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Vice President, Business Development - DRUGSCAN

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Job ID REQ_138710 FACILITY DrugScan LOCATION Horsham, Pennsylvania

Position Summary:

The Vice President, Business Development develops and executes a strategic sales, business development, and marketing plans to support the growth goals of DRUGSCAN, a part of ACM Global Laboratories.  Responsible for achieving annual sales targets by building, developing, and leading a multi-functional sales team, maintaining awareness of industry trends, and tailoring management programs and leadership reports, from independent practitioners and multi-provider offices to hospitals and health systems, substance use disorder recovery centers, provider networks, and payors.  Responsible for both expanding existing relationships with current clients and gaining new clients to maximize success. The Vice President, Business Development reports to the General Manager of Drugscan. 

STATUS: Full Time

LOCATION: Horsham, PA or Remote

DEPARTMENT: Business Development

SCHEDULE: Monday - Friday


  • Bachelor’s degree required; Master’s degree preferred.

  • 7 years’ experience in sales & business development required; preferably within toxicology, laboratory reference, clinical trials/research, or drug development sales preferred.

  • Prior experience presenting to C-Suite executives preferred.

  • Ability to travel up to 50% of the time to meet with customers, prospects, attend trade shows or other meetings.

  • Advanced knowledge of CRM use preferred.

  • Validate driver's license.


  • Leadership. Serve as an integral member of the DRUGSCAN Senior Leadership team (SLT) and the ACM Global Leadership Team (GLT). Develop and execute the annual sales plan to support DRUGSCAN goals. Lead the sales department and manage every departmental employee to meet their assigned responsibilities and quotas. Align sales, business development, payer contracting, and customer support functions to the company’s goals.
  • Operations. Develop and manage the sales pipeline process including but not limited to: initial introduction, capability presentations, relationship development, proposal acquisition & oversight of sales closing, negotiations, service related follow-up and lateral expansion of opportunities with each client. Develop and manage a Sales Operations function to provide timely, accurate, sales reports to management for territory assignments, incentive plans, awards, stack ranks, diagnosis of under-performing territories, and modeling over-performing territories.
  • Sales. Leverage Sales, Laboratory Operations, Toxicology Services, Customer Service and other key stakeholders throughout the organization to meet and exceed client expectations. Advance in-depth relationships with client decision-makers and influencers. Strengthen relationships between the company’s clients and the company itself. Implement effective client strategies to optimize sales results and overcome competitors in the target markets. Partner with operations to identify, assess and improve current services or processes.

PHYSICAL REQUIREMENTS S - Sedentary Work - Exerting up to 10 pounds of force occasionally Sedentary work involves sitting most of the time, but may involve walking or standing for brief periods of time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.
Rochester Regional Health is an Equal Opportunity / Affirmative Action Employer. Minority/Female/Disability/Veteran
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