Laboratory Business Development Representative

Trinity Biotech; Buffalo (NY); On-site; USD 55,000 - 90,000; Full time

Job summary

Trinity Biotech in Buffalo, NY seeks a Laboratory Business Development Representative to expand market presence through proactive prospecting, relationship development, and consultative selling of diagnostic and testing services to healthcare providers and corporate clients.

The ideal candidate will have a hunter sales mentality, strong communication skills, and the ability to manage a sales pipeline, forecast activity, and collaborate with laboratory operations to ensure a seamless client

Qualifications

• Bachelor's degree in a life sciences field is required.
• 1–2 years of healthcare or laboratory sales experience preferred.
• Ability to identify and develop new business opportunities.
• Proven track record of meeting sales goals.

Responsibilities

• Identify, prospect, and develop new business opportunities within physician practices and healthcare systems.
• Build and maintain relationships with healthcare providers, decision-makers, referral sources, and stakeholders to drive service utilization.
• Conduct outbound sales activities including cold calling, networking, email outreach, and in-person visits.
• Manage full sales cycle from prospecting to contract negotiation, onboarding, and account growth.
• Develop territory and account plans to achieve revenue goals.
• Educate clients on laboratory testing services, capabilities, turnaround times, and value proposition.
• Collaborate with operations and leadership to ensure seamless customer experience and implementation.
• Maintain active sales pipeline and provide forecasting and reporting through CRM.
• Monitor market trends and competitor activity to identify growth opportunities.
• Travel approximately 20% to meet clients.
• Consistently meet or exceed sales objectives.

Skills

Hunter mindset

Prospecting

Relationship-building

Negotiation

Presentation skills

Communication skills

Time management

Market analysis

Sales forecasting

Lead generation

Education

Bachelor's degree in biology/chemistry or related field

Tools

Salesforce

Microsoft Office

Job description

Reports to: North American Director of Commercial Operations

Education Requirements:

4 year

Experience/Qualifications:

• Bachelor's degree in Biology, Chemistry, Biochemistry, Molecular Biology, Clinical Laboratory Science, Life Sciences, or a related scientific discipline required.


• 1-2 years of successful business development, technical sales, clinical sales, laboratory sales, or healthcare sales experience preferred.


• Demonstrated ability to prospect, identify, and develop new business opportunities with a \"hunter\" mindset focused on revenue growth and market expansion.


• Proven track record of meeting or exceeding sales goals, quotas, or key performance metrics.


• Strong understanding of laboratory services, diagnostic testing, clinical workflows, healthcare providers, or scientific products is preferred.


• Self-motivated, highly driven professional who can work independently with minimal supervision while managing multiple priorities.


• Excellent interpersonal, presentation, negotiation, and relationship-building skills.


• Ability to effectively communicate complex scientific and technical concepts to clinical, laboratory, and business stakeholders.


• Strong organizational and time-management skills with the ability to manage a sales pipeline and customer relationships effectively.


• Experience utilizing CRM systems such as Salesforce or similar platform to manage leads, opportunities, and customer interactions.


• Proficiency with Microsoft Office Suite, including Outlook, Excel, PowerPoint, and Word.


• Ability to analyze market trends, competitive activity, and customer needs to develop strategic business development plans.


• Demonstrated problem-solving skills and a customer-focused approach to delivering value-driven solutions.


• Ability to work collaboratively with laboratory operations, and leadership to support business objectives.


• Willingness and ability to travel up to 20% of the time for client meetings, industry events, conferences, and territory development activities.


• Valid driver's license and reliable transportation

Preferred Attributes

• Entrepreneurial mindset with a strong desire to win new business and expand market share.


• Resilient, persistent, and comfortable with cold calling (20+ outbound a day), networking, and proactive prospecting activities.


• High level of professionalism, integrity, and accountability.


• Experience working in diagnostic testing or reference laboratory services


• Ability to thrive in a fast-paced, growth-oriented environment and adapt to changing business priorities.


• Strong analytical skills with the ability to translate customer needs into actionable solutions.

Summary of Position:

The Laboratory Business Development Representative is responsible for expanding the laboratory's market presence through proactive prospecting, relationship development, and consultative selling. This role generates new business opportunities, manages a sales pipeline, and promotes the laboratory's diagnostic and testing services to healthcare providers, referral sources, and corporate clients. The ideal candidate is a driven, self-motivated sales professional with a strong hunter mentality, a passion for building client relationships and a proven ability to exceed growth and revenue objectives

Job Duties/Key Responsibilities:

• Identify, prospect, and develop new business opportunities within physician practices, healthcare systems, employers, corporate partners, and other target markets.


• Build and maintain strong relationships with healthcare providers, decision-makers, referral sources, and key stakeholders to drive laboratory service utilization.


• Conduct outbound sales activities, including cold calling, networking, email outreach, and in-person visits to generate qualified leads and new client accounts.


• Manage the full sales cycle, from prospecting and lead generation through contract negotiation, onboarding, and account growth.


• Develop and execute territory and account plans to achieve or exceed revenue, growth, and client acquisition goals.


• Educate prospective and existing clients on the laboratory's diagnostic testing services, capabilities, turnaround times, and value proposition.


• Collaborate with laboratory operations and leadership teams to ensure a seamless customer experience and successful implementation of new accounts.


• Maintain an active sales pipeline and provide accurate forecasting, activity tracking, and reporting through CRM systems.


• Monitor market trends, competitor activity, and customer needs to identify growth opportunities and support business development strategies.


• Represent the laboratory at industry events, conferences, trade shows, and networking functions to increase brand awareness and generate leads.


• Address client concerns, resolve service-related issues, and ensure high levels of customer satisfaction and retention.


• Develop and deliver professional presentations, proposals, and business reviews to prospective and existing clients.


• Travel throughout the assigned territory to meet with clients and prospects, with approximately 20% travel required.


• Consistently meet or exceed established sales, revenue, and business development performance objectives.