Toxicology Testing Business Development Representative

Location: Indianapolis, IN (field-based, territory throughout Indiana) |
Schedule: Full-time, field-based with regular travel throughout Indiana |
Compensation: Competitive, performance-based, recurring and uncapped earning potential; specific details discussed with qualified candidates

A clinical laboratory services provider is seeking an experienced Toxicology Testing Business Development Representative to drive new business across Indiana. This field-based, consultative sales role focuses on helping healthcare organizations establish or expand in-house toxicology testing programs, working directly with owners, executives, administrators, clinical leaders, and laboratory decision makers to improve workflow, turnaround time, clinical oversight, patient care, and financial performance.

• Develop and manage a pipeline of new business opportunities throughout Indiana
• Prospect and build relationships with behavioral health organizations, substance-use-disorder treatment centers, MAT/OTP programs, pain-management practices, physician groups, and other appropriate healthcare organizations
• Conduct meetings with owners, CEOs, COOs, administrators, clinical leaders, physicians, and laboratory decision makers
• Evaluate each organization's clinical, operational, workflow, compliance, and financial needs
• Present appropriate in-house toxicology solutions, including presumptive screening, high-complexity confirmation testing, or integrated laboratory models
• Explain complex laboratory solutions in practical clinical and business terms
• Develop proposals, address objections, negotiate terms, and move qualified opportunities through the sales process
• Work closely with implementation and operations teams to ensure a smooth transition from signed agreement through laboratory launch
• Develop and maintain long-term customer relationships and identify opportunities for account expansion
• Maintain accurate CRM records, opportunity pipelines, forecasts, sales reports, and territory analyses
• Monitor relevant payer, regulatory, reimbursement, compliance, competitive, and industry developments
• Represent the organization at industry events, customer meetings, educational programs, training sessions, and conferences
• Consistently achieve established sales and business-development goals

• Current or recent successful experience selling clinical toxicology, laboratory testing services, or closely related diagnostic solutions
• Working knowledge of urine drug testing, including presumptive screening and laboratory-based confirmation testing
• Demonstrated ability to prospect, develop opportunities, and close net-new business
• Experience selling to healthcare owners, executives, administrators, clinical leaders, physicians, or laboratory decision makers
• Understanding of the operational and financial considerations involved in toxicology testing
• Strong consultative sales, presentation, negotiation, and relationship-development skills