What are the responsibilities and job description for the Director of Business Development - Toxicology position at Interpath Laboratory?
Interpath Laboratory is seeking a seasoned, results-driven Director of Business Development – Toxicology to lead commercial growth initiatives for our expanding toxicology service line. This senior-level role is responsible for identifying, cultivating, and securing high-value partnerships with complex healthcare organizations, including health systems, hospital networks, addiction treatment providers, and FQHCs across Oregon, Washington, and Idaho.
This position is designed for an experienced laboratory sales professional with a proven track record of closing large, complex deals specifically in the toxicology testing space. The ideal candidate brings deep industry knowledge, consultative selling expertise, and the ability to navigate multi-stakeholder decision environments—including engagement with C-suite executives.
As a key member of the growth and strategy team, the Director will focus on enterprise-level opportunities that drive revenue, increase market share, and align with Interpath's commitment to clinical excellence and operational standardization. Close collaboration with operations and internal stakeholders is critical to ensure that all deals are operationally feasible and do not compromise scalability or consistency.
Please note: Interpath does not provide chain of custody testing, and such services are specifically excluded from our toxicology offerings.
Minimum Qualifications
- Bachelor's degree in Business, Life Sciences, Healthcare Administration, or a related field (Master's degree preferred).
- 7 years of progressive experience in laboratory sales, with at least 3–5 years specifically in toxicology or diagnostic testing.
- Demonstrated success in closing large, complex deals with healthcare systems, FQHCs, behavioral health providers, or similar enterprise-level clients.
- Strong understanding of clinical laboratory operations, payer dynamics, and regulatory environments relevant to toxicology testing.
- Exceptional communication and negotiation skills, with the ability to build relationships across all organizational levels, including the C-suite.
- Proficiency in CRM platforms (e.g., HC1, Salesforce) and data-driven sales management.
- Ability to travel regularly within a multi-state territory (OR, WA, ID), including occasional overnight travel.
- High degree of professionalism, initiative, and strategic thinking.
Responsibilities:
- Develop and execute a strategic business development plan to grow Interpath's toxicology testing services across Oregon, Washington, and Idaho.
- Identify and pursue high-value partnership opportunities with complex healthcare organizations, including health systems, hospital networks, behavioral health providers, and FQHCs.
- Lead the full sales cycle from prospecting to contract execution, with a focus on large, multi-site, or strategically significant accounts.
- Collaborate closely with internal teams—including Laboratory Operations, Client Services, and Executive Leadership—to ensure all deals are aligned with operational capabilities and standardization goals.
- Avoid custom arrangements or client concessions that would hinder efficient implementation, scalability, or service consistency.
- Promote Interpath's toxicology test menu and capabilities through in-person meetings, virtual presentations, and targeted outreach efforts.
- Leverage CRM tools (e.g., HC1) to manage leads, track progress, forecast performance, and provide regular updates on territory activity.
- Build and maintain strong relationships with key stakeholders and decision-makers, including physicians, clinical administrators, and C-suite executives.
- Serve as the face of Interpath's toxicology program at regional and national conferences, meetings, and industry events.
- Stay informed on market trends, competitive activity, and regulatory developments to continuously refine growth strategies.
What we offer:
- Competitive base salary and generous commission program that rewards hard work and successful outcomes
- Laboratory discounts for in house testing
- In-house Healthcare services discounts (through our sister companies/healthcare division)
- No cost for employee only medical & dental coverage
- 401(K) with discretionary employer match
- Paid Time Off
General Physical Requirements
Sales professionals must be able to: enter and exit their assigned vehicle repeatedly and be able to sit in vehicle/drive for up to 2 hours nonstop; load & unload assigned vehicle, with frequent bending involved; drive in all types of conditions, including built-up areas, freeway, and rural traffic, hours of darkness, and inclement weather; and occasionally kneel, bend, and stoop in order to perform vehicle inspections.
OSHA Category: This position performs tasks that involve minimal exposure to blood, body fluids and/or tissues. All employees performing these duties are offered the opportunity to receive the Hepatitis-B vaccination series but for this position, it is optional.
