Executive Director, Business Development - North Central Region

The Executive Director, Business Development - North Central Territory is responsible for securing strategic partnerships and large‑scale collaborations with health systems and academic medical centers. This role requires a highly skilled executive seller experienced in the health system ecosystem, relationship development within competitive hospital accounts, and influencing C‑suite decision‑makers.

Summary of Responsibilities

• Lead new business development with academic hospitals and health systems.

• Develop and execute strategic sales and marketing plans to achieve growth objectives.

• Build and maintain strong relationships with key prospects and clients; negotiate and close high‑value partnerships with major hospitals and health systems.

• Monitor competitor activity and leverage market intelligence to guide strategy.

• Use data to forecast sales, set performance goals, and optimize account plans.

• Conduct market research and apply insights to strengthen sales and marketing efforts.

• Maximize business volume within assigned accounts through long‑term relationship management.

• Engage C‑suite and senior medical leaders (CEO, COO, CFO, CIO, CNO, VP of Ancillary Services, Medical Directors, Department Chairs, etc.).

• Maintain working knowledge of hospital laboratory technologies, including LIS systems (Epic, Cerner/Oracle, etc.).

• Establish deep, trust‑based relationships as a strategic partner to client leadership.

• Demonstrate strong listening, questioning, and emotional intelligence to uncover both stated and unstated customer needs.

• Manage objections effectively while expanding opportunities and strengthening relationships.

• Deliver persuasive, client‑focused solution recommendations.

• Facilitate effective virtual and in‑person meetings that advance outcomes and shorten sales cycles.

• Understands laboratory product offerings, partnership models, and the value delivered across diverse market environments.

• Operate as a strategic thinker who can also execute within a matrixed organization.

• Model leadership that fosters inclusion, collaboration, and strong communication.

• Actively seek diverse perspectives to solve business challenges.

Requirements

• Advanced degree (MA, MBA preferred).

• Laboratory industry or related healthcare experience.

• Proven healthcare sales experience.

• Minimum of 10 years executive‑level selling experience.

• Proficiency with CRM platforms.

• Must live within the following states: OH, KY, IN, IL, MI, WI

Additional Skills & Competencies

• Strong executive presence, communication, and self‑awareness.

• Financial acumen, including understanding of P&L statements.

• Excellent writing, presentation, and communication skills.

• Proficiency in digital communication and social media.

• Strong research, planning, and organizational capabilities.

• Ability to deliver professional presentations to senior audiences.

• Business acumen and strategic thinking.

• Networking, prospect qualification, and incremental closing skills.

• Strong follow‑up, negotiation, and customer‑focused decision‑making.

• Results‑driven, resourceful, and action‑oriented.

• Ability to prioritize competing interests to achieve maximum impact.

Travel Requirements

• Valid driver’s license and clean driving record.

• Ability to travel overnight as needed.

Application Window: 3/13/2026

Pay Range:  $160,000-$204,000 + sales incentive bonus plan

All job offers will be based on a candidate’s skills and prior relevant experience, applicable degrees/certifications, as well as internal equity and market data. 

The position is also eligible for bonus and/or commissions under the applicable variable compensation plan.  Bonus/commissions are earned based on achievement of performance metrics under the plan.   

Diagnostics Verbiage:

Benefits: Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan. Casual, PRN & Part Time employees regularly scheduled to work less than 20 hours are eligible to participate in the 401(k) Plan only. Employees who are regu