Internal Account Manager
Quest Diagnostics
Summary
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.
Job description
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 Work Experience: 1-3 years of experience in Healthcare/Laboratory Industry and general economics of business.
Preferred Work Experience: Sales experience preferred.
Skills: Demonstrated solid communication skills, both oral and written. PC skills including knowledge of Microsoft Software.
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
Requirements
- 1-3 years of experience in Healthcare/Laboratory Industry and general economics of business
- Bachelor's Degree Preferably in Business, Marketing, or the Life Sciences (Required)
- Demonstrated solid communication skills, both oral and written
- PC skills including knowledge of Microsoft Software
- Sales experience preferred
Benefits
- Uncapped Sales Incentive Plan
- Commercial New Hire Training
- Leadership Development Program
- Medical, Dental & Vision
- Well-being programs
- Health assessment program
- Mental health program
- Vacation & Flex Time
- 6 Holidays plus MyDay
- Financial coaching
- 401(k) with company match
- Roth IRA
- Employee stock purchase plan
- Life insurance
- Disability insurance
- Flexible Spending Accounts
- Annual incentive plans
- Matching gifts program
- Education assistance
Company overview
Quest Diagnostics is a leading provider of diagnostic information services, operating one of the largest clinical laboratory networks in the United States. Founded in 1967 and headquartered in Secaucus, New Jersey, the company offers a comprehensive range of diagnostic testing services including routine blood tests, genetic testing, molecular diagnostics, and anatomic pathology. Quest serves approximately one-third of American adults and physicians annually through its network of approximately 2,250 patient service centers and extensive outreach operations. The company processes over 500,000 test requests daily, providing critical data that helps healthcare providers make informed decisions about patient care. Quest Diagnostics has been at the forefront of diagnostic innovation, developing advanced testing capabilities for cancer, cardiovascular disease, infectious diseases, and neurological disorders. The company plays a vital role in public health through its participation in disease surveillance and population health management initiatives.