Toxicology Testing Business Development Representative

Keystone Distinction Group; Indianapolis, Northern (IN, KY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Keystone Distinction Group is seeking an experienced Toxicology Testing Account Executive to develop new business across Indiana in a field-based, consultative sales role. You will engage owners, executives, administrators, and clinical leaders to tailor toxicology solutions that improve workflow and financial performance.

The ideal candidate has current toxicology sales experience, established Indiana healthcare relationships, and the ability to move opportunities through a multi-stakeholder

Qualifications

• Current or recent successful experience selling clinical toxicology or laboratory testing services.
• Knowledge of urine drug testing and confirmatory testing.
• Proven ability to prospect, develop opportunities, and close net-new business.
• Experience selling to healthcare owners, executives, administrators, or clinicians.
• Understanding of operational and financial considerations in toxicology testing.
• Strong consultative sales, presentation, negotiation, and relationship skills.
• Ability to communicate lab and medical terminology credibly with clinical and business audiences.
• Strong territory-management, organization, and follow-up skills.
• Proficiency with Microsoft Office and CRM tools.
• Valid driver's license and willingness to travel regularly throughout Indiana.

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.

Skills

Consultative sales

Relationship-building

Territory management

Healthcare stakeholders

Lab terminology communication

Education

Bachelor's degree in business/healthcare/life sciences

Tools

CRM software

Microsoft Office

Job description

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.