Company Mission
To be the best provider of comprehensive and innovative clinical laboratory services for the prevention, diagnosis, and treatment of complex chronic disease.
Company Vision
The Genova Diagnostics team will improve the lives and well-being of patients by bringing insights to the complexity of health.
Company Overview
Genova Diagnostics is a specialty clinical laboratory focused on advanced diagnostic testing that supports personalized, functional, and integrative medicine. The company offers a broad menu of specialty testing and educational resources that help clinicians evaluate gastrointestinal, nutritional, metabolic, endocrine, and immunologic function in patients with chronic and complex conditions. Genova combines clinically relevant testing, provider education, and consultative support to help healthcare practices improve patient care and expand use of data-driven diagnostic solutions.
Position Summary
The Clinical Business Executive is responsible for driving new business growth and expanding market presence for Genova Diagnostics within an assigned territory. This role blends proactive business development with strategic management of an annual upsell book of business, using a hybrid engagement model that combines in-person field activity with remote selling and account development based on account size, growth potential, geography, and customer needs. The successful candidate will prospect, close, onboard, and expand new accounts while partnering cross-functionally to ensure a strong customer experience and long-term revenue growth.
Essential Duties and Responsibilities
- Drive new business development and build a strong pipeline of prospective accounts while meeting and exceeding territory sales growth goals.
- Maintain and grow an annual book of upsell business by identifying expansion opportunities within existing and newly won accounts.
- Serve as a subject matter expert on Genova Diagnostics testing solutions, clinical applications, and value proposition for both customers and prospects.
- Develop customer relationships through a hybrid coverage model that includes in-person field visits for larger, strategic, or high-potential accounts and remote engagement for smaller, emerging, or geographically dispersed accounts based on customer needs.
- Conduct regular outreach through face-to-face meetings, video calls, phone calls, webinars, and email follow-up to advance opportunities and maintain strong account engagement.
- Act as a liaison between the client and internal Genova teams, collaborating with commercial, operational, customer support, and educational resources to support growth and implementation.
- Keep current on competitor products, market activity, industry developments, clinical trends, and relevant research to strengthen positioning and sales effectiveness.
- Use market data, sales analytics, and account insights to prioritize targets, identify new business opportunities, and shape territory strategy.
- Provide updates to leadership on strategic initiatives, major opportunities, territory trends, and sales performance.
- Establish and maintain effective working relationships with internal support departments to enable a high-quality customer experience and successful account launch.
- Manage territory travel, scheduling, and logistics efficiently to maximize productivity across field and remote selling activity.
- Attend local, regional, and national trade shows, educational programs, and professional events as requested to support brand awareness and lead generation.
- Maintain accurate and timely account activity, pipeline updates, opportunity stages, and forecasting information in Salesforce or other CRM tools.
- Cold call, prospect, and develop a sales funnel capable of delivering sustained revenue performance and supporting near-term quota attainment.
- Accurately forecast new business and maintain a healthy pipeline of opportunities aligned to short-term and longer-term territory objectives.
- Partner closely with account management and sales colleagues to protect existing business, ensure smooth account transitions, and maximize account lifetime value.
- Deliver in-services, implementation support, and training for providers and staff during the onboarding process using both on-site and virtual formats.
Hybrid Coverage Approach
This role uses a hybrid commercial model that aligns engagement strategy to account value and customer need. High-value, complex, or strategically important prospects and customers should receive more in-person field engagement, while smaller, lower-frequency, or geographically distant accounts may be managed with a higher mix of remote outreach and virtual follow-up. The Clinical Account Executive is expected to deploy time and resources intentionally, balancing field selling with scalable remote activity to optimize reach, conversion, and territory economics.
Success Profile
The successful candidate is an assertive, consultative seller who can open doors, create demand, and move prospects to close while also identifying opportunities to expand business after initial adoption. Success in this role requires comfort operating in both face-to-face and virtual channels, strong hunting instincts, disciplined pipeline management, business acumen, and the ability to translate clinical and market insights into customer value. The ideal candidate can tailor engagement to each account, establish credibility quickly, and build momentum across a diverse territory.
Minimum Qualifications
- Bachelor’s degree.
- Four or more years of sales or account management experience in healthcare.
Additional Job Standards
- Previous clinical laboratory or diagnostics sales experience strongly preferred.
- Medical device sales and business-to-business selling experience preferred.
- Proven success managing a book of business and achieving growth targets.
- Ability to collaborate closely with sales, operations, and support teams to grow the business.
- Strong consultative selling, prospecting, and closing skills.
- Ability to understand complex scientific literature and use clinical data as a compelling selling factor.
- Strong written and verbal communication skills, including virtual presentation skills.
- Excellent time management, organization, and territory planning skills.
- Proficiency in Microsoft Office, Excel, PowerPoint, and CRM tools such as Salesforce.
- Ability to travel overnight as needed.
- Valid driver’s license and clean driving record.
- Strong technical competency and business acumen.
Core Performance Expectations
- Achieve new business revenue and territory growth objectives.
- Build and maintain a robust pipeline that supports consistent quota attainment.
- Expand test utilization and wallet share across newly acquired and targeted accounts.
- Execute a disciplined hybrid territory plan that aligns field time and remote outreach to account opportunity and customer need.
- Deliver a high-quality onboarding and implementation experience that supports retention and follow-on growth.
Key Competencies
- New business development
- Prospecting and pipeline management
- Consultative selling and closing
- Hybrid field and remote territory management
- Clinical and commercial communication
- Cross-functional collaboration
- Customer onboarding and implementation
- Strategic prioritization and follow-through
Physical Demands
While performing the duties of this role, the employee is regularly required to sit, operate a motor vehicle for travel to customers, prospects, and teammates, use hands to handle materials, reach with hands and arms, and communicate effectively. The employee is occasionally required to stand and walk and must occasionally lift or move up to 10 pounds. Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus.
Work Environment
The work environment characteristics of this role are representative of those encountered while performing the essential functions of the job, and reasonable accommodations may be made to enable individuals with disabilities to perform those functions.
Equal Opportunity Statement
Genova Diagnostics is committed to building an inclusive workplace and providing equal employment opportunities based on qualifications, performance, and business needs.
