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Location: Indianapolis, IN (field-based, territory throughout Indiana) | Schedule: Full-time, field-based with regular travel throughout Indiana | Compensation: Competitive, performance-based, recurring and uncapped earning potential; specific details discussed with qualified candidates

Overview

A clinical laboratory services provider is seeking an experienced Toxicology Testing Business Development Representative to drive new business across Indiana. This field-based, consultative sales role focuses on helping healthcare organizations establish or expand in-house toxicology testing programs, working directly with owners, executives, administrators, clinical leaders, and laboratory decision makers to improve workflow, turnaround time, clinical oversight, patient care, and financial performance.

What you'll do

• Develop and manage a pipeline of new business opportunities throughout Indiana
• Prospect and build relationships with behavioral health organizations, substance-use-disorder treatment centers, MAT/OTP programs, pain-management practices, physician groups, and other appropriate healthcare organizations
• Conduct meetings with owners, CEOs, COOs, administrators, clinical leaders, physicians, and laboratory decision makers
• Evaluate each organization's clinical, operational, workflow, compliance, and financial needs
• Present appropriate in-house toxicology solutions, including presumptive screening, high-complexity confirmation testing, or integrated laboratory models
• Explain complex laboratory solutions in practical clinical and business terms
• Develop proposals, address objections, negotiate terms, and move qualified opportunities through the sales process
• Work closely with implementation and operations teams to ensure a smooth transition from signed agreement through laboratory launch
• Develop and maintain long-term customer relationships and identify opportunities for account expansion
• Maintain accurate CRM records, opportunity pipelines, forecasts, sales reports, and territory analyses
• Monitor relevant payer, regulatory, reimbursement, compliance, competitive, and industry developments
• Represent the organization at industry events, customer meetings, educational programs, training sessions, and conferences
• Consistently achieve established sales and business-development goals

Required qualifications

• Current or recent successful experience selling clinical toxicology, laboratory testing services, or closely related diagnostic solutions
• Working knowledge of urine drug testing, including presumptive screening and laboratory-based confirmation testing
• Demonstrated ability to prospect, develop opportunities, and close net-new business
• Experience selling to healthcare owners, executives, administrators, clinical leaders, physicians, or laboratory decision makers
• Understanding of the operational and financial considerations involved in toxicology testing
• Strong consultative sales, presentation, negotiation, and relationship-development skills
• Ability to communicate laboratory and medical terminology credibly with both clinical and business audiences
• Strong territory-management, organization, follow-up, and communication skills
• Ability to maintain accurate CRM, pipeline, and forecasting information
• Proficiency with Microsoft Office and standard business technology
• Valid driver's license and willingness to travel regularly throughout Indiana

Preferred qualifications

• Established relationships within the Indiana healthcare market, particularly behavioral health, addiction treatment, MAT/OTP, pain management, or physician practices
• Experience selling in-house laboratory programs, toxicology instrumentation, reagents, laboratory services, or related diagnostic products
• Familiarity with laboratory operations, reimbursement, billing, compliance, and LIS/EMR integration
• Understanding of the economics associated with physician-office and treatment-center laboratory testing
• Bachelor's degree in business, healthcare, life sciences, or a related field

Compensation and benefits

• Competitive compensation package with performance-based, recurring, and uncapped earning potential
• Specific base compensation, commission structure, benefits, and travel reimbursement details to be discussed with qualified candidates

Why this role

This is an opportunity for a proven hunter and relationship builder to drive net-new business development in a consultative, multi-stakeholder sales process, with uncapped earning potential and the chance to directly impact patient care and laboratory outcomes across Indiana.