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Business Development Manager

Scientific Supplier
Field Sales or Business Dev
Clinical Toxicology Lab Consulting
US - Remote
$100,000 - $120,000
Service sales

Role Overview

Title: Business Development Manager – Clinical Toxicology Lab Consulting

Job Summary:
As we continue to expand, we’re looking for a passionate, driven Business Development Manager to help grow our consulting footprint in the physician-operated lab space. The Business Development Manager will play a pivotal role in generating revenue growth by identifying new business opportunities, fostering client relationships, implementing effective sales strategies, and steadily cultivating a valuable and high probability pipeline of commercial opportunities. The manager will focus predominantly in the clinical toxicology consulting division where we empower labs to enable in-house high complexity toxicology testing with highest quality and compliant operations. The manager will represent our deep scientific and industry expertise as a trusted partner for labs looking to enhance their toxicology testing services, improve compliance, and achieve sustainable success.

The ideal candidate possesses a strong background in sales execution & business development and a deep understanding of the clinical toxicology market and landscape. The Business Development Manager will work closely with the scientific, customer management and accounting teams to monitor and ensure satisfied technical service and contract/billing operations. Further, the manager will work cross-functionally with the broader commercial and engineering teams to facilitate revenue opportunities and customer solutions across our expanding service suite. Over time and at scale, the individual may have the opportunity to help construct and manage a larger sales organization as the scope expands.

This opportunity is flexibly located – Frequent regional travel throughout the USA is expected to execute effective sales and relationship development.

Company Information

An opportunity to join a leading analytical instrument solutions provider, offering a suite of services to lab customers. The business specializes in multi-vendor analytical instrument maintenance and repair services to labs across end-markets and geographies, and also has a dedicated scientific team focused in technical validation, data analysis, lab staffing and ongoing compliance support specifically for high complexity toxicology testing.

The platform is expanding technical capabilities, building best-in-class training programs, and instilling a culture of strong customer service, commercial aptitude and technical excellence.

Role Requirements

Key Responsibilities:
1. Lead Generation & Business Development: Proactively identify and engage with physician-operated labs that would benefit from our services. Implement sales processes, tools & technology, and best practices utilizing a mix of strategies including networking, cold calling, referrals, collaboration with strategic partners, digital channels, industry conferences, etc.
2. Sales Funnel Management: Own and manage the sales pipeline from initial lead identification to contract closure. Qualify prospects, provide solutions, and effectively manage each stage of the sales process, ensuring a strong funnel of business opportunities. Prepare, set and achieve goals supported by regular sales reports, forecasts, and performance metrics for management review and critically evaluate inputs in seeking constant improvement
3. Consultative Selling: Understand client challenges in complex clinical toxicology testing and develop tailored solutions that align with their needs. Position the company as a trusted advisor by offering strategic insights, market perspective and a value proposition that enables client success.
4. Negotiation & Contract Closure: Lead negotiations with potential clients, ensuring win-win outcomes while securing profitable service agreements for the business. Finalize terms, close sales, and secure long-term client commitments.
5. Client Onboarding & Integration: Facilitate smooth client onboarding by work collaboratively with account management and scientific teams post-sale to deliver the services effectively.
6. Market Intelligence & Reporting: Continuously monitor market trends, competitor offerings, and regulatory changes that impact the clinical toxicology space.
7. Recruiting and Team Development: Over time, recruit, train and retain a high-performing team of sales leaders and contributors with a collaborative and accountable culture

Person Specifications

Ideal Candidate Attributes:
– Adherence to core values & purpose
– Bachelor’s degree
– 5+ years of professional experience in sales & commercial activities
– Strong communication skills (internally and externally) to effectively navigate responsibilities with other stakeholders toward successful outcomes
– Personality to succeed in well-capitalized but constrained small business environments
– Tenacity, resourcefulness and grit to successfully penetrate and win with
– Self-initiative to build an environment, toolset and processes to be successful
– Willingness to own responsibilities and be held accountable for results
– Strong understanding of the physician-operated lab market, including familiarity with complex clinical toxicology testing, lab regulations, and the challenges labs face in this specialized field
– Technical competency and capability (or an ability to learn) the equipment we consult and service (Sciex, Shimadzu, Agilent, Waters and other select-OEM chromatography and mass spectrometry analytical instrumentation) and understand the nature of customers’ concerns and requests
– Network and trusted contacts across clinical toxicology market, including resourcefulness to network within these channels to further build relationships and connectivity to decision makers
– Technologically-minded with strong curiosity to continuously adopt such tools to streamline processes, increase efficiency and improve effectiveness of the sales organization
– Ambitious career expectations to participate in the growth of the platform and be a foundational executive in the building of a leading sales organization

Package

Compensation package:
– Base Salary: ~$120k+ expected (competitive base salary commensurate with experience)
– Variable Service Sales Compensation: 8% of new first year customer annual service revenue
– Equipment Resale Compensation:
– 2.0% finders fee of equipment procurement value purchased by the Company for the identification and assisted facilitation of opportunistic instrument buying opportunities
– 2.0% sales fee of equipment resale value for successful sale of instrument
– Health, dental, and vision insurance benefits
– Retirement savings plan (e.g., 401(k) with employer match)
– Paid time off and holidays
– Opportunities for professional development and advancement within the company
– Potential additional incentives to be addressed and mutually agreed at that time

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    Locations

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    Date Updated
    10 Feb 2025
    Job reference
    74175
    Categories
    Full Time
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