Internal Account Manager

Quest Diagnostics Incorporated; Sacramento (CA); On-site; USD 85,000 - 93,000; Full time

Benefits offered by this job

Uncapped Sales Incentive Plan

Best in Class Training Program

Healthcare for FT employees

401(k) with company match

Employee stock purchase plan

Vacation and Health/Flex Time

Holidays and personal days

Educational assistance

Job summary

Quest Diagnostics Incorporated in Sacramento, CA is seeking an Internal Account Manager to drive sales of laboratory diagnostic services through lead generation, upsells, and territory growth via tele-sales and occasional in-person visits. You will manage a book of accounts and collaborate with Account Executives to grow the business.

The role offers an uncapped incentive plan and a comprehensive benefits program, with total earnings around $85,000-$93,000 annually, plus potential performance

Qualifications

• Strong communication skills, both oral and written.
• Experience in healthcare sales or laboratory industry preferred.
• Bachelor's degree required or equivalent experience.

Responsibilities

• Develop and implement sales plans to target accounts for growth.
• Manage inquiries to minimize attrition and negative volume variance.
• Generate high-quality leads through tele-sales and occasional in-person visits.
• Analyze targeted accounts and develop recommendations to acquire their business.
• Drive sales through pre-call planning, post-call analysis and follow-up.
• Source new opportunities through inbound and outbound calls/emails.
• Analyze profitability of existing accounts and implement action plans to increase returns.
• Educate customers on new products and services and use the Why Quest messaging.
• Maintain knowledge of connectivity products and solutions.
• Travel to build relationships with Account Executives and cover open territories.
• Utilize Salesforce.com and complete administrative tasks on time.
• Ensure compliance with company policies and government regulations.

Skills

Communication skills

Negotiation

Customer focus

Time management

Organizational skills

Education

Bachelor's Degree (Business, Marketing or Life Sciences)

Tools

Salesforce

Microsoft Office

Job description

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.

Total Earnings (base salary plus uncapped incentive plan): $85,000 - $93,000 / annually

Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.

Benefits Information:

• Uncapped Sales Incentive Plan
• Best in Class Commercial New Hire Training
• Commercial-Specific Leadership Development Program
• Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours
• Best-in-class well-being programs
• Annual, no-cost health assessment program Blueprint for Wellness
• healthyMINDS mental health program
• Vacation and Health/Flex Time
• 6 Holidays plus 1 “MyDay” off
• FinFit financial coaching and services
• 401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service
• Employee stock purchase plan
• Life and disability insurance, plus buy-up option
• Flexible Spending Accounts
• Annual incentive plans
• Matching gifts program
• Education assistance through MyQuest for Education
• Career advancement opportunities and so much more!

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.

Qualifications:

Required WorkExperience:

• 1-3 years of experience inHealthcare/Laboratory Industry and general economics of business

Preferred Work Experience:

• Sales experiencepreferred.

Skills:

• Demonstrated solid communication skills, both oral and written
• PC skills including knowledge of MicrosoftSoftware

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

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Quest Diagnostics honors our service members and encourages veterans to apply.

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.