Senior Lab Sales / Client Acquisition Manager (Dermatopathology & Pathology Outreach)

Company Overview

We are a rapidly growing, multi-state healthcare platform operating under an MSO-PC model, supporting scalable clinical and diagnostic service lines across the USA.

Our dermatopathology laboratory is a core component of this platform, delivering high-quality diagnostic services to dermatology, primary care, and specialty providers nationwide. Our platform combines subspecialty expertise, advanced testing capabilities (IHC, DIF, molecular), and scalable infrastructure to support both high-volume and complex diagnostic workflows.

We are actively expanding our national outreach footprint and are seeking a high-agency operator to build and scale referral relationships across assigned territories.

Role Summary

This is a remote, field-based business development role focused on acquiring and growing laboratory referral relationships.

You will be responsible for:
• Identifying and developing new referral sources
• Building durable, high-trust clinical relationships
• Driving specimen volume growth within your territory
• Acting as the primary interface between client practices and our lab

This is not a passive account management role. You will be expected to create a pipeline from scratch, penetrate markets, and build long-term referral channels. This role requires someone who can operate independently, create opportunities, and execute consistently without heavy oversight.

Core Responsibilities

Business Development
• Prospect and acquire new clients including:
• Dermatology practices
• Primary care / family medicine clinics
• Rural and underserved providers performing biopsies
• Hospitals, health systems, and pathology groups
• Develop and execute territory-specific growth strategies
• Build and manage a consistent pipeline of qualified opportunities

Relationship Management
• Establish long-term referral relationships with clinicians and practice administrators
• Educate clients on lab capabilities, workflows, and service differentiation
• Ensure smooth onboarding and ongoing client satisfaction

Market Penetration
• Identify high-opportunity geographies based on payer access and provider density
• Expand presence in key states (including California and New Mexico) while pursuing national opportunities
• Leverage existing payer contracts to drive out-of-state growth

Product / Service Positioning
• Represent full lab capabilities including:
• Dermatopathology services
• Immunohistochemistry (IHC)
• Direct immunofluorescence (DIF)
• Specialized stains and consult services
• Identify opportunities for secondary and specialty testing services

Required Qualifications
• 3+ years of experience in one or more of the following:
• Pathology / histology lab sales
• Laboratory outreach / business development
• Clinical diagnostics sales (molecular, pathology, or related)
• Demonstrated ability to generate new business (not just manage accounts)
• Working knowledge of:
• Clinical workflows involving biopsy, specimen handling, and lab referral
• Provider office dynamics (derm, primary care, or hospital-based)
• Strong communication and relationship-building skills
• Willingness to travel within assigned territory

Preferred Qualifications
• Experience in dermatopathology or surgical pathology
• Existing network of provider relationships
• Familiarity with payer dynamics and in-network positioning
• Experience calling on:
• Dermatology groups
• Multi-site clinics
• Rural health systems

Compensation
• Base Salary: $70,000 – $120,000 (depending on experience)
• Annual profit-sharing bonus

Additional:
• Travel reimbursement
• Performance-based incentives

Work Structure
• Remote / field-based role
• Assigned geographic territory (to be determined)
• Significant autonomy with performance accountability

Compliance Notes
• This position may be filled as a W-2 employee or 1099 contractor depending on jurisdiction and role structure
• Compensation complies with applicable wage transparency laws
• Equal Opportunity Employer (EEO)

Who This Role Is For

This role is designed for individuals who:
• Prefer building over maintaining
• Are comfortable operating without a predefined playbook
• Can create opportunities rather than wait for them
• Take ownership of outcomes, not just activity

Who Will Struggle
• Candidates who require structured inbound leads
• Candidates who primarily manage existing accounts
• Individuals uncomfortable with rejection, ambiguity, or field-driven work

This is a high-autonomy, performance-driven role within a growing national platform. Success in this position is directly tied to your ability to build relationships, create pipeline, and execute consistently over time.

If you are looking for a structured, low-variability role, this job will not be a fit.

If you are motivated by ownership, growth, and upside, we encourage you to apply.

Pay: $70,000.00 - $120,000.00 per year

Benefits:
• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Travel reimbursement
• Vision insurance

Application Question(s):
• You are assigned a new territory with no existing relationships. Walk through your first 30 days in detail. Include how you identify targets, prioritize them, and generate initial meetings.
• Describe a deal or account you pursued for more than 3 months. What obstacles did you face, and how did you ultimately close it (or why didn’t you)?
• What revenue or production metrics were you directly responsible for in your last role? What were your targets, and how did you perform?
• How do you structure a typical week to ensure consistent pipeline growth without direct supervision?
• You are given a territory with both urban dermatology groups and rural primary care clinics performing biopsies. How would you prioritize your outreach and why?
• Who are the key decision-makers when a clinic chooses a pathology lab, and how do you approach each of them?

Work Location: Remote