Area Director of Business Development/Regional Sales Manager - ETX/DFW

Job Functions, Duties, Responsibilities and Position Qualifications:

The Business Development Director/Regional Sales Manager is responsible for identifying, developing and implementing new business opportunities and market penetration; establishing relationships with prospective large client groups (e.g. ACOs, IPAs, FQHCs, etc.) and contributing to the development and execution of core strategies;  organic and inorganic growth initiatives. The successful candidate will develop and strengthen business-planning strategies across the Division and focus on building relationships with both external and internal stakeholders to increase sales and deliver profitable revenue. This individual will be adept at identifying competitive landscapes, opportunities for expansion, new markets, and new industry developments and standards. Additionally, this role will be responsible for managing the Sales personnel and training providing appropriate support to ensure success. This role will partner closely with internal operations to ensure the highest quality of service provided to each client. They participate in weekly meetings to ensure the Sales personnel are meeting quota and maintaining their existing portfolio of business.

Principal Responsibilities:
· Lead the sales process in developing new large accounts and business opportunities.
· Proactively identify business opportunities through market research/trending and industry
contacts/leads; look at prospects both within CPL’s current core business and new ventures.
· Analyze potential business opportunities including projected volumes, revenue, expenses,
challenges, and resources needed; present findings to senior management along with
recommendations.
· Compile and maintain a list of contacts of prospective business opportunities in client
management system (HC1).
· Proactively prospects for, develops, and maintains a pipeline of strategic opportunities
· Communicate regularly with executive teams for deal reviews, pitch outs, status updates,
business case discussions etc.
· Assist in the evaluation and execution of strategic opportunities and potential business deals
· Lead and/or support financial and operational due diligence/ business case development for
deals
· Maintain and schedule meetings with key senior management team to discuss sales
opportunities, needs, and market requirements. Work with this key group to formulate a plan
and monitor those plans until completion
· Close new business opportunities by coordinating requirements, developing and negotiating
contracts and integrating requirements with business operations.
· Drive reference laboratory business through establishment of relationships with large hospital
networks and pathology groups; set the stage for, work collaboratively with Sales
Representatives to develop relationships with individual physicians within particular networks.
· Identify contracting needs for managed care for growth and development and work with the
Vice-President of Sales to secure these contracts.
· Be required to perform other job duties, as necessary.

Education:

Bachelor’s degree in Business Management and or Marketing preferred.

Experience:

Minimum 5 years experience in a sales position preferably interacting with senior
management in managed care organizations, hospitals and large multi-specialty groups.
Experience with account planning, opportunity identification, qualification, strategy development,
proposal and service delivery. 3 to 5 years’ previous outside medical sales management experience
strongly preferred.

Skills:
· Strong analytical, negotiating, organizational, time management, presentation and project
management skills.
· Ability to understand cutting-edge laboratory technology and apply that into effective sales and
marketing programs.
· Sound knowledge of healthcare trends and programs and the ability to forecast these trends on the laboratory indus