Business Development Executive

Discover Impactful Work:
The Business Development Executive (BDE) has responsibility for moving Health System (hospitals, large healthcare organizations) customers from the implementation phase of our diagnostic testing to revenue recognition. They will support overall growth in health system accounts that have IDD instruments, with a focus on allergy business. The BDE will own the orchestration and accurate use of available resources working with the sales team to identify and act on opportunities for growth and optimized lab utilization. Where such growth opportunities exist, the role will act as the primary liaison between the customer and IDD Commercial personnel.
A day in the Life:
• Reporting to the Regional Manager, you are part of the commercial team and "own" the tactical plan to drive growth within the assigned customer market that use IDD instruments. Develop the strategy and the tactics to increase utilization.
• Collaborate with the Strategic Account Manager and Strategic Account Executive to implement new opportunities for growth (e.g., new allergy customers, menu expansion/optimization opportunities etc.)
• Collaborate with Demand Generation leaders (District Sales Managers/Sales Director) to mobilize Clinical Sales Specialists on specific initiatives that lead to significant and sustained growth within a health system or in conjunction with a Regional Reference lab.
• Develop and nurture advocacy to drive sales and market growth collaborating with established customer assignment.
• Provide business insight and value to retain customers and improve customer relationships.
• Persuasively articulate the clinical and economic case for expanded testing at the highest executive levels within these institutions and to have a solid understanding of the healthcare delivery landscape.
• Understand the dynamics of healthcare as it relates to reimbursement access for diagnostic testing (including knowledge of the healthcare systems, hospitals, laboratory providers, payers, key players, influencers/leaders in the medical community)
• Understand and effectively articulate our compelling reason and economic value proposition to our customers within IDNs (Integrated Delivery Networks), GPOs (Group Purchasing Organizations), ACOs, regional healthcare systems, providers, payers, and hospital laboratories.
• Collaborate on sales & marketing efforts with internal team
• Participate in meetings for training purposes, product information updates, and sharing field intelligence information.
Keys to Success:
Education
Bachelor's Degree in business (or healthcare related field)
Experience
Minimum of five years successful experience in healthcare, pharmaceutical or medical diagnostic sales and/or sales management
Knowledge, Skills, Abilities
• A detailed understanding of the complexities of healthcare delivery systems and a strong understanding of healthcare finance/accounting and provider/payer economics
• Outstanding interpersonal skills and proven record to work effectively and in matrix environment with multiple customers
• Strategic selling skills
• Significant drive for results
• Ability to lead without authority to achieve desired sales results
• Strong project management skills with attention to detail and be well organized
• Must have outstanding listening skills, a genuine customer focus, and a passion for satisfying the customer
• Strong listening skills and effective oral and written communication skills
• Effectively persistent and persuasive, while also being appropriately flexible and resilient, to respond to evolving business and customer needs
• Ability to strategize both independently and collaboratively to develop plans to increase pull through sales with individual hospitals and IDNs
• Strong background in market and account development, crafting and implementing successful business strategies that drive market and sales growth