Account Executive

Our Client is growing their Commercial Sales team and hiring an Account Executive, Northern California. The Account Executives are essential to the success of our client and by utilizing their expertise and experience, will ensure customer success, account retention as well as account growth, and positively impact patient outcomes.

The Account Executive brings medical device account management experience demonstrating technical, clinical, business and economic acumen. The skills, knowledge and experience will be applied to the products and market positioning of the device, data collection, our solutions and emerging technologies.

The AE will consistently, clearly, and passionately articulate the clinical and economic value proposition of the product portfolio to current customers and new accounts from the implementation stage through to account stability by performing responsibilities including:

Drive Revenue Growth

• Meet or exceed monthly, quarterly and annual quotas that include metrics for revenue, account retention and growth, customer acquisition and base account success and expansion opportunities
• Execute a top-down/bottom-up sales strategy aligned to the organizational goals and Commercial department expectations that engages with corporate IDNs, customers and other identified key stakeholders to secure pilots, evaluations and adoption in (flagship) hospitals and system-wide standardization contracts
• Implement and continuously evaluate the AE regional strategic business plan that expands the customer base, account acquisition, growth and success
• Manage existing accounts and new account evaluations developing account and customer success criteria to ensure customer acquisition and retention bringing the account under management
• Develop, manage, resource and coordinate an individual customer evaluation plan to ensure each new account has defined success criteria, implementation services, a fully executed contract and is completed through Closed Won of the sales cycle
• Build, manage and successfully maintain business and clinical champions, partnerships and relationships for customer retention, satisfaction and account success
• Manage accounts within the territory and ensure existing customers have consistent product utilization, maintain high compliance rates, have dashboard metrics & data analytics, as well as their QBRs (Quarterly Business Reviews) delivered
• Identify when desired account metrics are not being met and intervene timely to provide appropriate resources for account retention and customer success
• Working with the EVP, VP/AVPs, BDs, and any MMT partnerships (such as BD) to target and support strategic relationships within territory including: Centers of Excellence, strategic accounts, IDNs, GPOs and other business development opportunities
• Responsible for successful transition of customers, stakeholders and relationships to the Account Executive Team’s appropriate Manager

Channel Management

• Work closely on a day-to-day basis with channel partner field sales representatives
• Foster and develop new account opportunities with channel partner representatives
• Cultivate, develop and provide support to make channel partner representatives successful
• Proactively partner to transition and manage all required activities, especially qualified stakeholder meetings, to successfully and expeditiously drive opportunities from Qualified to Close Won together with the Business Development team
• Effectively communicate and celebrate channel partners successes
• Identify and implement opportunities for improvement of sales process, evaluation plans, tools and tactics

Training & Value Proposition Content Mastery

• Manage, develop and plan the evaluation, communicate and coordinate logistics and training schedule with any cross functional resources, internal and external team members and key customer stakeholders as appropriate
• Expertly conduct multi-departmental key stakeholder meetings appropriate to the sales cycle stage timely and efficiently for all those involved
• Demonstrate strong retention and mastery of value proposition content consistently in all aspects of the role with customers, partners, team members (TAMs and BDs), AVPs, as well as members of the company’s Leadership Team
• Collaborate with Leadership Team as well as peers in identifying and recommending business initiatives that will help drive the long-term growth and success
• Ensure adherence to sales operations and related processes within the territory including CRM management (salesforce.com), sales activity and account documentation, data collection and analysis, metric tracking and compliance, expense management, reporting and all relevant business administrative needs
• Attend and participate in local and national conferences, networking events and the like to benefit positioning in the market space

What you bring:

• Degree in Business Administration/Marketing strongly preferred
• 2+ years successful field account management, sales or clinical focused sales experience within the healthcare industry, more specifically in medical device Additional experience with clinical training, data and stakeholders, specifically in Medical Departments (ex: ED/Emergency Department), Laboratory, Antimicrobial Stewardship, Infection Prevention, Clinical Value Analysis, Supply Chain, etc. is highly desirable
• Advanced presentation, speaking and written communication skills with the ability to present clinical and financial data
• Demonstrated experience Consistently at/above revenue/account quota or targets
• Consistently meeting and exceeding account retention and satisfaction metrics
• Successfully negotiating within the sales and pricing strategy for the renewal, growth or extension of contracts, products and services
• Demonstrated work ethic with a high sense of urgency, accountability and demonstrated ability to deliver results
• Alignment with the mission and values of the company
• Ability to travel extensively to cover territory; up to 75% of time