Internal Account Manager (Inside/Outside Sales) - San Jose, CA
Posted on: 19 Jan 2021
San Jose, CA
Job Description
Job Description
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. Its about providing clarity and hope.
In Sales you will work for the world leader in the industry, with a career where you can expand your skills and knowledge. Youll have a role where you can act with professionalism, you can inspire colleagues, and you can care about the work we do and the people we serve.
At Quest, our Sales Teams are often the public face of our organization. As a result we make every effort to support and develop their skills. Working across a strong customer base, youll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.
The Internal Account Manager (IAM) will be responsible for lead generation, upsells and total attainment of laboratory diagnostic services to accounts within an assigned territory through tele-sales as well as in person visits. IAMs will be aligned with specific Account Executives who will partner with them in growing the business. The IAM's book of business typically consists of accounts with up to $3,000 monthly revenue.
Job Accountabilities
Develop and implement sales plan to target accounts for growth in line with regional market strategy.
Manage account inquiries in a manner to minimize account attrition and negative volume variance.
Assist field sales staff by prospecting new business opportunities and evaluating 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.
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. Care 360, EMR interfaces, QDRS)
Develop and maintain knowledge of tests and services provided by competitors and utilize this information to solidify or enhance Quest Diagnostics market position.
Field travel to build stronger relationships, develop sales/service acumen and close 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 manager.
Job Requirements - Incumbent should possess the knowledge, skills and experience usually obtained by:
Bachelor's Degree; preferably in Business, Marketing, or the Life Sciences.
Knowledge of Healthcare/Laboratory Industry and general economics of business
Sales experience preferred
Demonstrated solid communication skills, both oral and written
PC skills including knowledge of Microsoft Software
Bilingual preferred (English/Spanish)
Lominger Competencies Priority setting
Organizing
Action oriented
Perseverance
Drive for results
Planning
Time management
Organizational agility
Interpersonal savvy
Customer focus
Negotiating
Listening skills
Quest Diagnostics
Secaucus, NJ
Company Overview
Quest Diagnostics empowers people to take action to improve health outcomes. Derived from the world's largest database of clinical lab results, our diagnostic insights reveal new avenues to identify and treat disease, inspire healthy behaviors and improve health care management. Quest annually serves one in three adult Americans and half the physicians and hospitals in the United States, and our 46,000 employees understand that, in the right hands and with the right context, our diagnostic insights can inspire actions that transform lives.
At a Glance
Quest Diagnostics is the world’s leading provider of diagnostic information services
Generated 2018 revenues of approximately $7.53 billion
Publicly trades common stock on the New York Stock Exchange (NYSE: DGX). More in Investor Relations
Ranks as a component of the S&P 500
Touches the lives of 30 percent of American adults each year
Serves about half of the physicians and hospitals in the U.S
Access to approximately 90% of U.S. insured lives
Engages workforce of about 46,000 employees dedicated to putting patients first every day
More than 6,600 patient access points, the most extensive network in the U.S.,
including phlebotomists in physician offices and more than 2,250 of our own
patient service centers
A medical and scientific staff of more than 600 M.D.s and Ph.D.s
Logistics capabilities, that include approximately 3,750 courier vehicles and 25 aircraft that collectively make tens of thousands of stops daily
Offers physicians a test menu that is industry leading in breadth and innovation. Our test menu ranges from routine biological tests to complex and specialized molecular and gene-based testing as well as anatomic pathology
Provides a broad range of solutions for employers, including workplace drug testing for employers and government agencies; the Blueprint for Wellness employee wellness service; and risk assessment services for the life insurance industry
Publishes original research in peer reviewed publications, at medical and scientific conferences, and as a public service. Quest Diagnostics Health Trends reports examine trends in diseases based on the company’s United States database. Quest Diagnostics Drug Testing Index (DTI) reports examine trends in workplace drug testing, and have been considered a benchmark for U.S. workforce drug positivity trends since 1988
Recognition
Named to Fortune Magazine's 2019 World's Most Admired Companies list in the Health Care industry category of "Pharmacy and Other Services" for the third consecutive year
Among FORTUNE® Magazine's 2018 Fortune 500® companies
Ranked on the Forbes® 2018 Global 2000
Ranked on the “Barron’s 500” list of top-performing large companies for 2017
Named a member of the Dow Jones® Sustainability World and North America indexes since 2004 (DJSI World) and 2005 (DJSI North America). The Dow Jones Sustainability World Index represents the top 10% of the leading sustainability companies out of the biggest 2,500 companies in the Dow Jones Global Total Stock Market Index
Earned a place on the annual Newsweek Green Rankings, for the fourth consecutive year on the 2017 U.S. list
Consistently named one of the best places to work in U.S. business journal rankings, including Forbes® 2018 America's Best Large Employers
Achieved Cancer Gold Standard™ accreditation from the CEO Roundtable on Cancer, recognizing our important actions to reduce the cancer risk of employees and their families
Received a rating of 100 from the Human Rights Campaign on the 2018 Corporate Equality Index, earning the distinction of being a "Best Place to Work for LGBT Equality"
Named a DiversityInc Noteworthy Company for the second consecutive year in 2018
Read more about awards and honors.
Read more about our Reputation Honors and Corporate Social Responsibility programs.
Products and Services
Diagnostics information services
Clinical trials
Healthcare IT
Wellness & risk management
Drug Screening
Read more about products and services.
Operations
Headquarters in the U.S.: 500 Plaza Drive, Secaucus, New Jersey 07094
Approximately 2,200 patient locations and dozens of clinical laboratories throughout the U.S.
In addition to the U.S., Quest Diagnostics operates clinical laboratories in laboratory facilities in Gurgaon, India; Heston, England; Mexico City, Mexico; and San Juan, Puerto Rico
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IndustryHealthcare
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No. of EmployeesApproximately 45,000
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Website
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Jobs Posted8045
