Senior Business Development Manager

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Lighthouse Lab Services

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

⚖️ Legal

📦 Logistics

Consulting • Legal • Logistics

Lighthouse Lab Services is a leading consulting and recruiting firm specializing in the medical laboratory industry. The company offers an extensive range of services to support laboratories, including lab startup and design, lab management, test validation, and commercialization strategies. Their consulting services help labs achieve quality and regulatory compliance, while their recruiting services provide board-certified pathologists and lab directors to clinical laboratories. Lighthouse Lab Services also assists with laboratory instrument services, payer strategy, and revenue cycle management, helping labs recover lost revenue and improve operational efficiency. With a commitment to quality and customer service, Lighthouse Lab Services serves over 2,000 laboratory clients and is a trusted partner for healthcare providers looking to start or grow their laboratory operations.

📋 Description

• Identify, qualify, and pursue new business opportunities through outbound prospecting, inbound leads, networking, referrals, and relationship-building • Develop and execute strategic sales initiatives to grow market share across hospitals and health systems • Build opportunities across hospital send-out testing programs, reference laboratory outreach, molecular and infectious disease testing, and other targeted laboratory service lines • Leverage existing industry relationships and professional networks to generate leads and develop long-term client partnerships • Build and maintain a sustainable sales pipeline to achieve assigned revenue and growth targets • Research prospective organizations, stakeholders, and decision-makers to understand business needs, clinical workflows, regulatory requirements, and the competitive landscape • Develop relationships with hospital administrators, laboratory directors, physicians, executives, and other key decision-makers • Conduct discovery with prospective clients and develop tailored solutions based on clinical, operational, regulatory, and reimbursement needs • Educate healthcare professionals on laboratory products and services, including molecular diagnostics, infectious disease testing, PCR technology, and related solutions • Lead client meetings, presentations, and sales discussions while coordinating with technical, operational, and leadership teams • Negotiate commercial terms, contracts, sales agreements, and Statements of Work with internal stakeholders • Partner with technical and operational teams to support successful client onboarding and service delivery • Maintain accurate and timely prospect, contact, activity, and opportunity information within the company CRM • Monitor pipeline health, sales performance, and projected business growth; provide regular forecasts and opportunity updates • Stay informed on molecular diagnostics, infectious disease testing, hospital reference laboratory and outreach trends, reimbursement regulations, competitor offerings, and relevant industry developments • Represent Lighthouse Lab Services at conferences, industry events, client meetings, and networking opportunities • Travel up to 40% based on client and business needs

🎯 Requirements

• Bachelor’s degree in Sales, Business, Science, Healthcare, or a related field • Minimum of 8 years of business development or outbound sales experience, preferably in the hospital, health system, or reference laboratory sales • Demonstrated success in generating new business, managing a sales pipeline, and growing greenfield territories or segments • Strong established network of relationships and contacts within the hospital and health system space • Strong understanding of factors that drive sales in clinical laboratory or related healthcare environments • Proven ability to generate new business, manage a robust sales pipeline, and close deals • Excellent sales, negotiation, and consultative selling skills • Exceptional verbal and written communication skills, including client-facing presentations and reporting • Ability to quickly learn and understand complex products, services, and billing procedures • Highly organized with strong attention to detail and ability to manage multiple priorities • Positive, professional, and outgoing demeanor, with a strong customer-focused mindset • Strong relationship-building skills with clients, partners, and internal stakeholders • Ability to solve problems, resolve conflicts, and handle challenging situations effectively • Proficient in CRM systems and Microsoft Office Suite or equivalent tools • Self-motivated, goal-oriented, and comfortable working independently and collaboratively in a fast-paced sales environment

🏖️ Benefits

• Uncapped commission • Medical, Vision, and Dental insurance starting on Day 1 • 15 days Paid Time Off to start (vacation and sick days) • 10 Paid Holidays • 401(k) retirement plan with up to 4% Company match • Company-paid Life + AD&D • Short- and Long-Term Disability • Paid Volunteer Time Off • Partially Paid Medical Leave / Paid Parental Leave