Specialty (Sales) Development Executive (Richmond, VA)

Recognized as one of Forbes 2024 “America's Best Large Employers” Labcorp is a global life sciences leader dedicated to advancing patient health and empowering clear, confident decisions through innovative diagnostics. Labcorp is seeking to hire a Specialty Development Executive to help identify and shape opportunities for our continued growth across our Specialty Medicine segment.

The territory is Richmond, Williamsburg, Virginia Beach, Norfolk, and Chesapeake Virginia. Ideally the candidate would live in Richmond, VA.

This is a unique opportunity to join the Esoteric Business team of a leading global life sciences company that advances patient health and powers clear, confident decisions through its diagnostics and drug development offerings.

As a Specialty Development Executive, you will function as an outside sales representative primarily focused on growing new business in the defined, assigned territory, within the specialty segments namely Ambulatory Surgery Centers, Dermatology, Endocrinology, Gastroenterology, Neurology, Rheumatology, and Urology.

We are seeking a competitive and collaborative individual with a high degree of communication, business acumen and sales skills who enjoys growing and working with a seasoned, high performing team across a wide variety of high growth therapeutic areas including Alzheimer's disease, autoimmune disorders, kidney and liver diseases, diabetes and other conditions.

Essential duties & responsibilities:

• Successfully build and execute an annual business plan with quarterly updates. Cold call and build a sales pipeline that will provide ongoing revenue goal achievement

• Accurately forecast and maintain a sales funnel of new opportunities in-line with a monthly quota

• Maintain and organize an annual book of business, while meeting and exceeding sales growth goals in the assigned territory. Achieve long and short-term sales objectives by providing specialty solutions

• Serve as a subject matter expert and champion of Labcorp's expansive list of specialty testing solutions for customers and prospective clients

• Create effective customer relationships. Make in person visits to clients on a regular basis to provide ongoing customer support, education on focus products and market updates for current customer base using sales analytics and insights

• Function as a liaison between the client and Labcorp. Collaborate, communicate and actively contribute to and pursue new business opportunities with Labcorp Clinical Sales counterparts

• Keep current with the competition's products, service offerings and activity

• Stay updated of new products, clinical guidelines, new developments in the industry & research trends

• Use market data, sales analytics and insights to make sales decisions and spot new business opportunities.

• Provide updates to senior leadership on key strategic initiatives and new business opportunities

• Establish and maintain effective working relationships with all company support departments internally

• Effectively manage travel to maximize sales productivity

• Attend local and national professional trade shows and events as requested

• Update all relevant customer account information into Salesforce

Requirements:

• Bachelor's degree strongly preferred.

• Previous outside sales experience is required; preferably 5 years

• A strong degree of comfort in both inpatient and outpatient settings

• Previous experience selling directly to Physicians required

• Successful experience in the AP or clinical specialties space preferred

• Strong technical competency and business acumen capabilities

• Previous laboratory or diagnostics sales experience highly preferred

• Ability to collaborate closely with sales and operations teams to grow the business

• Excellent written and verbal communication skills

• Ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process

• Demonstrated history of recent success and sales accomplishments

• Strong consultative selling and closing skills

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. For m