Internal Account Manager

• 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 - $93,000 /

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!

RESPONSIBILITIES

• 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.

QUALIFICATIONS

• 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

Quest Diagnostics honors our service members and encourages veterans to apply.

• While we appreciate and value our staffing partners, we do not accept
• unsolicited resumes from agencies. Quest will not be responsible for paying
• agency fees for any individual as to whom an agency has sent an unsolicited
• resume.

• Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender
• Identity/Religion/National Origin/Disability/Vets or any other legally protected
• status.