Business Development Account Executive

Versiti, Inc.•Indianapolis, IN

About The Position

Versiti is seeking a Business Development Account Executive to drive growth for Versiti Clinical Trial Service’s Central Labs. Reporting to the VP of Business Development, this newly created role manages the lead lifecycle, from outbound campaigns and prospect identification through opportunity qualification and handoff to senior sales leaders. The role also supports proposal development, contract execution and management, and CRM processes and data quality. It works across sales enablement, client engagement, and operations to identify opportunities, strengthen client relationships, and ensure business development strategies reflect market needs. The account executive secures new business and grows existing accounts in the clinical trial services market, including pharma, biotech, CRO, and other Central Lab partners. The position manages client relationships and contracts, works toward quarterly and annual sales plans, and maintains pipeline and account information in the CRM. It requires regular field activity and travel, with a stated target of at least 40% field time and likely travel of 50–60% depending on business needs.

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.
Ability to work independently with minimal direct supervision; self-starting and goal-oriented.
Enthusiasm, positive attitude, authenticity, and perseverance for direct sales, including prospecting, cold calling, selling high-end products or services, and addressing objections.
Strong organizational, communication, and problem-solving skills.
Excellent verbal and written communication, presentation, and negotiation skills.
Strong interpersonal and customer service skills, including the ability to establish credibility and professional relationships with all levels of staff in the scientific community.
Proficient computer skills for working with personal computers and laboratory information systems.
Valid U.S. driver’s license, access to a vehicle, and ability to travel as business needs require; travel of 50–60% is likely.
Personal computer, iPad or equivalent smart device, iPhone or equivalent smartphone, and MiFi wireless card.

Nice To Haves

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

Responsibilities

Manage renewals, expansions, and service-level upsell within Versiti Clinical Trial Service’s Central Labs.
Secure and drive new business in the clinical trial services market and 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 Versiti Clinical Trial Service’s Central Lab products and service lines.
Represent Versiti Clinical Trial Service’s Central Lab business at trade shows, client meetings, and relevant professional organizations.
Serve as the primary client contact for sponsors and develop collaborative working relationships with designated key accounts.
Manage contract negotiation, 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 on needs, concerns, satisfaction, expansion opportunities, competitor activity, and marketing or advertising campaigns.
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 pipeline, and ensuring account information is accurate.
Use CRM tools to manage and document territory and client information.
Plan work schedules to maximize client visits and calls while minimizing expense, and maintain a 90-day travel schedule to achieve at least 40% field time 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.
Support Enterprise Sales Directors with subject matter expertise during larger pursuits.
Collaborate with operational groups to complete proposals and finalize contracts, and work with company resources to achieve customer satisfaction.
Coordinate 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 follow applicable regulatory and compliance requirements and standard operating policies and procedures.