Account Executive, Innovations & Technology

This is a fully remote position, open to applicants in Connecticut, +4 more states.

📋 Description

• Generates demand and business development opportunities for the company's technology application products, solutions, and services, while responding to incoming leads within a specified territory or assigned customer accounts.

• Engages in relationship management, formulates and executes business development strategies, pursues organic growth within the existing customer base, and provides service support for designated accounts.

• Ensures that customer needs are recognized and addressed promptly.

• Interacts with mid to senior-level executives and other representatives from Integrated Delivery Networks (IDN) to drive technology applications sales.

• Collaborates with Medical Distribution counterparts to ensure all company programs are supported cost-effectively concerning sales and ongoing customer relationships.

• Acts as a liaison between hospital and division department heads to ensure seamless transitions.

• Partners with the Technology Support Team, Technology Implementation Team, Customer Success Team, and other internal departments to resolve issues.

• Continuously maintains and enhances relationships with influential regional stakeholders.

• Conducts research to identify product, technology, and/or service program opportunities within assigned markets and accounts.

• Cultivates strategic relationships with leaders of key Integrated Delivery Networks (IDN) to support the positioning, marketing, and sales of Operations & Maintenance services and technologies.

• Collaborates with other sales teams to create and implement a comprehensive strategy for sales solutions for customers within an assigned market.

• Manages the entire sales process from prospecting to closing opportunities.

• Coordinates all efforts related to active pursuits and focuses on advancing opportunities through the sales cycle.

• Effectively positions oneself as a trusted advisor and subject matter expert.

• Develops customer-facing proposals.

• Works with internal teams to create contracts.

• Leads negotiations following company policies to ensure that all parties meet their commitments.

• Analyzes customer needs, develops tailored sales strategies, and successfully closes sales of technology products and consulting services.

• Prepares margin budget projections for assigned markets/customers.

• Ensures that customer commitments are made in accordance with company policies and that all commitments can be fulfilled and implemented.

• Manages the contracting process for delivered services, partnering effectively with Home Office contacts.

• Negotiates contract terms to ensure sales profitability and compliance with pricing goals and standards.

• Evaluates financial data to provide sound recommendations to customers.

• Records sales activities in the Customer Relationship Management (CRM) system to monitor and report on sales productivity.

• Maintains regular communication with the account through onsite visits, email, and phone to continually assess and meet customer needs and expectations.

• Aids in onsite training of clinical staff on the use of the technology platform.

• Performs additional duties as assigned.

⛳️ Requirements

• A Bachelor's degree is required in Sales & Marketing, Business Administration, Information Technology, or a related field.

• A minimum of 3 years of relevant sales/business development experience is required.

• At least 5 years of directly related experience in Healthcare/Life Sciences Business to Business Sales, Account Management/Business Development, Healthcare Supply Chain, Healthcare Products, Technical Sales, etc.

• A strong understanding of hospitals and how large hospital systems operate, and/or knowledge of the distribution industry and warehouse/delivery operations.

• Demonstrated functional knowledge of the healthcare industry and the perioperative space.

• Proven understanding of advanced selling techniques, including strategic selling, team selling, consultative/conceptual selling, and sales performance metrics.

• Extensive knowledge of CRM software and Account Management software systems.

• General proficiency in MS Office.

• Proven ability to manage a portfolio of customer accounts profitably and significantly grow sales.

• Strong financial management skills, particularly in pricing, forecasting, and developing cost justifications for product or service solutions.

• Ability to create effective sales strategies for products, solutions, and service offerings.

• Capable of delivering impactful presentations to both internal and external customers.

• Excellent negotiation skills, with the ability to influence senior levels within an organization.

• Demonstrated critical-thinking, problem-solving, quick alternative identification, and effective decision-making skills to drive collective, successful customer solutions.

• Willingness to travel up to 70% of the time.

🏝️ Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans begin on the first day of employment for full-time teammates.

• Educational Assistance - We provide educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.

• Employer-Paid Life Insurance and Disability - Employer-paid life insurance and disability coverage are provided.

• Voluntary Supplemental Programs – We offer additional options to secure your financial future, including supplemental life, hospitalization, critical illness, and other insurance programs.

• Support for your Growing Family – Adoption assistance, fertility benefits (included in the medical plan), and parental leave are available for teammates planning for a family.

• Health Savings Account (HSA) and 401(k) - These voluntary financial programs help teammates prepare for their future, along with other voluntary benefits.

• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and various types of leave – including parental leave.

• Well-Being – Our offerings also include a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.