Toxicology Testing Business Development Representative

Territory: Indiana
Travel: Regular travel throughout Indiana
Position Type: Field-Based Business Development / Sales

We are seeking an experienced Toxicology Testing Account Executive to develop new business throughout Indiana. This is a field-based, consultative sales position for a proven business-development professional with experience in clinical toxicology, urine drug testing, or laboratory services.

The Account Executive will identify and develop relationships with qualified healthcare organizations that may benefit from establishing or expanding an in-house clinical laboratory program. This person will work directly with owners, executives, administrators, clinical leaders, and laboratory decision makers to understand their testing needs and develop solutions that improve workflow, turnaround time, clinical oversight, patient care, and financial performance.

The ideal candidate has current or recent toxicology sales experience, a history of developing net-new business, and established relationships within the Indiana healthcare market.

Residence in Indiana is preferred but not required. Existing relationships and credibility with healthcare decision makers throughout Indiana are more important than home location.

• 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 appropriate 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.
• Ability to communicate laboratory and medical terminology credibly with both clinical and business audiences.
• Strong territory‑management, organization, follow‑up, and communication skills.
• Ability to maintain accurate CRM, pipeline, and…