Account Executive - Diagnostic Lab Sales

Calqulate; Sacramento (CA); On-site; USD 85,000 - 130,000; Full time

Job summary

Calqulate Metrics Ltd. is seeking an Account Executive for Diagnostic Lab Sales to promote our diagnostic products to healthcare practitioners. The role emphasizes relationship-based sales, consultative service, and product adoption within an assigned territory.

Engagement is primarily via remote communication with in-person visits for high-value opportunities. The candidate should have strong presentation and CRM skills and be comfortable in a fast-paced, entrepreneurial environment.

Qualifications

• Bachelor's degree or 5+ years of sales experience with 3+ years in clinical lab/diagnostics.
• Experience selling to physicians and HCPs is required.
• Strong presentation skills and ability to convey technical concepts over the phone and in person.

Responsibilities

• Achieve key sales and customer contact objectives in an assigned territory.
• Design and execute a territory communication plan to maximize reach and sales impact.
• Educate HCPs on the clinical value of products and drive adoption.
• Use approved materials to educate and sell effectively.
• Support pricing and reimbursement discussions with internal contacts.
• Assist customers with billing logistics including ordering, reporting, and invoicing.

Skills

Blood-based diagnostic sales

Presentation skills

Interpersonal skills

Time management

Organizational skills

Adaptability

Independent work

Education

Bachelor's degree

Tools

CRM software

Microsoft Office

Job description

Account Executive - Diagnostic Lab Sales

About the Opportunity

Our client is a well-established, forward-thinking clinical diagnostics company focused on developing precision-based testing solutions that support better patient outcomes across the healthcare journey - from diagnosis and prognosis to treatment selection and ongoing monitoring. They're looking to add a driven, relationship-focused sales professional to their growing team.

Summary

The Account Executive is an individual contributor role responsible for promoting our client's diagnostic products and services to healthcare practitioners (HCPs), clinical staff, and other key decision-makers within an assigned territory. This role is central to driving revenue growth through a consultative, relationship-based approach to sales, customer service, and product adoption. Customer engagement is carried out primarily through remote communication, supplemented by in-person visits when a clear, high-value opportunity is identified.

Essential Duties and Responsibilities

• Achieve key sales and customer contact objectives across an assigned territory
• Design and execute a territory communication plan to maximize reach, frequency, and sales impact with target customers
• Educate HCPs and their staff on the clinical value of the company's products and services to drive consistent adoption
• Use approved materials (literature, presentations, brochures, etc.) to educate and sell effectively
• Provide general guidance on pricing and reimbursement, routing detailed questions to the appropriate internal contacts
• Support customers with billing logistics, including ordering, reporting, and invoicing processes
• Maintain accurate, up-to-date contact and activity records for account tracking
• Track progress against sales and activity targets
• Enter and maintain customer data in the company's CRM system
• Represent the company at trade shows, conferences, and industry exhibits
• Identify, investigate, and help resolve customer concerns in coordination with internal teams

Qualifications

• Blood-based diagnostic testing sales experience required
• Specialty testing (GI, Rheum, Hepatology a strong plus)
• Must have physicians and HCPs as call points
• Must know how to navigate the top health and hospital systems in the region
• Strong presentation skills with the ability to clearly and professionally convey technical concepts by phone and in person
• A genuine belief in the value of face-to-face relationship-building with HCPs, paired with strong product knowledge
• Solid technical skills, including proficiency with CRM software and the Microsoft Office suite
• Excellent interpersonal, time-management, and organizational skills
• Adaptability and comfort working in ambiguous or fast-changing situations
• Ability to work independently while contributing effectively to a team
• Comfortable in a fast-paced, multi-tasking, entrepreneurial environment
• Able to manage phone and computer tasks simultaneously

Education / Experience

Bachelor's degree, or a minimum of 5 years of sales experience with at least 3+ years in clinical lab/diagnostics.