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Business Development Associate

IHDLab
Orange County, CA
From $60,000 a year - Full-time

Location

Orange County, CA

Benefits
Pulled from the full job description

  • 401(k)
  • 401(k) matching
  • Cell phone reimbursement
  • Dental insurance
  • Health insurance
  • Paid time off
  • Profit sharing

Full job description

Overview:

IHD Lab, a globally recognized brand in the laboratory space with a mission "to empower every person with access to accurate and actionable clinical testing when and where it matters most," is seeking to enhance its team with a Business Development Associate role. This critical position aims to drive growth by implementing effective sales and relationship management strategies, with a focus on expanding our laboratory testing services. Annually, our lab processes over 6 million tests, covering a wide range of clinical diagnostics, including fertility, OBGYN, general health, infectious diseases/STDs, and at-home testing. This is an opportunity to utilize your dynamic sales skills in a role dedicated to advancing healthcare and ensuring excellence in patient care.

Responsibilities:

  • Account Acquisition and Development: Successfully acquire and develop new accounts by meeting/exceeding sales objectives and revenue quotas. Utilize research to qualify and prioritize new business opportunities in defined market segments. Execute innovative sales strategies to meet and exceed sales targets.
  • Client Relationship Management: Establish and cultivate strong relationships with healthcare professionals and facilities. Conduct needs assessments to tailor services effectively, ensuring client satisfaction and retention.
  • Site Development: Identify potential sites for Patient Service Centers (PSCs) and promote these sites to enhance service accessibility and convenience.
  • Education and Training: Provide training and information to healthcare professionals and staff regarding laboratory tests, billing policies, and procedures to ensure clarity and compliance.
  • Data Management: Maintain a Customer Relationship Management (CRM) database of all calls and sales activities in HubSpot. Maintain 30/60/90 sales prospect tool.
  • Compliance: Ensure strict adherence to confidentiality and HIPAA regulations. Participate in and comply with the lab's compliance program and complete all required sales and customer service training.
  • Consultative Sales Approach: Employ a proactive consultative sales approach to understand customer business processes, critical success factors, and competitive standing.
  • Trusted Advisor Status: Earn the status of a "Trusted Advisor" with accounts, understanding the products, territory, accounts, industry marketplace, and business drivers.
  • Collaboration with Internal Resources: Collaborate with marketing and support teams to implement marketing plans and accurately forecast account sales.

Specific Duties:

Sales Performance Targets and Quota Expectations

  • Achieve $6,000 in net new business collections within the first 120 - 180 days of employment.
  • After the initial period, the expectation is to generate at least $6,000 in new business every 30-60 days.
  • The long-term goal is to reach $100,000 to $150,000 in Monthly Recurring Revenue (MRR) within the first 12-18 months of employment.
  • Client Needs Assessment: Conduct thorough assessments of client needs, visiting a minimum number of leads.
  • Outbound Calls: Complete a minimum of outbound, in-person, cold selling calls [during inbound sales shifts - remove] to proactively engage potential clients and secure (close) new business.
  • Webinar and Presentation Skills: Conduct a minimum number of webinars, in-person, and phone presentations to articulate the company's offerings, including licensed reports.
  • This is a “hunter” sales role - you should not apply for this role if you are not comfortable being on the road every day making a lot of cold calls within the Medical Communities for the area you will be covering should you accept an offer.
  • Sales Forecast Management: Manage sales forecasts, ensuring Hubspot CRM and client business reviews are completed.

Qualifications:

  • Strong motivation to perform.
  • Proven experience in sales, customer service, or a related field, preferably within the healthcare or clinical laboratory industry.
  • Demonstrated ability to function both in a team and independently.
  • Excellent communication and interpersonal skills, focused on building rapport with clients.
  • Familiarity with software platforms and proficient in managing databases.
  • Strategic thinker with a solid understanding of business development principles.
  • Bachelor's degree in Business Administration, Marketing, or a related field is preferred.

Compensation Package:

  • Total Target Compensation: Up to $200,000+ per annum within two years, subject to performance and business growth.
  • Base Salary: Depending on experience and qualifications.
  • Variable Pay: Compensation of $140,000+ per year at quota achievement.
  • Standard benefits package, featuring a 401K match, health insurance, profit sharing, and tuition reimbursement, further supporting your professional development and personal well-being.

Job Type: Full-time

Pay: From $60,000.00 per year

Benefits:

  • 401(k)
  • 401(k) matching
  • Cell phone reimbursement
  • Dental insurance
  • Health insurance
  • Paid time off
  • Tuition reimbursement
  • Vision insurance

Schedule:

  • 8 hour shift
  • Monday to Friday

Supplemental pay types:

  • Bonus opportunities
  • Commission pay
  • Yearly bonus

Travel requirement:

  • Up to 75% travel

Experience:

  • Business development: 2 years (Required)
  • Sales: 2 years (Required)

Ability to Relocate:

  • Orange County, CA: Relocate before starting work (Required)

Willingness to travel:

  • 75% (Required)

Work Location: On the road