Business Development Associate (Chicago, IL Region)

Job Description

Job Description

Description:

SUMMARY:

Budgeting, planning, delivering profitable growth per the budget and plan, and maintaining accounts are the essence of the Business Development Associate. The Business Development Associate will be expected to maintain profitably by gaining new clients in geographical regions; to identify, cultivate and onboard new clients profitably; and to assist in the development of other members of the Luxor Sales team. The Business Development Associate will support Marketing & Business Development in market analysis and business development planning, prospective client identification and analysis. He or she will lead client needs assessment, proposal development and presentation; closing and onboarding; and account service and maintenance.

ESSENTIAL DUTIES:

• Organizes and participates in market assessment and business development planning.
• Sets up meetings with clinics to sell Luxor testing during breakfast, lunch, or scheduled time
• Utilizes CRM database representing all markets and segments within assigned territory(s).
• Analyzes and prioritizes prospects according to strategic fit, expected profitability, and likelihood and timing of expected closing.
• Develops and executes individual sales budgets and prospect-based workplans with timelines supporting overall business growth and profitability objectives. Identify customer needs and find opportunities to provide solutions for prospective and current clients.
• Communicates and works with Business Development team to optimize call strategies, workplans and timelines.
• Records appointments in Luxor’s electronic calendar in order to coordinate work across the business.
• Updates Management regularly, clearly, and thoroughly as to progress and future work plans using Luxor’s standard format.
• Solicits sales by cross selling and upselling services to clients.
• Conveys Luxor’s capabilities and qualities clearly, energetically, and authoritatively to prospective clients and others as appropriate.
• Generates demand through call strategies and activities and drives prospects to closing in a timely manner.
• Maintains as nearly as possible 100% of existing clients.
• Processes and resolves customer concerns and/or problems in a timely and effective manner.
• Participates in conferences, events, set up booths, and market services.
• Attends and/or leads team meetings and training.
• Maintains regular and predictable work schedule.
• Checks and responds to phone messages and email regularly and completes Requests for Missing Information urgently.
• Adheres to the requirements of the Standards for Security and Privacy of Individually Identifiable Information (the "Security and Privacy Regulations"), as applicable, under the Health Insurance Portability and Accountability Act of 1996 ("HIPAA"), as amended, as well as with the Health Information Technology for Economic & Clinical Health Act ("HITECH"), Subtitle D-Privacy (§§13400-13424), as part of the American Recovery and Reinvestment Act of 2009, as amended.
• Adheres to the Anti-Kickback Statute (“AKS”) found at 42 U.S.C. § 1320a-7b, which prohibits the exchange (or offer to exchange), of anything of value, in an effort to induce (or reward) the referral of federal health care program business. Understand and be aware that Luxor’s provision of goods or services to Clients may implicate the AKS if they are beyond customary selling activities, greater than $250.00 per year in value, or are normally the responsibility of the physician’s office staff (See OIG Alert, Federal Register: December 19, 1994). The Account Executive will perform only those tasks defined herein and will perform no additional tasks which could be interpreted as “clerical or medical functions not directly related to the collection or processing of laboratory specimens”. (OIG Alert).
• Follows all safety regulations and procedures.
• Meets deadlines in a multi-functional task environment, including but not limited to expense account, sales planning tools, and submitting weekly schedule to sales manager.
• Performs other duties as requested.

Requirements:

QUALIFICATIONS:

• Bachelor’s degree or equivalent experience.
• Valid driver’s license and current automobile insurance policy.
• Ability to develop relationships with healthcare professionals and ancillary staff within hospitals, treatment centers, laboratories, commercial/governmental and private practice facilities.
• Demonstrated knowledge of healthcare system processes, including reimbursement.
• Strong work ethic, self-starter, ability to develop priorities, and manage time appropriately.
• Ability to effectively collaborate within a team environment.
• Microsoft Office required.
• Occasional overnight travel required; daily travel is expected.
• Ability to work under pressure while maintaining a high level of accuracy and professionalism.
• Ability to communicate effectively and professionally both orally and in writing; and
• Professional and regulatory compliant client service principles and practices.

PHYSICAL DEMANDS AND CONDITIONS:

The physical demands described here are representative of those that must be met to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

Work occurs in office, varied forms of transportation, and in clinical environments, with exposure to communicable disease or body fluids. While performing the duties of this position, the employee is regularly required to talk and hear. The employee frequently is required to use hands or fingers to handle or feel objects, tools, or controls. The employee is occasionally required to stand, walk, sit, reach with hands and arms, climb or balance, stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this position include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus.

HOURS/TRAVEL:

• Travel is required routinely. Normal travel is within a designated territory but will extend throughout Luxor’s geographic operational range at times.
• Typical work hours: Monday – Friday 8 AM – 5 PM.
• Depending on client-specific work schedule, may include other daily hours, weekends and/or holidays.
• May need to work occasional overtime as required.

Equal Employment Opportunity Information:

We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.