Quest Diagnostics provides diagnostic information and services that help patients and physicians make important healthcare decisions. The Inside Account Manager is an early-career sales role for someone who is curious, organized, comfortable engaging customers, and motivated to learn healthcare sales.
The Inside Account Manager will grow a defined book of physician-office accounts through outbound prospecting, lead follow-up, account development, and retention. Working closely with field Account Executives and the Commercial Sales Director, this person will identify new opportunities, expand testing within existing accounts, help address customer needs, and maintain disciplined follow-through. The typical book includes smaller accounts generating up to approximately $2,000 in monthly revenue.
This position can be an excellent fit for a recent college graduate or a high-potential candidate with one to three years of customer-facing experience in retail, hospitality, rental car, recruiting, banking, inside sales, or another fast-paced service environment. Prior healthcare or laboratory experience is helpful but not required; structured training will be provided.
Total Earnings (base salary plus uncapped incentive plan): $85,000 - $100,000 / annually
Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.
Benefits Information:
We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:
Uncapped Sales Incentive Plan
Best in Class Commercial New Hire Training
Commercial-Specific Leadership Development Program
Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours
Best-in-class well-being programs
Annual, no-cost health assessment program Blueprint for Wellness®
healthyMINDS mental health program
Vacation and Health/Flex Time
6 Holidays plus 1 "MyDay" off
FinFit financial coaching and services
401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service
Employee stock purchase plan
Life and disability insurance, plus buy-up option
Flexible Spending Accounts
Annual incentive plans
Matching gifts program
Education assistance through MyQuest for Education
Career advancement opportunities and so much more!
Develop and execute a focused sales plan for assigned accounts, using district priorities, account data, and market opportunities to guide activity.
Build relationships with physician offices and other healthcare customers through telephone, video, email, and occasional in-person visits.
Generate new business through outbound prospecting, inbound lead follow-up, referrals, and coordinated campaigns with field Account Executives.
Identify opportunities to expand testing and services within existing accounts by understanding customer needs, ordering patterns, and current utilization.
Respond to account questions with urgency, coordinate with internal partners, and help resolve issues that could place revenue or customer relationships at risk.
Use pre-call planning, effective questioning, active listening, clear recommendations, and consistent follow-up to advance opportunities.
Review account performance, revenue trends, competitive information, and profitability data; translate findings into practical account actions.
Learn and communicate Quest products, services, connectivity solutions, and the Why Quest value proposition.
Partner with Account Executives on targeted growth accounts, selected field visits, and coverage of open territories as assigned.
Maintain accurate activities, contacts, opportunities, and next steps in Salesforce; complete administrative work on time.
Meet or exceed activity, pipeline, retention, revenue-growth, and other assigned performance expectations.
Follow all Quest policies, healthcare compliance requirements, and applicable government regulations.
Bachelor's degree preferred, ideally in business, marketing, communications, life sciences, or a related field; equivalent customer-facing, sales, or business experience will be considered.
Zero to three years of professional experience. Experience in inside sales, retail leadership, hospitality, rental car, customer service, recruiting, banking, or another performance-driven environment is welcomed.
Prior healthcare, laboratory, medical device, pharmaceutical, or business-to-business sales experience is a plus, but not required.
Working knowledge of Microsoft Office or similar business applications; experience with Salesforce or another CRM is a plus.
Valid driver's license and ability to travel occasionally within the assigned Northern California district.
What We are Looking For:
Strong communication skills and the confidence to engage customers by phone, video, email, and in person.
A genuine interest in sales, customer relationships, problem solving, and the healthcare industry.
Self-motivation, resilience, curiosity, and a willingness to ask for the business.
The ability to manage multiple priorities, stay organized, and follow through reliably.
Comfort learning from data and using account information to decide where to focus.
A collaborative style and the maturity to work across sales, operations, customer service, logistics, billing, and other internal teams.
Coachability and the capacity to learn laboratory services, healthcare economics, and compliant selling practices.
Core Competencies
Customer focus
Drive for results
Communication
Active listening
Planning and prioritization
Learning agility
Perseverance
Collaboration
Business judgment
Accountability
Measures of Success
Consistent prospecting activity and creation of qualified opportunities.
Growth and retention across the assigned book of business.
Accurate pipeline management, timely follow-up, and strong Salesforce discipline.
Effective partnership with field Account Executives and internal support teams.
Demonstrated growth in sales skills, healthcare knowledge, and account ownership.