Experienced Internal Account Manager – Driving Sales Growth and Customer Satisfaction through Strategic Account Management and Tele-Sales Excellence

Introduction to Quest Diagnostics and the Role

Quest Diagnostics is a leading provider of diagnostic testing, information, and services, dedicated to helping patients, healthcare providers, and payers improve patient outcomes and lower healthcare costs. As a key player in the healthcare industry, we are committed to delivering high-quality services and building strong relationships with our clients. We are now seeking an experienced Internal Account Manager to join our vibrant remote team, based in the Los Angeles area, to drive sales growth, manage accounts, and maintain exceptional customer satisfaction.

About the Position

The Internal Account Manager (IAM) plays a crucial role in driving sales and managing accounts within a designated territory. This position focuses on lead generation, upselling laboratory diagnostic services, and maintaining strong relationships with clients through tele-sales and occasional in-person visits. As an IAM, you will work remotely while collaborating closely with Account Executives to grow the business and enhance customer satisfaction. Your strong communication skills, sales experience, and ability to work independently will be essential in driving success in this role.

Key Responsibilities

• Develop and implement a sales plan to target accounts for growth in line with regional market strategy, ensuring alignment with company goals and objectives.
• Manage account inquiries to minimize account attrition and negative volume variance, providing exceptional customer service and support.
• Assist field sales staff by prospecting new business opportunities and evaluating potential growth opportunities of existing clients, leveraging your sales expertise and market knowledge.
• Analyze targeted accounts and develop recommendations to acquire their business through information collection, marketing initiatives, sales call cycle, and other strategies.
• Drive sales through pre-call planning, post-call analysis, and follow-up, utilizing your sales skills and experience to close deals and grow accounts.
• Analyze the utilization/profitability of existing accounts and develop action plans to increase returns, ensuring maximum revenue potential and customer satisfaction.
• Educate customers on all new products and services through telemarketing, showcasing your knowledge of our services and solutions.
• Implement Integrity Selling on all sales calls, engaging the Why Quest messaging and promoting our unique value proposition.
• Maintain knowledge of all connectivity products and solutions, including Care 360, EMR interfaces, and QDRS, staying up-to-date on industry developments and trends.
• Develop and maintain knowledge of tests and services provided by competitors, enhancing Quest Diagnostics' market position and competitiveness.
• Field travel to build stronger relationships and close select leads with Account Executives, leveraging your sales expertise and interpersonal skills.
• Utilize SalesForce.com and complete all administrative tasks on time, ensuring seamless sales operations and data management.
• Ensure compliance with all company policies and government regulations, maintaining the highest standards of integrity and ethics.
• Manage other projects and responsibilities as assigned by your manager, demonstrating your flexibility and adaptability in a fast-paced sales environment.

Essential Qualifications

• 1+ year of professional experience, with sales experience preferred, demonstrating your ability to drive sales growth and manage accounts effectively.
• Demonstrated solid communication skills, both oral and written, with the ability to articulate complex ideas and negotiate with clients.
• PC skills, including knowledge of Microsoft Software, with proficiency in sales software and technology.
• Bachelor's Degree (Required), with a focus on business, sales, or a related field, providing a foundation for your sales career.

Preferred Qualifications

• 2+ years of sales experience, with a proven track record of driving sales growth and managing accounts in a fast-paced sales environment.
• Experience in the healthcare or medical industry, with knowledge of laboratory diagnostic services and solutions.
• Strong analytical and problem-solving skills, with the ability to analyze sales data and develop strategic plans to drive growth.
• Excellent interpersonal and negotiation skills, with the ability to build strong relationships with clients and internal stakeholders.

Skills and Competencies

• Sales and account management skills, with the ability to drive sales growth and manage accounts effectively.
• Strong communication and interpersonal skills, with the ability to articulate complex ideas and negotiate with clients.
• Analytical and problem-solving skills, with the ability to analyze sales data and develop strategic plans to drive growth.
• Time management and organization skills, with the ability to prioritize tasks and manage multiple projects simultaneously.
• Adaptability and flexibility, with the ability to work in a fast-paced sales environment and respond to changing market conditions.

Career Growth Opportunities and Learning Benefits

At Quest Diagnostics, we are committed to the growth and development of our employees. As an Internal Account Manager, you will have access to a range of training and development programs, including sales training, product knowledge, and leadership development. You will also have the opportunity to work with experienced sales professionals and leaders, gaining valuable insights and mentorship to help you advance your career.

Work Environment and Company Culture

Our remote office in Los Angeles offers a vibrant and dynamic work environment, with a team of experienced sales professionals and leaders who are passionate about delivering exceptional customer service and driving sales growth. We are committed to creating a positive and inclusive work environment, with a focus on diversity, equity, and inclusion. Our company culture is built on a foundation of integrity, respect, and teamwork, with a commitment to making a positive impact on the lives of our patients, customers, and communities.

Compensation, Perks, and Benefits

We offer a competitive compensation package, including a salary, bonus, and benefits. Our benefits package includes medical, dental, and vision coverage, as well as flexible spending accounts, supplemental health plans, and a 401(k) plan with company match. We also offer a range of perks, including paid time off, health time, and variable compensation plans. Our sales incentive plans are designed to reward high-performing sales professionals, with opportunities to earn bonuses and recognition for outstanding sales performance.

Nice-to-Haves

• Experience with SalesForce.com and other sales software and technology.
• Knowledge of laboratory diagnostic services and solutions, with experience in the healthcare or medical industry.
• Certifications or training in sales, marketing, or a related field, demonstrating your commitment to ongoing learning and professional development.

Conclusion

If you are a motivated and results-driven sales professional, with a passion for driving sales growth and delivering exceptional customer service, we encourage you to apply for this exciting opportunity. As an Internal Account Manager at Quest Diagnostics, you will have the opportunity to work with a leading provider of diagnostic testing, information, and services, and to make a positive impact on the lives of our patients, customers, and communities. Apply now and take the next step in your sales career!