Health elevated.

Director, Sales Training and Business Development

Pathology Watch

Pathology Watch

Sales & Business Development
Memphis, TN, USA
Posted on Tuesday, June 4, 2024

Job Functions, Duties, Responsibilities and Position Qualifications:

The Director of Sales Training and Business Development is responsible for identifying, developing and implementing new business opportunities and market penetration, establishing relationships with prospective large client groups (e.g. ACOs, IPAs, FQHCs, etc.) and assist in identifying managed care contracting opportunities and needs. This key individual is also responsible for overseeing the learning and development program that ensures AEL’s sales representatives are successful selling all tests to all customer types. This position will have an influence over the type of training that is developed and the process by which it is rolled out.

In this role, you will:

  • Lead the sales process in developing new large accounts and business opportunities.
  • Proactively identify business opportunities through market research/trending and industry contacts/leads; look at prospects both within AEL’s current core business as well as new ventures.
  • Analyze potential business opportunities including projected volumes, revenue, expenses, challenges, and resources needed; present findings to senior management along with recommendations.
  • Compile and maintain a list of contacts of prospective business opportunities in client management system (HC1).
  • Close new business opportunities by coordinating requirements of, developing and negotiating contracts and integrating requirements with business operations.
  • Drive reference laboratory business through establishment of relationships with large hospital networks and pathology groups; set the stage for and work collaboratively with Sales Representatives to develop relationships with individual physicians within particular networks.
  • Identify contracting needs for managed care for growth and development and work with the Vice- President of Sales and Commercial Operations to secure these contracts.
  • Re-brand and update existing virtual and instructor-led product training modules, and develop and implement a regular review cadence of these training resources.
  • Execute the learning and development process. Partner with marketing leaders at SHUSA to understand regional sales training needs and identify opportunities to continually improve their product knowledge and sales success. Prioritize and implement the actions.
  • Develop, improve and deliver effective training and coaching programs to maximize the sales teams effectiveness. Conduct training for new and current sales associates and develop individualized training plans for underperforming sales persons.
  • Work with new business development team and sales teams on brand initiatives.
  • Analyze sales process to identify potential gaps and areas of improvement.
  • Design training curricula within time and budget constraints.
  • Collect feedback from trainees and managers about training courses.
  • Report on impact of training programs (e.g. sales achieved).
  • Maintain updated records of training material, curricula and costs.
  • Conduct skills gap analyses to identify areas of improvement.
  • Provide sales resources and additional assistance to sales team members as necessary.
  • Stay updated with current market trends and changing demands of the corporate sales environment.

All you need is:

  • Bachelor’s degree in Business or Marketing, or equivalent experience in laboratory sciences
  • Minimum - 5 years relevant experience in a sales position or marketing, preferably in a medical reference laboratory environment
  • Preferred - Proven work experience as a Sales Trainer, Sales Coach or a similar position
  • Experience with building and developing teams
  • Ability to design effective training programs
  • Experience with CRM Operations (ex. Salesforce, HC1)
  • Outstanding coaching skills
  • Ability to measure performance
  • Demonstrate excellent communication and interpersonal skills
  • Excellent presentation skills, strong written and verbal communication skills
  • Highly motivated, results-driven team player.
  • Ability to manage the full training cycle, including in-person activities and web-based learning.

We'll give you:

  • Appreciation for your work
  • A feeling of satisfaction that you've helped people
  • Opportunity to grow in your profession
  • Free lab services for you and your dependents
  • Work-life balance, including PTO and paid Holidays
  • Competitive benefits including medical, dental, and vision insurance
  • Help saving for retirement, with a 401K plus company match
  • A sense of belonging-we're a community!

We also want you to know:

This role will have routine access to Protected Health Information (PHI). Employees will be trained on reasonable safeguards and are expected to maintain strict confidentiality, as well as abide by all applicable privacy and security standards. Employees are expected only to access PHI when it is required to fulfill job duties.

Scheduled Weekly Hours:


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American Esoteric Labs

Sonic Healthcare USA is an equal opportunity employer that celebrates diversity and is committed to an inclusive workplace for all employees. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, age, national origin, disability, genetics, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.