Business Development Manager - Indianapolis, IN in Indianapolis, Indiana at Ethos Laboratories

The Business Development Manager – Onsite Serology Testing is responsible for identifying, developing, and executing growth opportunities related to Ethos Laboratories’ onsite clinical blood testing services. This includes expanding adoption of CLIA-waived and moderately complex serology testing programs within addiction recovery, behavioral health, and other outpatient care settings.

This role will focus on driving product-market fit, developing strategic partnerships with provider organizations, and supporting implementation of onsite testing programs that improve clinical workflow, accelerate diagnosis, and enhance patient outcomes.

The Business Development Manager will work closely with executive leadership to define competitive positioning, refine service offerings, and align pricing and payer strategies. This role will also collaborate with Marketing to develop value propositions, optimize communication channels, and build scalable lead generation strategies, while coordinating with Operations and Clinical teams to ensure successful program deployment.

ESSENTIAL FUNCTIONS

• Identifies, develops, and closes new business opportunities specific to onsite serology and clinical blood testing programs.
• Drives adoption of Ethos’ onsite testing model within addiction recovery, behavioral health, and outpatient provider networks.
• Builds and maintains relationships with healthcare providers, health systems, and strategic partners.
• Educates prospective clients on clinical, operational, and financial benefits of onsite testing, including workflow optimization and turnaround time improvements.
• Supports implementation of new accounts, including coordination of training, logistics, and integration with clinical workflows.
• Collaborates with internal teams (sales, marketing, operations, compliance, and finance) to ensure successful execution of programs.
• Identifies and develops strategic partnerships to expand market access and service offerings.
• Evaluates market trends, payer dynamics, and competitive positioning to inform growth strategy.
• Provides input into product development, service enhancements, and go-to-market strategies.
• Manages key client relationships and ensures high levels of customer satisfaction and retention.
• Tracks pipeline activity, sales performance, and market feedback to inform leadership decisions.
• Expands the visibility and reach of Ethos Laboratories within target markets.
• Supports recruiting, mentoring, and development of sales professionals as the program scales.

PROFESSIONAL REQUIREMENTS

• Regular and prompt attendance
• Must be able to delegate and accomplish goals through others
• Ability to maintain the highest level of confidentiality and adherence to HIPAA regulations
• Ability to model and foster in others time management, conscientiousness, dedication, self-discipline, accountability and responsibility
• Critical thinking and problem solving
• Utilizes leadership principles to anticipate and influence change
• Proficient with Microsoft Office applications

EDUCATION AND EXPERIENCE REQUIREMENTS

• Bachelor’s degree in business administration, marketing, or related field, MBA a plus
• 5-10 years’ business development experience
• 3-5 years’ supervisory or management experience

KNOWLEDGE, SKILLS AND ABILITIES

• Strong understanding of healthcare delivery models, including outpatient and behavioral health settings
• Familiarity with CLIA-waived testing, laboratory workflows, and diagnostic services preferred
• Knowledge of payer dynamics, reimbursement models, and managed care environments
• Relationship management and partnership development skills
• Strategic thinking and execution capabilities
• Financial and business acumen, including pricing and ROI discussions
• Excellent communication and presentation skills with the ability to translate complex clinical concepts into clear value propositions
• Strong organizational and project management skills
• Negotiation and closing skills
• Ability to work in a fast-paced, growth-oriented environment
• Lead generation and pipeline management experience
• High level of professionalism, initiative, and accountability

PHYSICAL REQUIREMENTS

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Sedentary Work - Exerting up to 10 pounds of force occasionally (Occasionally: activity or condition exists up to 1/3 of the time) and/or a negligible amount of force frequently (Frequently: activity or condition exists from 1/3 to 2/3 of the time) to lift, carry, push, pull, or otherwise move objects. 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.
• Must be able to sit for prolonged periods of time.
• Normal routine involves no exposure to blood, body fluid or tissue and as part of their employment, incumbents are not called upon to perform or assist in emergency care or first aid.
• The incumbent has no occupational risk for exposure to communicable diseases.
• Because the incumbent works within a healthcare setting, there may be occupational risk for exposure to hazardous medications or hazardous waste within the environment through receipt, transport, storage, preparation, dispensing, administration, cleaning and/or disposal of contaminated waste. The risk level of exposure may increase depending on the essential job duties of the role.

DIRECT REPORTS

• None