of proven new business development or hunter sales experience in diagnostic services, biotech, pharmaceutical, or medical device industries.
Demonstrated track record of net new account acquisition and exceeding new revenue targets.
Experience prospecting and selling into complex healthcare organizations including hospitals, integrated delivery networks (IDNs), physician groups, and specialty practices.
Strong understanding of diagnostic testing methodologies, clinical workflows, and regulatory compliance (CLIA, CAP, HIPAA).
Familiarity with reimbursement pathways, payer dynamics, and healthcare contracting processes.
Exceptional prospecting, relationship‑building, and consultative selling skills with the ability to engage and influence C‑suite and clinical decision‑makers from first contact.
Self‑motivated hunter mentality with strong cold calling, networking, and negotiation capabilities.
Proficiency in CRM software (Salesforce preferred), Microsoft Office Suite, and pipeline analytics tools.
Strategic thinking, territory planning, and competitive analysis capabilities.
High ethical standards and the ability to navigate regulated healthcare environments with integrity.
Willingness to travel up to 60% within the assigned territory to pursue new business opportunities. Must have a valid driver's license and clean driving record.
Preferred Skills
Experience launching new service lines or entering virgin territories with measurable success in new account acquisition.
Background in selling molecular diagnostics, genomics, or high‑complexity testing services to new‑to‑brand accounts.
Knowledge of Group Purchasing Organizations (GPOs), hospital procurement processes, and value analysis committees.
Proven ability to displace incumbent vendors and win competitive takeaways.
Experience negotiating initial contracts and establishing new service agreements from scratch.
What‘s In It For You
Competitive base salary with aggressive performance‑based commission.
Comprehensive benefits package including health insurance, retirement plans, and paid time off.
Uncapped earning potential for top performers who excel at new account development.
Professional development and advancement opportunities in a high‑growth diagnostics company.
A collaborative, innovation‑driven culture committed to excellence and compliance.
#J-18808-Ljbffr