• Meet and exceed sales goals within the LES portfolio, including workplace drug and clinical testing as well as screening and prevention services • Develop and execute an annual business plan, including quarterly business reviews and updates • Identify, develop, and close new business opportunities within assigned territory to exceed sales quota • Analyze market data, customer trends, and sales metrics to drive business development strategies • Build, maintain, and manage a sales pipeline to achieve revenue and growth objectives • Accurately forecast sales opportunities and maintain pipeline data within CRM systems • Present applicable services to prospective clients • Develop customized proposals and negotiate contracts with customers • Conduct prospecting and cold-calling activities to generate new business opportunities • Maintain customer and prospect records within Salesforce • Monitor regional trends, competitive activity, and market conditions to inform sales strategy • Attend Divisional meetings, industry conferences, trade shows, and professional events to support brand awareness and business growth as required

• Effectively partner and work with the Marketing team, Outside Sales team and Technical Support team to develop account intelligence and help define target markets and opportunities. • Mapping account research • Prospecting – Cold calling/emailing, referrals, social selling to generate interest • Re-engaging existing targets with no recent activity • Scheduling meetings for the outside sales team • Documenting information and interactions in the Customer Relationship Management (CRM) software • Following up on incoming leads, as appropriate • Other duties as assigned

• Make approximately 150 outbound calls each day • Respond to new inbound leads within minutes whenever possible • Qualify prospective clients using our proven process • Schedule high-quality appointments for our advisors • Follow up with prospects who need additional touchpoints • Rebook missed appointments and nurture warm opportunities • Maintain accurate notes and activity inside HubSpot CRM • Meet daily, weekly, and monthly activity goals • Participate in ongoing coaching and sales training

• Identify, target, and engage accounts with zero current business. • Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities. • Develop a deep understanding of the territory business while utilizing tools to analyze data for the most effective planning. • Drive the full sales cycle from initial contact to contract close. • Build and maintain strong competitive product knowledge. • Cold calling, gaining access into competitive accounts, and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition. • Analyze market trends, competitive activity, and customer needs to develop a sales strategy. • Provide sales funnel, territory planning, and forecasts through the business review process with Abbott leadership. • Collaborate with internal teams to develop contract proposals and pricing strategies. • Use sales metrics and standardized tools to document the sales process and influence purchasing decisions.