Executive Director Business Development – NY Metro, Upstate NY, and New England

About the role

The Executive Director, Business Development plays a key role in procuring broad based collaborations with large health system and academic hospitals. This is a field-based role, with the ideal candidate residing in the NY Metro, Upstate NY, or New England area. Application window will close on September 30, 2026.

Responsibilities

• Direct sales responsibility for academic hospitals and health systems.
• Create and implement strategic sales and marketing plans that successfully achieve business objectives, market growth.
• Develop and maintain positive relationships with key clients, including negotiating and closing on major hospitals and health systems.
• Monitor competitors' products, including relevant sales and marketing data.
• Use available data to accurately forecast sales and set appropriate performance goals.
• Complete market research and analyze results to adjust sales and marketing strategy for maximum success.
• Enable the company to maximize and maintain the volume of business these accounts may produce.
• Target clients - C-suite executives (CEO, COO, CFO, CIO, CQO, CNO, VPs) and Medical Leadership (Medical Director, Pathology, Department Chair).
• Understand information technologies and analytics.
• Build trust-based relationships as a strategic client partner.
• Listening and questioning capabilities that leverage emotional intelligence to uncover customer needs and pain points -- obvious and not so obvious needs.
• Objection resolution skills that uncover additional needs while deepening the relationship.
• Making solution recommendations client-focused and persuasive.
• Virtual and in-person meeting frameworks and facilitation skills that improve outcomes and shorten the sales cycle.
• Understand all products and partnership models along with the value delivered in each market archetype.
• Big picture thinker with the ability to execute and work in a matrix management organization.
• Responsible for demonstrating key leadership principles to drive successful team outcomes such as: Creating an inclusive and trusted environment where collaboration and communication are key.
• Intentionally seeking and incorporating a variety of diverse perspectives to solve business challenges.
• Coaching and providing value-added feedback and development opportunities for team members.
• Creating a culture of accountability through communication of clear expectations and high-performance standards.

Qualifications

• Minimum: Bachelor’s degree. 8 or more years of executive healthcare selling experience.
• Preferred: Master's degree (MA, MS, MPH, MBA). 5 or more years of diagnostic lab industry experience.

Skills

• Proficiency in Salesforce (CRM) and sales analytics tools.
• Willingness to travel up to 25%.
• Strong executive presence with the ability to communicate, negotiate, and influence at the highest levels.
• Expertise in developing and delivering compelling presentations and business cases that drive executive buy-in.
• Deep understanding of financial metrics, P&L statements, and healthcare economics to align solutions with organizational goals.
• Highly skilled in consultative selling, objection handling, and complex deal structuring.
• Strong ability to navigate social media (LinkedIn) and electronic communications for networking and lead generation.
• Valid driver's license and clean driving record.

Benefits

• Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan (for employees regularly scheduled to work 20 or more hours per week).
• Employees regularly scheduled to work less than 20 hours, Casual, Intern, and Temporary employees are only eligible to participate in the 401(k) Plan.