Internal Account Manager at Quest Diagnostics in San Jose, CA

Internal Account Manager

Location: San Jose, CA, United States

We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information, and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact, and a clear dedication to service. It’s about providing clarity and hope.

The Internal Account Manager (IAM) will be responsible for driving sales through lead generation, upsells and total territory growth of laboratory diagnostic services to accounts within an assigned territory through tele-sales as well as occasional in person visits. The IAM will be aligned with specific Sales Director geographic territories. The IAM will partner with specific Account Executives in growing the business. The Internal Account Manager’s book of business typically consists of accounts with up to $2,000 in monthly revenue.

Total Earnings (base salary plus uncapped incentive plan): $85,000 - $100,000 / annually

Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.

Benefits Information:

We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:

• Uncapped Sales Incentive Plan
• Best in Class Commercial New Hire Training
• Commercial-Specific Leadership Development Program
• Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours
• Best-in-class well-being programs
• Annual, no-cost health assessment program Blueprint for Wellness®
• healthyMINDS mental health program
• Vacation and Health/Flex Time
• 6 Holidays plus 1 "MyDay" off
• FinFit financial coaching and services
• 401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service
• Employee stock purchase plan
• Life and disability insurance, plus buy-up option
• Flexible Spending Accounts
• Annual incentive plans
• Matching gifts program
• Education assistance through MyQuest for Education
• Career advancement opportunities and so much more!

• Develop and implement sales plan to target accounts for growth in line with regional and national market strategies.
• Manage account inquiries in a manner to minimize account attrition and negative volume variance.
• Work with field sales staff by prospecting new business opportunities to generate high quality leads and evaluate potential growth opportunities of existing clients.
• Analyze targeted accounts and develop recommendations to acquire their business through information collection, marketing initiatives, sales call cycle, etc.
• 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/profitability of existing accounts, then develop and execute action plans to increase these returns.
• Educate customers on all new products and services through telemarketing.
• Implement Integrity Selling on all sales calls; engage the “Why Quest” messaging.
• Maintain a breadth of knowledge of all connectivity products and solutions (i.e. EMR interfaces, QDRS)
• Develop and maintain knowledge of tests and services provided by competitors and utilize this information to solidify or enhance the Quest Diagnostics market position.
• Field travel to build stronger relationships, develop sales/service acumen and close select leads with AEs
• Cover Open Territories as assigned by manager.
• Utilize SalesForce.com and complete all administrative tasks on time.
• Ensure total compliance with all company policies and government regulations.
• Manage other projects/responsibilities as assigned by Sales Director
• Meet or Exceed IAM Key Performance Metrics.

Required Work Experience:

• 1-3 years of experience in Healthcare/Laboratory Industry and general economics of business

Preferred Work Experience:

• Sales experience preferred.

Skills:

• Demonstrated solid communication skills, both oral and written
• PC skills including knowledge of Microsoft Software

Education

• Bachelor’s Degree Preferably in Business, Marketing, or the Life Sciences. (Required)

Competencies

• Action oriented
• Customer Focused
• Drive for results
• Interpersonal savvy
• Listening
• Negotiating
• Organizational agility
• Organizing
• Perseverance
• Planning
• Priority Setting
• Time management