Chicago-Clinical Business Executive

Genova Diagnostics•Town of Berlin, NY

7d•Hybrid

About The Position

The Clinical Business Executive is responsible for driving new business growth and expanding market presence for Genova Diagnostics within an assigned territory. This role blends proactive business development with strategic management of an annual upsell book of business, using a hybrid engagement model that combines in-person field activity with remote selling and account development based on account size, growth potential, geography, and customer needs. The successful candidate will prospect, close, onboard, and expand new accounts while partnering cross-functionally to ensure a strong customer experience and long-term revenue growth.

Requirements

Bachelor’s degree.
Four or more years of sales or account management experience in healthcare.

Nice To Haves

Previous clinical laboratory or diagnostics sales experience strongly preferred.
Medical device sales and business-to-business selling experience preferred.
Proven success managing a book of business and achieving growth targets.
Ability to collaborate closely with sales, operations, and support teams to grow the business.
Strong consultative selling, prospecting, and closing skills.
Ability to understand complex scientific literature and use clinical data as a compelling selling factor.
Strong written and verbal communication skills, including virtual presentation skills.
Excellent time management, organization, and territory planning skills.
Proficiency in Microsoft Office, Excel, PowerPoint, and CRM tools such as Salesforce.
Ability to travel overnight as needed.
Valid driver’s license and clean driving record.
Strong technical competency and business acumen.

Responsibilities

Drive new business development and build a strong pipeline of prospective accounts while meeting and exceeding territory sales growth goals.
Maintain and grow an annual book of upsell business by identifying expansion opportunities within existing and newly won accounts.
Serve as a subject matter expert on Genova Diagnostics testing solutions, clinical applications, and value proposition for both customers and prospects.
Develop customer relationships through a hybrid coverage model that includes in-person field visits for larger, strategic, or high-potential accounts and remote engagement for smaller, emerging, or geographically dispersed accounts based on customer needs.
Conduct regular outreach through face-to-face meetings, video calls, phone calls, webinars, and email follow-up to advance opportunities and maintain strong account engagement.
Act as a liaison between the client and internal Genova teams, collaborating with commercial, operational, customer support, and educational resources to support growth and implementation.
Keep current on competitor products, market activity, industry developments, clinical trends, and relevant research to strengthen positioning and sales effectiveness.
Use market data, sales analytics, and account insights to prioritize targets, identify new business opportunities, and shape territory strategy.
Provide updates to leadership on strategic initiatives, major opportunities, territory trends, and sales performance.
Establish and maintain effective working relationships with internal support departments to enable a high-quality customer experience and successful account launch.
Manage territory travel, scheduling, and logistics efficiently to maximize productivity across field and remote selling activity.
Attend local, regional, and national trade shows, educational programs, and professional events as requested to support brand awareness and lead generation.
Maintain accurate and timely account activity, pipeline updates, opportunity stages, and forecasting information in Salesforce or other CRM tools.
Cold call, prospect, and develop a sales funnel capable of delivering sustained revenue performance and supporting near-term quota attainment.
Accurately forecast new business and maintain a healthy pipeline of opportunities aligned to short-term and longer-term territory objectives.
Partner closely with account management and sales colleagues to protect existing business, ensure smooth account transitions, and maximize account lifetime value.
Deliver in-services, implementation support, and training for providers and staff during the onboarding process using both on-site and virtual formats.