Account Executive

This is a fully remote position, open to applicants in Illinois, +1 more state.

📋 Description

• Generate new business and meet a set sales quota within the assigned territory.

• Create and implement a territory sales strategy to reach established sales goals and organizational OKRs.

• Research and prioritize target accounts while maintaining a qualified sales pipeline through outbound prospecting, inbound leads, referrals, partners, and industry events.

• Track territory activity, competitive developments, and market trends while progressing qualified opportunities.

• Conduct discovery sessions and qualify opportunities based on objectives, systems, workflows, challenges, budget, decision-making process, purchasing timeline, and strategic alignment.

• Showcase JTG’s capabilities, recommend suitable services, address inquiries and objections, and steer opportunities toward timely decisions.

• Establish trusted relationships with decision-makers, influencers, industry partners, and potential clients.

• Oversee opportunities from initial contact through proposal development, negotiation, and closure.

• Collaborate with the Chief Growth Officer, Consulting Services team, and subject-matter experts to define engagements and prepare proposals, RFP responses, presentations, pricing, and Statements of Work.

• Work alongside Contracting and Finance teams on contracting, payment terms, invoicing, and other financial matters.

• Document sales commitments and manage the transition of closed deals to the Consulting Services delivery team.

• Represent JTG at conferences, partner meetings, user groups, webinars, and healthcare IT events.

• Cultivate relationships with referral sources, vendors, consultants, and strategic partners to generate new business and grow existing accounts.

• Stay informed about JTG’s services, competitors, partners, and trends within healthcare and laboratory IT.

• Conduct meetings with clients and partners, including quarterly business reviews.

• Maintain comprehensive, accurate, and timely CRM records.

• Provide dependable sales forecasts and report significant opportunity changes.

• Monitor prospecting, pipeline, conversion, and sales performance against targets.

• Participate in pipeline reviews and leverage performance data and feedback to enhance sales effectiveness.

• Collaborate with Marketing and other internal teams on outreach, campaigns, content, events, client feedback, and market intelligence.

• Perform additional related duties as assigned.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, Information Technology, or a related field, or an equivalent combination of education and relevant professional experience.

• At least three (3) years of experience in sales, business development, account management, or a similar client-facing role related to laboratory IT, clinical laboratory technology, healthcare IT, or related professional services.

• Proven understanding of clinical laboratory operations, workflows, information systems, technology challenges, and stakeholder needs.

• Capability to recommend suitable laboratory IT solutions or Consulting Services.

• Experience in prospecting for new business, qualifying leads, managing a sales pipeline, and aiming for an assigned sales quota or other measurable sales goals.

• Strong communication and collaboration skills with laboratory leaders, healthcare executives, IT professionals, vendors, consultants, and internal subject-matter experts.

• Experience maintaining accurate sales and forecasting data in a CRM system.

• Proficiency with Microsoft 365 applications.

• Ability to work independently in a remote setting while contributing to a collaborative team environment.

• Willingness to meet the position’s travel requirements, including overnight travel.

• Familiarity with laboratory information systems and related platforms, workflows, integrations, and implementation or optimization initiatives (preferred).

• Working knowledge of clinical and anatomic pathology operations and relevant healthcare privacy, security, regulatory, and laboratory quality standards (preferred).

• Experience in developing proposals, presentations, RFP responses, pricing, and Statements of Work, along with negotiating and closing complex engagements involving multiple stakeholders (preferred).

• Established relationships with laboratory leaders, healthcare organizations, laboratory IT vendors, consultants, or other industry partners (preferred).

🏝️ Benefits

• Competitive Salaries

• Paid Company Holidays

• Paid Time Off

• Sick Leave

• Flexible Working Hours

• Remote Positions - Work from home

• Health, Dental & Vision Insurance

• 401(k) + Employer Match

• Career Advancement Opportunities

• On-Going Education & Professional Development Opportunities

• Approximately 40–60% travel, including overnight travel and attendance at client meetings, conferences, and partner events