Senior Business Development Manager

Senior Business Development Manager
Location: Remote, with up to 40% travel
Compensation: $100,000-$125,000 + uncapped commission

Lighthouse Lab Services helps organizations build, operate, optimize, and grow high-performing laboratories. We value collaboration, community, quality, and innovation, and we’re committed to delivering exceptional service to our clients and patients ultimately impacted by our work. As we continue to grow, we're building a team of talented people who have the opportunity to make a meaningful impact.

Position Overview

We are seeking an experienced Senior Business Development Manager to drive new business growth across hospitals and health systems. This role is responsible for identifying, qualifying, and securing new business opportunities while building a sustainable sales pipeline and developing strong relationships with hospital administrators, laboratory directors, and other key decision-makers.

The ideal candidate brings at least eight years of business development or outbound sales experience, a strong existing network within the hospital and health system space, and demonstrated success developing greenfield opportunities and closing complex healthcare sales. This individual will take a consultative approach to understanding client needs and positioning laboratory and diagnostic solutions that align with clinical workflows, operational priorities, regulatory requirements, and reimbursement considerations.

Key Responsibilities

• Identify, qualify, and pursue new business opportunities through outbound prospecting, inbound leads, networking, referrals, and relationship-building.
• Develop and execute strategic sales initiatives to grow market share across hospitals and health systems.
• Build opportunities across hospital send-out testing programs, reference laboratory outreach, molecular and infectious disease testing, and other targeted laboratory service lines.
• Leverage existing industry relationships and professional networks to generate leads and develop long-term client partnerships.
• Build and maintain a sustainable sales pipeline to achieve assigned revenue and growth targets.
• Research prospective organizations, stakeholders, and decision-makers to understand business needs, clinical workflows, regulatory requirements, and the competitive landscape.
• Develop relationships with hospital administrators, laboratory directors, physicians, executives, and other key decision-makers.
• Conduct discovery with prospective clients and develop tailored solutions based on their clinical, operational, regulatory, and reimbursement needs.
• Educate healthcare professionals on laboratory products and services, including molecular diagnostics, infectious disease testing, PCR technology, and related solutions.
• Lead client meetings, presentations, and sales discussions while coordinating with technical, operational, and leadership teams as needed.
• Negotiate commercial terms, contracts, sales agreements, and Statements of Work in collaboration with internal stakeholders.
• Partner closely with technical and operational teams to support successful client onboarding and service delivery.
• Maintain accurate and timely prospect, contact, activity, and opportunity information within the company CRM.
• Monitor pipeline health, sales performance, and projected business growth and provide regular forecasts and opportunity updates.
• Stay informed on molecular diagnostics, infectious disease testing, hospital reference laboratory and outreach trends, reimbursement regulations, competitor offerings, and other relevant industry developments.
• Represent Lighthouse Lab Services professionally at conferences, industry events, client meetings, and networking opportunities.
• Travel up to 40% based on client and business needs.

Education & Experience

• Bachelor’s degree in Sales, Business, Science, Healthcare, or a related field.
• Minimum of 8 years of business development or outbound sales experience, preferably in the hospital, health system, or reference laboratory sales. Demonstrated success in generating new business, managing a sales pipeline, and growing greenfield territories or segments.  
• Must possess a strong established network of relationships and contacts within the hospital and health system space 
• Strong understanding of factors that drive sales in clinical laboratory or related healthcare environments. 
• Proven ability to generate new business, manage a robust sales pipeline, and close deals. 
• Excellent sales, negotiation, and consultative selling skills. 
• Exceptional verbal and written communication skills, including client-facing presentations and reporting. 
• Ability to quickly learn and understand complex products, services, and billing procedures. 
• Highly organized with strong attention to detail and ability to manage multiple priorities. 
• Positive, professional, and outgoing demeanor, with a strong customer-focused mindset. 
• Strong relationship-building skills with clients, partners, and internal stakeholders. 
• Ability to solve problems, resolve conflicts, and handle challenging situations effectively. 
• Proficient in CRM systems and Microsoft Office Suite or equivalent tools. 
• ​​​​​​​Self-motivated, goal-oriented, and comfortable working independently and collaboratively in a fast-paced sales environment. 

Compensation & Benefits

• $100,000-$125,000 + uncapped commission
• Medical, Vision, and Dental insurance starting on Day 1
• 15 days Paid Time Off to start (vacation and sick days)
• 10 Paid Holidays
• 401(k) retirement plan with up to 4% Company match
• Company-paid Life + AD&D, Short- and Long-Term Disability
• Paid Volunteer Time Off
• Partially Paid Medical Leave / Paid Parental Leave

It is the policy of Lighthouse Lab Services to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. Lighthouse Lab Services is committed to working and providing reasonable accommodation to individuals of all abilities, including persons with disabilities. If at any time during the application process, you need an accommodation, please contact [email protected] for assistance.

Lighthouse Lab Services | 800-838-0602 | lighthouselabservices.com