Executive Director, Business Development: West Territory

The Executive Director, Business Development - California - Seattle Territory is responsible for securing strategic partnerships and large‑scale collaborations with health systems and academic medical centers. This role requires a highly skilled executive seller experienced in the health system ecosystem, relationship development within competitive hospital accounts, and influencing C‑suite decision‑makers.

• Lead new business development with academic hospitals and health systems.
• Develop and execute strategic sales and marketing plans to achieve growth objectives.
• Build and maintain strong relationships with key prospects and clients; negotiate and close high‑value partnerships with major hospitals and health systems.
• Monitor competitor activity and leverage market intelligence to guide strategy.
• Use data to forecast sales, set performance goals, and optimize account plans.
• Conduct market research and apply insights to strengthen sales and marketing efforts.
• Maximize business volume within assigned accounts through long‑term relationship management.
• Engage C‑suite and senior medical leaders (CEO, COO, CFO, CIO, CNO, VP of Ancillary Services, Medical Directors, Department Chairs, etc.).
• Maintain working knowledge of hospital laboratory technologies, including LIS systems (Epic, Cerner/Oracle, etc.).
• Establish deep, trust‑based relationships as a strategic partner to client leadership.
• Demonstrate strong listening, questioning, and emotional intelligence to uncover both stated and unstated customer needs.
• Manage objections effectively while expanding opportunities and strengthening relationships.
• Deliver persuasive, client‑focused solution recommendations.
• Facilitate effective virtual and in‑person meetings that advance outcomes and shorten sales cycles.
• Understands laboratory product offerings, partnership models, and the value delivered across diverse market environments.
• Operate as a strategic thinker who can also execute within a matrixed organization.
• Model leadership that fosters inclusion, collaboration, and strong communication.
• Actively seek diverse perspectives to solve business challenges.

• Advanced degree (MA, MBA preferred).
• Laboratory industry or related healthcare experience.
• Proven healthcare sales experience.
• Minimum of 10 years executive‑level selling experience.
• Proficiency with CRM platforms.
• Must reside in California or Seattle

• Strong executive presence, communication, and self‑awareness.
• Financial acumen, including understanding of P&L statements.
• Excellent writing, presentation, and communication skills.
• Proficiency in digital communication and social media.
• Strong research, planning, and organizational capabilities.
• Ability to deliver professional presentations to senior audiences.
• Business acumen and strategic thinking.
• Networking, prospect qualification, and incremental closing skills.
• Strong follow‑up, negotiation, and customer‑focused decision‑making.
• Results‑driven, resourceful, and action‑oriented.
• Ability to prioritize competing interests to achieve maximum impact.

• Valid driver’s license and clean driving record.
• Ability to travel overnight as needed.

$160,000-$204,000 + sales incentive bonus plan

All job offers will be based on a candidate’s skills and prior relevant experience, applicable degrees/certifications, as well as internal equity and market data.

The position is also eligible for bonus and/or commissions under the applicable variable compensation plan. Bonus/commissions are earned based on achievement of performance metrics under the plan.

Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including:
Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan. Casual, PRN & Part Time employees regularly scheduled to work less than 20 hours are eligible to participate in the 401(k) Plan only. Employees who are regularly scheduled to work a 7 on/7 off schedule are eligible to receive all the foregoing benefits…