Business Development Executive for U.S. East Region

Company Overview 

Belay Diagnostics is a ground-breaking and enterprising startup organization focused on the non-invasive detection of central nervous system cancers.  Belay has partnered with Johns Hopkins, one of the country’s leading neuro-oncology research centers, to commercialize proprietary molecular technology that will result in faster, more efficient, and less costly answers for patients with suspicious findings.  Our goal is to become a neuroscience center of excellence dedicated to the timely, reliable detection of neurological malignancies and disorders.  We hope to serve clinicians seeking a fundamentally better solution to suspicious neurological findings as well as partner with other healthcare entities who will leverage our data to develop much-needed therapeutic solutions for brain cancers.   

Position Summary 

The Business Development Executive is a critical element of the Company’s commercial organization.  The BDE functions as the tip of the spear by engaging new customers, closing business, and generating revenue for the organization.  The ideal candidate has experience navigating matrixed and multi-tiered call points such as hospitals and health systems, delivering technical presentations to specialists and other relevant parties throughout the organization, and gaining commitment from key decision makers while imparting an appropriate sense of urgency.  This position requires an individual with a strong track record of success in business development and overall territory growth.  The BDE role calls for an enterprising, highly motivated, organized, seasoned, and collaborative individual who can operate with ease in a startup environment, and transition between business objectives as corporate priorities demand.  This position requires experience selling laboratory testing in the Oncology space, and preferably NGS-based assays.  The Business Development Executive will be responsible for closing new hospitals and health systems by selling directly to Neurosurgeons, Neurologists, Neuro-oncologists, and Medical Oncologists.  After gaining commitment from ordering providers, the BDE will engage laboratory leadership and relevant administrative personnel to secure Belay’s status as an approved reference laboratory.  This process will entail leveraging internal resources to demonstrate clinical utility, establish medical justification, and persuasively articulating our brand’s value proposition.  The BDE will position Belay Diagnostics as a neuro-oncology center of excellence to drive neuro-pathology business from key target customers.  While our flagship product is Summit, displacing incumbent reference labs with the goal of securing market share in the traditional neuro-pathology space will be critical to our overall success. 

Essential Duties/Responsibilities/Requirements  

• Meet or exceed sales quota by selling Belay’s portfolio of neuro-pathology solutions to target customers  
• Work collaboratively with internal partners to ensure all facets of the customer on-boarding process have been properly executed  
• Function as the primary point of contact for new customers until hand-off takes place 

• Manage new account setup, pricing negotiations, and vendor approval for each hospital/health system 
• Ensure the specimen send-out process to Belay is optimized and functioning smoothly for each customer before hand-off  
• Work collaboratively with your Territory Account Manager to transition new customers after completion of the hand-off checklist is completed  
• Oversee the proper documentation of customer interactions in our CRM tool with the goal of ensuring data integrity, accuracy, and completeness  
• Interact regularly with Operations to ensure pertinent information is being communicated to customers in a timely manner 
• Be responsive and nimble when dealing with the demands of both internal and external customers/partners 
• Operate with an appropriate sense of urgency when addressing customer-facing issues 
• Maintain a working knowledge of the competitive landscape and communicate relevant updates to Senior Leadership  
• Actively participate in the product improvement process by providing insights gleaned from customer interactions with the goal of optimizing our offerings  
• Work products must be delivered in a timely and professional manner  
• Candidates will need to demonstrate strong technical proficiency with standard business applications and CRM tools 
• Must be adaptable, able to pivot based on business needs, and willing to operate in a highly dynamic startup environment 
• Conduct business with internal partners and customers while maintaining the highest degree of ethical standards, adhere to Company values, and operate with integrity   

Education, Knowledge & Experience  

• Bachelor’s degree with 8+ years in the IVD testing space  
• Relevant experience selling into hospitals and health systems  
• Experience managing large territories where overnight travel is required  

• Highly proficient with Excel, CRM platforms, Concur, and other standard business applications  
• Strong interpersonal and communication skills 
• Experience interacting with laboratory personnel- including support staff and laboratory directors  
• Proven track record of sales excellence in a relevant role  
• Ability to articulate technical nuances associated with highly specialized testing  
• Demonstrated time management and organizational skills 
• Documented examples of successful business development  

 
Belay Diagnostics offers excellent health benefits and a 401(k) program with immediate Company match. Belay is a team of dedicated and collaborative employees committed to improving healthcare. 

Belay Diagnostics is proud to be an equal opportunity workplace. All aspects of employment decisions will be based on merit, competence, performance, and business needs. We do not discriminate on the bases of any status protected under fede