NE Territory Business Development Manager; Hospital & Health Systems

NE Territory Business Development Manager (Hospital & Health Systems)

USDTL is a global leader in forensic toxicology testing of drug and alcohol exposed newborns and mothers, as well as other at‑risk populations. We service hospitals, child protection agencies, the Department of Defense, legal services, businesses, and more. USDTL prides itself on cutting edge research. We are the laboratory of choice for umbilical cord testing, fingernail/hair testing, and PEth testing. We provide accurate results that lead to early intervention and significant benefits for children, families and communities.

We seek passionate employees who will share in our vision to protect and enrich lives.

Our vision to protect and enrich lives, and the nature of our business as a drug testing laboratory, makes the work of USDTL critically important at all times. We look forward to working with employees who are dedicated to and passionate about our vision.

• Perform high quality work within deadlines without direct supervision
• Work remotely to stay connected with the team via Microsoft Teams.
• Interact professionally with other employees, clients, and vendors.
• Work independently while understanding the need to communicate and coordinate work efforts with other employees.

• Primary responsibility to meet quota for new business revenue/selling prospects our various laboratory tests.
• Maintain a sufficient pipeline of opportunities to ensure a close rate that achieves the annual goal.
• Stay abreast of changes in the marketplace impacting customers.
• Provide overall support to new accounts to ensure clients receive highest level of service during their on‑boarding phase; transition to account manager and ensure an effective service transition.
• Must be comfortable working in sales cycles with 12‑24‑month lengths, while maintaining pipeline productivity and multiple touches throughout the sales cycle (not a one call close)
• Responsible for full sales cycle from lead generation to new client on‑boarding
• Calling on hospital staff including:
  Directors of OB, Directors of Women’s, Directors of Mother baby, Laboratory Directors, Senior level hospital administrators, etc.
• Able to sell value and service to prospects distinguishable beyond pricing.
• Generating leads by attending conferences, responding to inbound inquiries, as well as cold calling.
• Drive sales through pre‑call planning, post‑call analysis and consistent follow‑up.
• Coordinate, collaborate, and utilize internal resources as needed when complex issues develop or when face‑to‑face or extensive service is required
• Building and maintaining strong, long‑lasting customer relationships with multiple stakeholders within the hospital/health system
• Leverage relationships to turn a current customer into a referral / reference source.
• Use Salesforce CRM to log all detailed activities and communications.
• Collaborate with the Newborn sales team to improve customer satisfaction and retention.
• Conduct webinars with customers throughout sales cycle.
• Maintain a breadth of knowledge on all service offerings.
• Complete all administrative tasks thoroughly and promptly.
• Ability to travel to local/national conferences or customer sites (50% travel)
• All other duties as assigned by the Sales Supervisor.

• Bachelor’s Degree with business related degree (e.g., administration, management, etc.)

• 5+ years of B2B sales experience
• Knowledge of healthcare industry
• Microsoft Office skills (intermediate to advanced Excel skills)
• Experience using a CRM

• Live in the Northeastern United States.
• The candidate must possess a professional image.
• Ability to stand for prolonged periods of time during conferences.
• Ability to develop and sustain strong customer relationships, strong planning, and organizational skills.
• Excellent oral and written communication and presentation skills.
• Candidate must have a valid driver’s license. A motor vehicle record in good standing.
• Must be able to travel nationwide to hospitals and conferences on an as needed basis.
• Must be able to setup and work exhibit booths for conferences that occasionally extend throughout the weekend.
• Must be able to…