Account Executive

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Any US City
Job Type
Direct Hire
Dec 06, 2017
Job ID
GR Identifier: $Medd, $SMAR 

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***New England Region

Expand the levels of influence of this group in the national, regional and Integrated Healthcare Delivery Network (IHDN) account client base and regional health systems; explore and support new sales opportunities in new and existing clients; know the competition and how to differentiate the company; understand how strategies and tactics work in the marketplace; and negotiate contracts to ensure thorough execution of short and long-term strategic initiatives in order to exceed sales objectives.  Supports applicable regulations including ISO, Local, State, and/or Federal requirements.
Duties and Responsibilities:
  • Live the Company Values.
  • Adhere to Company Procedures and Guidelines.
  • Actively participate in meetings, training sessions and other sales planning sessions.
  • Demonstrate industry expertise and leadership.
  • Understand the key technical aspects of the company’s Products.
  • Participate in trade groups and professional organizations (i.e. ASM, AACC, CLMA, etc.).
  • Maintain internal and external client goodwill and satisfaction.
  • Establish consultative relationships with clients versus transactional sales role.
  • Effectively work with all levels of a client organization including Managers, Directors, Vice Presidents, Presidents and Senior Medical Leaders (i.e. Pathologists, I.D. Physicians, and Chief of Medical Staff).
  • Provide feedback of market intelligence to internal customers.
  • Control selling expenses.
  • Submit key reports on time.
  • Effectively manage territory and key customer relationships to achieve stated objectives.
  • Maintain proper territory records.
  • Positively impact service factors.
  • Effectively work in and lead teams.
  • Able to prepare and formally present to an audience.
  • Effectively work at all levels of the organization to bring on, implement and service large clients.
  • Act as role model for sales organization through leadership and motivational skills.
  • Responsible for performing assigned tasks in accordance with applicable safety regulations and instructions, as well as correcting unsafe work habits and practices and/or bringing to the attention of the Safety Team or a supervisor any practice or condition that may be detrimental to the safety and health of the employees.  You also have a responsibility to cooperate in all safety or health-related programs and assist in solving safety and health problems.  Violations of safety directives and procedures will be handled in accordance with the established Company disciplinary process.
  • Perform other duties as assigned.
 Principal Accountabilities:
  • Develop short and long term sales plans to manage backward integration of testing and rapid implementation of new tests for the national and regional laboratory client base.
  • Manage the assessment of current and future national and regional account needs, identify opportunities to expand testing menu and services to meet these needs.  Work closely with R&D personnel to identify where needs, opportunities and capabilities meet.
  • Develop and manage the implementation of national, regional and IHDN account sales processes to improve efficiency and effectiveness both within the Sales and Marketing Department and with other departments.
  • Negotiate pricing agreements that balance the needs of the organization with the needs of the client.
  • Manage competitive intelligence and conduct market research as part of the overall strategic management of the corporate accounts.
  • Achieve sales revenue and performance objectives.
Education and/or Experience:
  • Bachelor’s Degree in science and 3-5 years sales experience or equivalent combination of education and experience.
  • 3 to 5 years molecular sales experience required.
  • Thorough knowledge of referral laboratory marketing segments and IVD industry.
  • Awareness of referral laboratory and diagnostics customer base.
  • Thorough knowledge of tactical and strategic sales processes.
  • Technically sound understanding of immunology, microbiology & molecular diagnostics.
  • Effective written and verbal communication skills.
  • Creative ability.
  • Strong interpersonal skills.
  • Hardworking, flexible, problem solver, decision maker.
  • Self-motivated.
  • Organizational and detail implementation skills.
  • Computer literate with or equivalent CRM experience, Microsoft Word, PowerPoint and Excel.
  • Clinical Diagnostic sales experience.
  • Able to travel extensively.