Deciphex

Regional Business Development Manager/Director

Deciphex

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Job Level

Lead

About the role

  • Territory Development & New Business Growth.
  • Build and execute a territory plan targeting hospital labs, independent pathology groups, and POLs.
  • Develop and maintain a qualified pipeline aligned with revenue target.
  • Prospect actively through direct outreach, industry networking, conferences, and referrals.
  • Convert qualified opportunities into signed service agreements.
  • Consultative Selling Position Diagnexia as a scalable subspecialty coverage solution.
  • Identify client pain points including: Subspecialty coverage gaps (e.g., GI, GU, Derm, Breast), Rising locum tenens costs, Recruiting challenges in difficult geographies, Turnaround time pressures, Burnout and uneven workload distribution.
  • Demonstrate financial and operational ROI versus traditional staffing models.
  • Relationship Management.
  • Develop trusted advisor relationships with Pathologists, Medical Directors, Laboratory Directors, Hospital administrators.
  • Support onboarding and long-term account growth.
  • Sales Execution & Reporting.
  • Maintain disciplined CRM documentation.
  • Forecast accurately.
  • Manage sales cycle timelines.
  • Collaborate with marketing and operations teams.

Requirements

  • You’ll be Southern USA based (given customer timezone & international teams).
  • You are comfortable with regular travel on site (30 - 50%).
  • To thrive here you bring deep familiarity with regional, and ideally national US diagnostics markets, with a focus on anatomic pathology or digital pathology.
  • 2-4+ years selling into U.S. hospital pathology groups, independent reference labs, or physician office laboratories.
  • Demonstrated experience calling directly on pathologists, medical directors, and lab administrators.
  • Strong understanding of anatomic pathology workflows including accessioning, slide digitization, subspecialty sign-out, and reporting.
  • Familiarity with CPT coding and professional component billing (e.g., 88305-26).
  • Experience selling services (not just capital equipment) with recurring revenue models.
  • You know how to navigate to pathologists, medical directors, and lab directors, and you already have or can rapidly build a strong network.
  • You understand the decision making dynamics behind outsourcing pathology and diagnostic services and can engage credibly with pathologists, medical directors, laboratory directors, and operational leaders.
  • Proven ability to engage & transform leads into sales.
  • Track record of exceeding KPI’s/ Targets - comfortable as a hunter going out to find new business.
  • You’re motivated by building something from the ground up in a company that is reshaping how pathology works for patients and providers.
  • Experience with GLP regulations or software will be ‘a distinct advantage.’
Benefits
  • Competitive salary with performance based annual increments.
  • Commission.
  • Healthcare benefits.
  • A true sense of meaning in your work by contributing to better patient outcomes.
  • The opportunity to work alongside a world-class, high performing team in a hyper-growth startup environment.
  • Regular performance feedback and significant career growth opportunities.
  • A highly collaborative and supportive multicultural team.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
consultative sellingsales executionCRM documentationforecastinganatomic pathology workflowsCPT codingprofessional component billingrecurring revenue modelslead engagementKPI tracking
Soft Skills
relationship managementnetworkingcommunicationconsultative approachproblem-solvingmotivationadaptabilitycollaborationtrust buildingsales hunting