Business Development Account Executive

Versiti • Indianapolis, IN

1d • Onsite

About The Position

Versiti is seeking a Business Development Account Executive to drive growth for its Clinical Trial Service’s Central Labs. Reporting to the VP of Business Development, this role manages the lead lifecycle, from outbound prospecting and account identification through opportunity qualification and coordination with senior sales leaders. It also maintains accurate, actionable CRM data and supports contract and document execution.

The position combines sales enablement, client engagement, and operational coordination. The Account Executive develops new business, manages and grows client accounts, contributes to proposals and contracts, and communicates customer needs internally. The role works with internal teams and external partners to identify opportunities, strengthen relationships, and align business development strategies with market needs. It requires substantial travel, including a planned minimum of 40% field time and likely travel of 50–60% of the time.

Requirements

• Bachelor’s degree in Life Science, Business, Sales, Marketing, or a related field.
• 1–3 years of relevant field-based sales experience.
• 1–3 years of key account management experience, including managing complex accounts, mapping stakeholders and decision-making processes, and coordinating efforts across an organization.
• Understanding of the health care market, hospital services, and diagnostic laboratory products and services.
• Goal-oriented, self-starting, and able to work independently with minimal direct supervision.
• Enthusiasm, a positive attitude, authenticity, and perseverance for direct sales, including prospecting, cold calling, selling high-end products or services, and discerning and overcoming objections.
• Strong organizational, communication, and problem-solving skills.
• Excellent verbal and written communication skills, including presentation and negotiation skills.
• Outstanding interpersonal and customer service skills, including the ability to establish credibility and professional working relationships with all levels of staff in the scientific community.
• Proficient computer skills, including working with personal computers and laboratory information systems.
• Valid U.S. driver’s license, access to a vehicle, and ability to travel as required by business needs; travel of up to 50–60% is likely.
• Equivalent combinations of education and related experience may be substituted with approval from Human Resources and Diagnostic Laboratories Senior Management.

Nice To Haves

• Master’s degree.
• Technical background, including laboratory or medical operations experience, in lieu of the required degree.
• Relevant industry certifications.

Responsibilities

• Manage renewals, expansions, and service-level upselling for Versiti Clinical Trial Service’s Central Labs.
• Secure and drive new business in the clinical trial services market and meet revenue goals.
• Call on prospective and current partners, including pharmaceutical companies, biotech companies, CROs, and other Central Lab partners, to position Central Lab services.
• Maintain and grow knowledge of Central Lab products and service lines.
• Represent Versiti at trade shows, client meetings, and relevant professional organizations.
• Serve as the primary client contact for sponsors and maintain collaborative relationships with designated key accounts.
• Manage contract negotiations, account growth, annual business reviews, and resolution of client concerns.
• Manage multiple Central Lab accounts, including needs assessments, stakeholder mapping, pipeline preparation and management, and relationship building.
• Represent the voice of the customer by communicating client needs, concerns, satisfaction, expansion opportunities, competitor activity and strategies, and marketing or advertising campaign feedback.
• Support the organization of client visits and bid defenses.
• Achieve quarterly and annual sales plans for Versiti Clinical Trial Service’s Central Labs.
• Manage CRM activity, including entering call activity, qualifying leads, updating opportunities, managing the pipeline, and maintaining accurate account information.
• Use CRM tools to manage and document territory and client information.
• Plan work schedules to maximize client visits and calls while minimizing expenses; maintain a 90-day travel schedule and spend at least 40% of time in the field with external prospects and partners.
• Maintain current professional knowledge of the clinical trial landscape and Versiti’s and its affiliates’ expertise in Central Lab Services, Hematology, Transfusion Medicine, Transplant/Oncology, and other offerings.
• Provide subject-matter-expert input to Enterprise Sales Directors during larger pursuits.
• Collaborate with operational groups to complete proposals and finalize contracts, and with company resources to achieve superior customer satisfaction.
• Work effectively with operations and maintain a general understanding of company capabilities, capacity, and timelines.
• Perform other duties reasonably within the scope of the job classification.
• Understand and comply with applicable regulatory and compliance requirements, standard operating policies, and procedures.

Benefits

• Medical, dental, and vision plans for eligible full-time regular employees.
• Paid time off and holidays.
• Short- and long-term disability insurance.
• Life insurance.
• 401(k) with a 7% dollar-for-dollar match.
• Voluntary programs and discount programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level