Internal Account Manager

Quest Diagnostics•Miramar, FL

4d•Hybrid

About The Position

The Internal Account Manager (IAM) drives sales and territory growth for laboratory diagnostic services through lead generation, upselling, and account development. The role serves accounts within an assigned territory, primarily through telesales and occasional in-person visits, and aligns with specific geographic territories managed by Sales Directors. The IAM partners with Account Executives to grow the business; the typical book of business consists of accounts generating up to $2,000 in monthly revenue. This is a hybrid inside sales position based in Miramar, Florida. The role requires a service-oriented approach when supporting customers and helping them make healthcare decisions.

Requirements

1–3 years of experience in the healthcare or laboratory industry and in the general economics of business.
Bachelor’s degree, required; preferably in business, marketing, or life sciences.
Demonstrated solid oral and written communication skills.
PC skills, including knowledge of Microsoft software.

Nice To Haves

Sales experience.

Responsibilities

Develop and implement sales plans to target accounts for growth in line with regional and national market strategies.
Manage account inquiries to minimize account attrition and negative volume variance.
Partner with field sales staff to prospect for new business, generate high-quality leads, and evaluate growth opportunities with existing clients.
Analyze target accounts and recommend ways to acquire their business through information collection, marketing initiatives, and sales call cycles.
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 utilization and profitability of existing accounts and develop and execute plans to increase returns.
Educate customers about new products and services through telemarketing.
Use Integrity Selling on sales calls and engage the “Why Quest” messaging.
Maintain knowledge of connectivity products and solutions, including EMR interfaces and QDRS.
Develop and maintain knowledge of competitors’ tests and services and use it to strengthen or enhance Quest Diagnostics’ market position.
Travel to the field to build relationships, develop sales and service acumen, and close selected leads with Account Executives.
Cover open territories as assigned by the manager.
Use SalesForce.com and complete administrative tasks on time.
Comply with company policies and government regulations.
Manage other projects and responsibilities as assigned by the Sales Director.
Meet or exceed IAM key performance metrics.