Own a regional new-business target focused exclusively on securing signed, multi-year committed distribution agreements within target health systems
Proactively identify, target, and penetrate priority health systems not under committed agreement
Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth
Develop executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to create enterprise alignment and sponsorship
Generate, qualify, and maintain a robust, high-value pipeline of enterprise opportunities
Lead complex negotiations from initial engagement through signed agreement, including pricing strategy, contract structure, and performance commitments
Develop and defend internal business cases to secure executive approval for strategic pursuits
Orchestrate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions
Drive disciplined opportunity management, milestone execution, and forecast accuracy
Monitor market consolidation, competitive displacement opportunities, and emerging health systems initiatives to proactively create new entry points
Develops comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes
Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority

Requirements

Bachelor’s degree required; MBA or advanced degree preferred
7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales
2+ Years of leadership experience is a plus
Demonstrated success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems
Proven 'hunter' track record — evidence of breaking into new accounts and converting them into contracted customers
Strong history of meeting or exceeding aggressive revenue and contract acquisition targets
Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred
Experience operating effectively within a matrixed, enterprise organization
Knowledge, Skills & Competencies Enterprise account penetration strategy expertise
Advanced negotiation and deal structuring capabilities
Strong financial acumen (ROI modeling, margin analysis, long-term contract economics)
Ability to navigate complex IDN decision-making hierarchies
Executive presence and persuasive communication skills
High resilience, urgency, and competitive drive
Self-starter mentality with disciplined pipeline management
Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC

Benefits

A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

Applicant Tracking System Keywords

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

Hard Skills & Tools

enterprise business developmentstrategic account managementnegotiationdeal structuringfinancial acumenROI modelingmargin analysiscontract acquisitionpipeline managementaccount acquisition strategies

Soft Skills

executive presencepersuasive communicationresilienceurgencycompetitive driveself-starter mentalityleadershipinfluencing without authorityrelationship buildingmilestone execution

Certifications

Bachelor's degreeMBA or advanced degree