We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information, and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact, and a clear dedication to service. It’s about providing clarity and hope.
The Internal Account Manager (IAM) will be responsible for driving sales through lead generation, upsells and total territory growth of laboratory diagnostic services to accounts within an assigned territory through tele-sales as well as occasional in person visits. The IAM will be aligned with specific Sales Director geographic territories. The IAM will partner with specific Account Executives in growing the business. The Internal Account Manager’s book of business typically consists of accounts with up to $2,000 in monthly revenue.
This is a hybrid role requiring the associate work three days per week in the lab (within the Pittsburgh market).
Responsibilities- Develop and implement sales plan to target accounts for growth in line with regional and national market strategies.
- Manage account inquiries in a manner to minimize account attrition and negative volume variance.
- Work with field sales staff by prospecting new business opportunities to generate high quality leads and evaluate potential growth opportunities of existing clients.
- Analyze targeted accounts and develop recommendations to acquire their business through information collection, marketing initiatives, sales call cycle, etc.
- Drive sales through pre-call planning, post-call analysis and follow-up.
- Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails.
- Analyze the utilization/profitability of existing accounts, then develop and execute action plans to increase these returns.
- Educate customers on all new products and services through telemarketing.
- Implement Integrity Selling on all sales calls; engage the “Why Quest” messaging.
- Maintain a breadth of knowledge of all connectivity products and solutions (i.e. EMR interfaces, QDRS)
- Develop and maintain knowledge of tests and services provided by competitors and utilize this information to solidify or enhance the Quest Diagnostics market position.
- Field travel to build stronger relationships, develop sales/service acumen and close select leads with AEs
- Cover Open Territories as assigned by manager.
- Utilize SalesForce.com and complete all administrative tasks on time.
- Ensure total compliance with all company policies and government regulations.
- Manage other projects/responsibilities as assigned by Sales Director
- Meet or Exceed IAM Key Performance Metrics.
Required Work Experience:
- 1-3 years of experience in Healthcare/Laboratory Industry and general economics of business
Preferred Work Experience:
- Sales experience preferred.
Skills:
- Demonstrated solid communication skills, both oral and written
- PC skills including knowledge of Microsoft Software
Education
- Bachelor’s Degree Preferably in Business, Marketing, or the Life Sciences. (Required)
Competencies
- Action oriented
- Customer Focused
- Drive for results
- Interpersonal savvy
- Listening
- Negotiating
- Organizational agility
- Organizing
- Perseverance
- Planning
- Priority Setting
- Time management
While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.
Skills Required
- Bachelor's degree in Business, Marketing, or Life Sciences
- 1-3 years experience in Healthcare/Laboratory industry
- Sales experience
- Strong oral and written communication skills
- PC skills including Microsoft software (Office)
- Ability to utilize SalesForce.com and complete administrative tasks
- Hybrid in-lab work schedule (three days per week) within the Pittsburgh market
What We Do
Quest Diagnostics (NYSE: DGX) empowers people to take action to improve health outcomes. Derived from the world's largest database of clinical lab results, our diagnostic insights reveal new avenues to identify and treat disease, inspire healthy behaviors and improve health care management. Quest annually serves one in three adult Americans and half the physicians and hospitals in the United States, and our 47,000 employees understand that, in the right hands and with the right context, our diagnostic insights can inspire actions that transform lives. The company offers physicians the broadest test menu (3,000+ tests), is a pioneer in developing innovative new tests, is the leader in cancer diagnostics, provides anatomic pathology (AP) services, & interpretive consultation through its medical & scientific staff of about 900 M.D.s & Ph.D.s. The company reported 2020 revenues of $9.44 billion. Quest Diagnostics offers the most extensive clinical testing network in the U.S., with laboratories in most major metropolitan areas, & in Mexico, the UK & India. The company also operates four esoteric laboratories, 40 outpatient AP laboratories, & 160 smaller, rapid-response laboratories. Patients may have specimens collected in any of the company’s approximately 2,250 patient service centers. On a typical workday, testing is performed for about 550,000 patients. Quest Diagnostics empowers healthcare organizations & clinicians with state-of-the-art connectivity solutions. The company is the leading provider of pre-employment drugs-of-abuse screening for employers & risk assessment services for the life insurance industry. It is the world’s 2nd largest provider of clinical trials testing for new pharmaceuticals. More information is available at www.questdiagnostics.com. Language Assistance / Non-Discrimination Notice Asistencia de Idiomas / Aviso de no Discriminación 語言協助 / 不歧視通知 www.QuestDiagnostics.com/home/nondiscrimination
