Business Development Account Executive

Overview

Versiti is a fusion of donors, scientific curiosity, and precision medicine that recognize the gifts of blood and life are precious. We are home to the world-renowned Blood Research Institute, we enable life saving gifts from our donors, and provide the science behind the medicine through our diagnostic laboratories. Versiti brings together outstanding minds with unparalleled experience in transfusion medicine, transplantation, stem cells and cellular therapies, oncology and genomics, diagnostic lab services, and medical and scientific expertise. This combination of skill and knowledge results in improved patient outcomes, higher quality services and reduced cost of care for hospitals, blood centers, hospital systems, research and educational institutions, and other health care providers. At Versiti, we are passionate about improving the lives of patients and helping our healthcare partners thrive.

Position Summary

Reporting to the VP of Business Development, this newly created role plays a critical part in driving growth through focused business development activities. The individual will take ownership of the lead lifecycle from executing outbound campaigns and identifying prospective client accounts to qualifying opportunities and ensuring a seamless handoff to senior sales leaders. Central to the role is the effective management of our CRM data, ensuring accuracy, visibility, and actionable insights that support decision-making. The role also includes supporting contract and document execution while acting as a subject matter expert for CRM systems and processes. Beyond lead generation and data management, this role is highly collaborative, working closely with internal teams and external partners to uncover new opportunities and strengthen existing client relationships. The individual will contribute to proposal development, support contract management, and serve as the voice of the customer internally, ensuring business development strategies align with market needs. This is a role and function that sits at the intersection of sales enablement, client engagement, and operational excellence.

Total Rewards Package

Compensation The target salary is based on internal averages. Versiti sets salary ranges aligned to local markets in which the job is performed. Compensation decisions take into account internal salary averages and differentiation based on education, experience, skills, and performance. Specific salary and benefits information is shared at the time of the phone screening based on your location and qualifications. Benefits Versiti provides a comprehensive benefits package based on your job classification. Full-time regular employes are eligible for Medical, Dental, and Vision Plans, Paid Time Off (PTO) and Holidays, Short- and Long-term disability, life insurance, 7% match dollar for dollar 401(k), voluntary programs, discount programs, others.

Responsibilities

• BUSINESS DEVELOPMENT & SALES - Manage renewals, expansions, and service-level upsell within the Versiti Clinical Trial Service’s Central Labs. - Secure new business within the clinical trial services market. - Drive new business across Versiti Clinical Trial Service’s Central Labs. - Call on and position Central Lab services to prospective and current partners (including pharma, biotech, CRO and other Central Lab Partners) to meet revenue goals. - Maintain and grow knowledge of products and service lines of Versiti Clinical Trial Service’s Central Labs. - Present at trade shows and client meetings as a representative of Versiti and with relevant professional organizations to promote the Versiti Clinical Trial Service’s Central Lab business.
• CLIENT & ACCOUNT MANAGEMENT - Serve as primary client contact for sponsors. - Develop and maintain collaborative working relationships with designated Key Accounts. - Serve as primary contact point, manage contract negotiation, manage account growth, conduct annual business reviews, and resolve client concerns. - Manage multiple Central Lab accounts: develop needs assessments, conduct stakeholder mapping, prepare/manage pipeline, and build relationships. - Serve as Voice of Customer on client needs, issues/concerns, satisfaction, expansion opportunities, competitor activities/strategies, and marketing/advertising campaigns. - Support the organization of client visits and bid defenses.
• PLANNING & REPORTING - Achieve quarterly and annual sales plan for Versiti Clinical Trial Service’s Central Labs. - Actively manage CRM: enter call activity, qualify leads, update opportunities, manage pipeline, and ensure accuracy of account-specific information. - Use CRM tools to manage and document territory and client information. - Plan work schedule efficiently to maximize client visits/calls and minimize expense. - Maintain a 90-day travel schedule to achieve a minimum of 40% time in the field with external prospects and partners.
• MARKETING INTELLIGENCE & EXPERTISE - Maintain current professional knowledge in the clinical trial landscape, Versiti’s and its affiliates’ expertise within Central Lab Services, Hematology, Transfusion Medicine, Transplant/Oncology, and other service offerings to provide “value- added” expanded Company services.
• COLLABORATION & OPERATIONS - Support Enterprise Sales Directors with SME input during larger pursuits. - Collaborate with operational groups to complete proposals and finalize contracts. - Collaborate with company resources to achieve superior customer satisfaction. - Interact well with operations and maintain a general understanding of company capabilities, capacity, and timelines.
• Performs other duties as required or assigned which are reasonably within the scope of the duties in this job classification
• Understands and performs in accordance with all applicable regulatory and compliance requirements
• Complies with all standard operating policies and procedures

Qualifications

Education

• Bachelor's Degree Life Science, Business, Sales, Marketing or related field required
• Master's Degree desired

Experience

• 1-3 years relevant field-based sales experience required
• 1-3 years Key account management experience: Demonstrated expertise in managing complex accounts through a key account management approach. Responsible for mapping out stakeholders and their decision making process, and coordinating efforts across the organization. required
• Technical background to include experience in laboratory or medical operations in lieu of required degree preferred
• Equivalent combination of education and related experience may be substituted with the approval of Human Resources and Diagnostic Laboratories Senior Management. required

Knowledge, Skills and Abilities

• Understanding of health care market, hospital services, and diagnostic lab products and services. required
• Highly goal-oriented: self-starter with the ability to work independently with minimal direct supervision required
• Enthusiasm, positive attitude, authenticity and perseverance necessary for success in a direct sales career including prospecting, making “cold” calls, selling high-end products/services, and discerning and overcoming objections required
• Strong organizational, communication, and problem solving skills required
• Excellent verbal and written communication skills including presentation and negotiation skills required
• Outstanding interpersonal and customer service skills including the ability to establish credibility and develop professional working relationships with all levels of staff within the scientific community required
• Proficient computer skills to work with personal computers and laboratory information systems required
• Valid U.S. Driver’s License, access to a vehicle, ability to travel as defined by business needs. Travel up to 50-60% of time is likely. required

Licenses and Certifications

• Relevant industry certifications desired

Tools and Technology

• Personal Computer required
• iPad or smart device equivalent required
• iPhone or smart phone equivalent required
• MiFi wireless card required

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