Internal Account Manager

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.

This is a hybrid role requiring the associate work three days per week in the lab (within the Eastern PA market).

• 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.

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