Executive Director, Business Development

Role Overview

• Lead new business development with academic hospitals and health systems.
• Develop and execute strategic sales and marketing plans to achieve growth objectives.
• Build and maintain strong relationships with key prospects and clients; negotiate and close high‑value partnerships with major hospitals and health systems.
• Monitor competitor activity and leverage market intelligence to guide strategy.
• Use data to forecast sales, set performance goals, and optimize account plans.
• Conduct market research and apply insights to strengthen sales and marketing efforts.
• Maximize business volume within assigned accounts through long‑term relationship management.
• Engage C‑suite and senior medical leaders (CEO, COO, CFO, CIO, CNO, VP of Ancillary Services, Medical Directors, Department Chairs, etc.).
• Maintain working knowledge of hospital laboratory technologies, including LIS systems (Epic, Cerner/Oracle, etc.).
• Establish deep, trust‑based relationships as a strategic partner to client leadership.
• Demonstrate strong listening, questioning, and emotional intelligence to uncover both stated and unstated customer needs.
• Manage objections effectively while expanding opportunities and strengthening relationships.
• Deliver persuasive, client‑focused solution recommendations.
• Facilitate effective virtual and in‑person meetings that advance outcomes and shorten sales cycles.
• Understands laboratory product offerings, partnership models, and the value delivered across diverse market environments.
• Operate as a strategic thinker who can also execute within a matrixed organization.
• Model leadership that fosters inclusion, collaboration, and strong communication.
• Actively seek diverse perspectives to solve business challenges.

Requirements

• Advanced degree (MA, MBA preferred)
• Laboratory industry or related healthcare experience
• Proven healthcare sales experience
• Minimum of 10 years executive‑level selling experience
• Proficiency with CRM platforms
• Strong executive presence, communication, and self‑awareness
• Financial acumen, including understanding of P&L statements
• Excellent writing, presentation, and communication skills
• Proficiency in digital communication and social media
• Strong research, planning, and organizational capabilities
• Ability to deliver professional presentations to senior audiences
• Business acumen and strategic thinking
• Networking, prospect qualification, and incremental closing skills
• Strong follow‑up, negotiation, and customer‑focused decision‑making
• Results‑driven, resourceful, and action‑oriented
• Ability to prioritize competing interests to achieve maximum impact.

Tech Stack

• Oracle

Benefits

• Medical, Dental, Vision, Life, STD/LTD
• 401(k)
• Paid Time Off (PTO) or Flexible Time Off (FTO)
• Tuition Reimbursement
• Employee Stock Purchase Plan