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.

Total Earnings (base salary plus uncapped incentive plan): $85,000 - $93,000 / annually

Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.

Benefits Information:

We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:

Uncapped Sales Incentive Plan

Best in Class Commercial New Hire Training

Commercial-Specific Leadership Development Program

Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours

Best-in-class well-being programs

Annual, no-cost health assessment program Blueprint for Wellness®

healthyMINDS mental health program

Vacation and Health/Flex Time

6 Holidays plus 1 "MyDay" off

FinFit financial coaching and services

401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service

Employee stock purchase plan

Life and disability insurance, plus buy-up option

Flexible Spending Accounts

Annual incentive plans

Matching gifts program

Education assistance through MyQuest for Education

Career advancement opportunities and so much more!

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:

Telemarketing and high-volume outreach experience. Healthcare and life sciences background is a bonus.

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