Commercial Business Manager (West Territory)

Job Description

Job Description

Job Summary:

SCRAM Systems is seeking a Commercial Business Manager of Drug Testing Division, to support the Assigned US territories. This highly consultative role combines business development, strategic account management, technical expertise, and program development. The Commercial Manager works with organizations to understand their drug testing challenges, develop the appropriate approach, build competency, and guide implementation and continued program growth. The position is responsible for new business development as well as revenue retention, recovery, and expansion.

Duties/Responsibilities:

• Own the commercial performance of the assigned territory.
• Develop new business opportunities and strengthen and expand existing customer programs.
• Develop and maintain technical fluency in forensic drug testing science, including:
• Apply technical knowledge to assess customer drug testing objectives and current practices.
• Provide scientifically sound guidance and develop appropriate drug testing program approaches.
• Effectively communicate complex technical information to diverse stakeholders.
• Cultivate and maintain relationships with key decision makers.
• Guide customer program implementation and ongoing program success.
• Monitor utilization and revenue trends to identify opportunities for recovery and growth.
• Facilitate customer training, presentations, and product demonstrations.
• Represent PharmChek® at industry conferences, events, and other professional engagements.
• Collaborate with Customer Success, Operations, and Laboratory teams to support successful customer programs.
• Travel at 25% or more based on customer and business need

1. Drug disposition and elimination.
2. Biological specimen matrices.
3. Detection windows.
4. Analytical testing methodologies.
5. Result interpretation.
6. Strengths and limitations of different testing matrices.

Skills/Abilities:

• Prior forensic drug testing or toxicology experience is highly valued but not required.
• Demonstrate the technical aptitude and ability to quickly develop the technical fluency required for success in the role.
• Knowledge of community supervision, drug courts, and state and federal agencies is a plus.
• Knowledge of treatment programs is a plus.
• Strong consultative skills.
• Strong analytical and problem-solving skills.
• Strong presentation skills.
• Excellent written and verbal communication skills.

Key Personal Attributes :

The successful candidate will be self-directed and comfortable operating as both a technical resource and trusted advisor. This individual must be skilled at cultivating relationships, navigating complex organizations, influencing multiple stakeholders, managing competing priorities, and identifying opportunities to strengthen and grow customer programs. Integrity, sound judgment, accountability, adaptability, and a genuine interest in becoming highly knowledgeable in forensic drug testing are essential.

Education and Experience:

• Bachelor’s degree preferred or the equivalent of applicable experience, competency, and technical aptitude in the field.
• Experience managing and growing an existing book of business
• Experience growing new business
• 5 years in consultative sales, business development, or strategic account management
• Experience in the fields of Criminal Justice, corrections, courts, probation/parole, drug testing, forensic/lab services, or another regulated environment is strongly preferred

Physical Requirements (With or without reasonable accommodation):

• Sitting: Over 70%
• Fine Motor Movements: Over 70 %