Toxicology Testing Business Development Representative

Calqulate; Indianapolis (IN); Presencial; USD 90.000 - 150.000; Jornada completa

Descripción de la vacante

Calqulate is hiring a Toxicology Testing Account Executive to develop new business across Indiana. This field-based role targets healthcare organizations and decision-makers to implement in-house toxicology laboratory solutions and improve workflow and financial performance.

The ideal candidate brings current toxicology sales experience, a proven net-new business track record, and established Indiana relationships. Residence in Indiana is preferred but not required.

Formación

• Experience selling clinical toxicology or laboratory testing services.
• Proven ability to prospect, develop opportunities, and close net-new business.
• Experience selling to healthcare owners, executives, and lab decision makers.
• Understanding of the economics of toxicology testing.

Responsabilidades

• Develop and manage a pipeline of new Indiana business opportunities.
• Prospect and build relationships with behavioral health and medical groups.
• Meet with owners, CEOs, COOs, administrators, and clinical leaders.
• Evaluate clinical, operational, and financial needs of organizations.
• Present in-house toxicology solutions and testing models.
• Explain lab solutions in practical clinical and business terms.
• Develop proposals, address objections, and move opportunities forward.
• Coordinate with implementation teams for smooth lab launches.
• Maintain long-term customer relationships and identify expansion opportunities.
• Keep CRM data, forecasts, and territory analyses accurate.
• Monitor payer, regulatory, and industry developments.
• Represent the organization at events and meetings.
• Consistently achieve sales and business-development goals.

Conocimientos

Consultative selling

Healthcare sales

Relationship building

Prospecting

CRM proficiency

Communication

Travel readiness

Educación

Bachelor's degree in business, healthcare, life sciences, or related field

Herramientas

CRM software

MS Office

Descripción del empleo

Toxicology Testing Business Development / Account Executive

Territory: Indiana
Travel: Regular travel throughout Indiana
Position Type: Field-Based Business Development / Sales

Position Summary

We are seeking an experienced Toxicology Testing Account Executive to develop new business throughout Indiana. This is a field-based, consultative sales position for a proven business-development professional with experience in clinical toxicology, urine drug testing, or laboratory services.

The Account Executive will identify and develop relationships with qualified healthcare organizations that may benefit from establishing or expanding an in-house clinical laboratory program. This person will work directly with owners, executives, administrators, clinical leaders, and laboratory decision makers to understand their testing needs and develop solutions that improve workflow, turnaround time, clinical oversight, patient care, and financial performance.

The ideal candidate has current or recent toxicology sales experience, a history of developing net-new business, and established relationships within the Indiana healthcare market.

Residence in Indiana is preferred but not required. Existing relationships and credibility with healthcare decision makers throughout Indiana are more important than home location.

Key Responsibilities

• Develop and manage a pipeline of new business opportunities throughout Indiana.
• Prospect and build relationships with behavioral health organizations, substance-use-disorder treatment centers, MAT/OTP programs, pain-management practices, physician groups, and other appropriate healthcare organizations.
• Conduct meetings with owners, CEOs, COOs, administrators, clinical leaders, physicians, and laboratory decision makers.
• Evaluate each organization's clinical, operational, workflow, compliance, and financial needs.
• Present appropriate in-house toxicology solutions, including presumptive screening, high-complexity confirmation testing, or integrated laboratory models.
• Explain complex laboratory solutions in practical clinical and business terms.
• Develop proposals, address objections, negotiate terms, and move qualified opportunities through the sales process.
• Work closely with implementation and operations teams to ensure a smooth transition from signed agreement through laboratory launch.
• Develop and maintain long‑term customer relationships and identify appropriate opportunities for account expansion.
• Maintain accurate CRM records, opportunity pipelines, forecasts, sales reports, and territory analyses.
• Monitor relevant payer, regulatory, reimbursement, compliance, competitive, and industry developments.
• Represent the organization at industry events, customer meetings, educational programs, training sessions, and conferences.
• Consistently achieve established sales and business‑development goals.

Required Qualifications

• Current or recent successful experience selling clinical toxicology, laboratory testing services, or closely related diagnostic solutions.
• Working knowledge of urine drug testing, including presumptive screening and laboratory‑based confirmation testing.
• Demonstrated ability to prospect, develop opportunities, and close net‑new business.
• Experience selling to healthcare owners, executives, administrators, clinical leaders, physicians, or laboratory decision makers.
• Understanding of the operational and financial considerations involved in toxicology testing.
• Strong consultative sales, presentation, negotiation, and relationship‑development skills.
• Ability to communicate laboratory and medical terminology credibly with both clinical and business audiences.
• Strong territory‑management, organization, follow‑up, and communication skills.
• Ability to maintain accurate CRM, pipeline, and forecasting information.
• Proficiency with Microsoft Office and standard business technology.
• Valid driver's license and willingness to travel regularly throughout Indiana.

Preferred Qualifications

• Established relationships within the Indiana healthcare market, particularly behavioral health, addiction treatment, MAT/OTP, pain management, or physician practices.
• Experience selling in‑house laboratory programs, toxicology instrumentation, reagents, laboratory services, or related diagnostic products.
• Familiarity with laboratory operations, reimbursement, billing, compliance, and LIS/EMR integration.
• Understanding of the economics associated with physician‑office and treatment‑center laboratory testing.
• Bachelor's degree in business, healthcare, life sciences, or a related field.

Ideal Candidate

The successful candidate is a hunter and relationship builder who knows how to open doors and develop business rather than simply manage an existing book of accounts.

You should be comfortable sitting across the table from healthcare executives and clinical leaders, asking the right questions, understanding their current testing model, identifying opportunities, and explaining how an in‑house laboratory solution could benefit their organization.

This position requires someone who is self‑directed, ethical, persistent, consultative, and comfortable managing a longer, multi‑stakeholder sales process from initial prospecting through implementation.

Compensation

Competitive compensation package with performance‑based, recurring, and uncapped earning potential.

Specific base compensation, commission structure, benefits, travel reimbursement, and other employment details will be discussed with qualified candidates.