Business Development Manager – Strategic Accounts
Rapid Drug & Infectious Disease Testing
Employment Type: Full-Time
Location: Hybrid | Northridge, California
DTIB is seeking an experienced, commercially driven Business Development Manager – Strategic Accounts to accelerate growth across our B2B rapid drug and infectious disease testing business.
This is a true new-business development role for someone who enjoys building relationships, creating opportunities, navigating complex sales processes, and converting prospects into meaningful, long-term customers.
The Business Development Manager will own the sales process from initial prospecting and opportunity development through proposal, negotiation, contracting, and close. The primary objective is to develop new, high-value accounts and strategic partnerships that generate sustainable, profitable revenue for DTIB.
Target customers and partners may include national and regional distributors, healthcare and medical groups, clinics, rehabilitation and treatment centers, staffing companies, security organizations, government agencies, occupational health providers, large SMB organizations, and enterprise customers utilizing rapid testing for employment, compliance, safety, or workforce programs.
The role will also support and expand a select group of existing high-value DTIB relationships where appropriate, although new business development will remain the primary focus.
WHAT YOU'LL DO
Build New Business
- Identify, prospect, develop, and close new B2B customers and strategic accounts across the United States.
- Build and maintain a disciplined pipeline of qualified opportunities through targeted outbound development, referrals, industry relationships, inbound leads, channel partnerships, and market research.
- Develop relationships with decision-makers and influencers across procurement, operations, HR, compliance, healthcare, safety, and executive leadership.
- Create account strategies for high-potential prospects and manage opportunities through activation and recurring revenue.
- Consistently identify new markets, channels, and customer segments that can expand DTIB’s addressable opportunity.
Develop Strategic & Channel Partnerships
- Identify distributors and industry partners that can benefit from DTIB’s product breadth, purchasing power, fulfillment capabilities, expertise, and commercial support.
- Develop larger direct relationships across healthcare, staffing, rehabilitation, government, occupational health, security, and enterprise markets.
- Build strategic channel relationships that create scalable and recurring revenue opportunities.
- Identify opportunities to expand DTIB’s presence within existing customers, markets, and distribution channels.
Own the Commercial Process
- Lead the full sales cycle from discovery and qualification through pricing, proposal development, negotiation, contracting, and close.
- Prepare and manage formal RFP, RFQ, bid, and procurement submissions.
- Develop commercially compelling proposals while protecting established margin and profitability requirements.
- Navigate dynamic, volume-based, and negotiated pricing within DTIB’s established commercial parameters.
- Participate in commercial and supply agreement negotiations, working with management and legal resources on pricing approvals, margin requirements, and final contract language.
- Maintain accurate CRM records, pipeline management, sales activity, forecasting, and opportunity reporting.
Develop Key Accounts
- Support selected high-value existing customers where additional commercial development or senior-level relationship management can create meaningful growth.
- Identify opportunities to expand product utilization, locations, programs, or purchasing relationships.
- Develop relationships that position DTIB as a strategic partner rather than simply a product supplier.
- Protect and grow account profitability while identifying opportunities for broader long-term value creation.
Collaborate Across the Business
- Partner closely with DTIB’s existing sales and client success organization, which supports more than 10,000 customers annually.
- Coordinate with operations, purchasing, customer success, marketing, and management to ensure new opportunities can be executed successfully and profitably.
- Work collaboratively with DTIB’s sister company, OneVeris, a provider of background screening services, to identify opportunities where customers can benefit from combined drug testing and background screening solutions.
- Share market intelligence regarding customer needs, competitive activity, emerging opportunities, pricing trends, and product demand.
WHAT SUCCESS LOOKS LIKE
Success in this role will be measured by the ability to:
- Generate meaningful new revenue and gross profit from new accounts.
- Build and maintain a healthy, qualified national sales pipeline.
- Activate new strategic customers, enterprise relationships, and distribution partnerships.
- Convert complex opportunities, including RFPs and negotiated commercial agreements.
