Account Executive

This is a fully remote position, open to applicants in Idaho, +2 more states.

📋 Description

• Drive sales, achieve profitable growth, manage revenue, and oversee account management within the Diagnostic Product Portfolio.

• Oversee hospitals and clinical laboratories located in the designated territory.

• Develop and execute strategic account sales plans tailored to the territory.

• Formulate hospital-specific account strategies based on economic and strategic business factors.

• Clearly articulate clinically relevant product features, advantages, and economic justifications.

• Facilitate the engagement of decision-makers and influencers throughout the customer buying process to secure contractual purchase agreements.

• Sustain and enhance base revenue while ensuring customer satisfaction through consistent customer outreach.

• Collaborate with Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, Applications Specialists, distribution partners, and Marketing teams.

• Achieve or surpass sales objectives and support the Diagnostic portfolio, including Manual Microbiology, Blood Culture, TB, ID/AST, and Molecular Diagnostics.

• Manage sales processes involving clinical laboratories, infectious disease clinicians, pharmacy, value analysis, hospital administration, purchasing, supply chain, and IT departments.

• Engage prospective customers, generate demand, communicate medical and clinical benefits, and conduct product demonstrations.

• Create customer acquisition strategies and implement coordinated team selling approaches.

• Showcase product costs, both soft and hard, and persuade decision-makers to complete product conversions.

• Relay customer needs, inventory and supply chain updates, contract modifications, and competitive insights to distributors.

• Conduct direct sales interactions with distributors to safeguard existing sales and uncover revenue opportunities.

• Maintain customer relationship management records, sales forecasts, activity logs, and closure data.

• Provide post-sales support and coordinate installations with the Service organization.

• Manage expenses, administrative tasks, call reporting, funnel and competitive data, contracts, renewals, company assets, and safety protocols.

• Adhere to Waters Values, Code of Conduct, and AdvaMed regulations.

⛳️ Requirements

• A BA / BS degree in Life Sciences, biological fields, business, or a related discipline is required.

• A degree in Medical Technology (MT ASCP) or Microbiology is preferred.

• A minimum of 3 years of experience in laboratory products or hospital sales is preferred.

• Experience in diagnostic product sales, with hospital and clinical laboratory clients, and navigating complex sales processes.

• Understanding of sales processes and the development of customer loyalty.

• Skills in preparation, presentation, and closing using direct sales, distribution channels, and/or team selling.

• Strong organizational, territory management, account assessment, and relationship-building skills.

• Analytical and financially oriented skills relevant to contract proposals, profitability, budgeting, and expense management.

• Capability to develop markets for new technologies and medical practices.

• Excellent communication and interpersonal skills for effective interaction.

• Proficient in MS Office applications, Salesforce.com, Power BI, and connectivity devices.

• Compliance with Salesforce.com documentation and timely execution of sales activities.

• A valid state-issued driver's license and adherence to Waters auto safety standards.

• Ability to meet in-field customer engagement expectations, specifically engaging with six customers weekly.

🏝️ Benefits

• Opportunity for face-to-face collaboration and in-person connections that support learning, progress, and success.

• A culture that promotes employee learning, growth, and thriving.

• Consideration for workplace accommodations in accordance with applicable laws.

• Potential support or requirements for COVID-19 vaccination/testing, based on role and location.