Internal Account Manager

Quest Diagnostics•Miramar, FL

3d•Hybrid

About The Position

The Internal Account Manager (IAM) drives sales and territory growth for laboratory diagnostic services through lead generation, upselling, tele-sales, and occasional in-person visits. The IAM is aligned with specific geographic territories and partners with Account Executives to grow business. The position typically manages accounts generating up to $2,000 in monthly revenue. It is a hybrid inside sales position based in Miramar, Florida.

Requirements

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

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 new business, generate high-quality leads, and evaluate growth opportunities with existing clients.
Analyze targeted accounts and recommend ways to acquire their business through information gathering, 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 the utilization and profitability of existing accounts and develop and execute action plans to increase returns.
Educate customers about new products and services through telemarketing.
Implement Integrity Selling on sales calls and use the “Why Quest” messaging.
Maintain knowledge of connectivity products and solutions, including EMR interfaces and QDRS.
Maintain knowledge of competitors’ tests and services and use it to solidify or enhance Quest Diagnostics’ market position.
Travel to the field to build relationships, develop sales and service acumen, and close select leads with Account Executives.
Cover open territories as assigned by the manager.
Use SalesForce.com and complete administrative tasks on time.
Ensure compliance with company policies and government regulations.
Manage other projects and responsibilities assigned by the Sales Director.
Meet or exceed IAM key performance metrics.