- Grow relationships into recurring, scalable sources of revenue.
- Maintain strong pricing and margin discipline.
- Develop an increasingly valuable network within DTIB’s target industries.
- Create cross-selling opportunities between DTIB and OneVeris where appropriate.
- Provide reliable forecasting and disciplined management of opportunities from initial engagement through close.
- Consistently exceed established new-business and profitability objectives.
WHO YOU ARE
- 5+ years of successful B2B sales or business development experience, including direct responsibility for developing and closing new business.
- Demonstrated success creating pipeline independently rather than relying primarily on an inherited book of business.
- Experience managing a full-cycle sales process from prospecting through negotiation and close.
- Experience developing larger or more complex B2B accounts involving multiple stakeholders.
- Experience with formal RFPs, RFQs, bids, or enterprise procurement processes.
- Working knowledge of dynamic, volume-based, or negotiated pricing models.
- General experience with commercial contracts, supply agreements, or negotiated customer terms.
- Strong negotiation, presentation, written communication, and relationship-development skills.
- Commercial and financial aptitude, including an understanding of pricing, margin, volume, and account profitability.
- Strong organizational skills and the ability to independently manage a national opportunity pipeline.
- Comfortable operating in a fast-moving, entrepreneurial, and highly accountable environment.
WHAT SETS YOU APART
- Experience selling medical supplies, diagnostics, rapid testing, drug testing, occupational health products, laboratory products, or related healthcare solutions.
- Experience in high-volume, price-sensitive, transactional, distribution, or commodity-oriented B2B markets.
- Experience selling to healthcare organizations, staffing companies, government agencies, distributors, enterprise organizations, or occupational health customers.
- Experience developing channel or distributor partnerships.
- Familiarity with government procurement and larger enterprise purchasing processes.
Industry experience is valuable, but commercial capability, demonstrated business-development success, and the ability to create and grow meaningful customer relationships are more important than having worked specifically in rapid testing.
Candidates with successful backgrounds in medical distribution, industrial supply, safety products, staffing, laboratory supply, healthcare services, or other high-volume and price-sensitive B2B categories are encouraged to apply.
HOW WE WORK
This position is based from DTIB’s Northridge, California office and will operate on a flexible hybrid basis. Office presence will be driven by business needs, team collaboration, and customer requirements rather than a rigid in-office schedule.
The territory encompasses the entire United States. Much of DTIB’s business can be developed effectively through virtual relationships; however, customer meetings, industry events, conferences, and travel are supported and encouraged when they meaningfully advance an opportunity or relationship.
WHY JOIN?
- DTIB offers a competitive compensation package designed to reward both performance and long-term value creation.
- Base salary of approximately $75,000–$95,000, depending on experience
- Target total compensation of approximately $100,000–$130,000+
- Performance-based commission and incentive compensation
- Meaningful upside for exceeding sales and profitability objectives
- Competitive employee benefits
- Generous paid time off
- Flexible hybrid working environment
- Company-supported business travel
- Significant opportunity for professional growth and increased responsibility as the business expands
The compensation structure is intended to reward strong business-development performance and provide meaningful upside for individuals who consistently develop and close high-value opportunities.
WHY DTIB
DTIB combines the scale, infrastructure, purchasing capabilities, customer service, and market presence of an established organization with significant opportunity for continued growth.
You will join a business that already serves more than 10,000 customers annually while helping develop the next generation of larger strategic accounts, channel relationships, and national opportunities.
For the right person, this is not simply a territory sales position. It is an opportunity to become an important commercial contributor to DTIB’s continued growth, develop valuable long-term customer relationships, and help shape how the company pursues larger and more strategic opportunities across the market.
We are looking for someone who is entrepreneurial, commercially sharp, relationship-driven, and motivated by the opportunity to build.
Website: https://drugtestsinbulk.com/
Job Type: Full-time
Pay: $95,000.00 - $150,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Shift:
Work Location: Hybrid remote in Northridge, CA 91324
