Key Accounts Executive, Business Development

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

📋 Description

• Take ownership of a regional new-business objective focused solely on obtaining signed, multi-year committed distribution agreements within targeted health systems.

• Actively identify, target, and penetrate key health systems that do not currently have a committed agreement.

• Create and implement assertive account acquisition strategies that lead to measurable growth in contracted revenue.

• Cultivate executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to foster enterprise alignment and sponsorship.

• Generate, qualify, and sustain a strong, high-value pipeline of enterprise opportunities.

• Navigate complex negotiations from the initial engagement to the signed agreement, encompassing pricing strategy, contract structure, and performance commitments.

• Develop and advocate for internal business cases to obtain executive endorsement for strategic pursuits.

• Coordinate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions.

• Drive disciplined opportunity management, ensure milestone execution, and maintain forecast accuracy.

• Monitor market consolidation, competitive displacement opportunities, and emerging health system initiatives to proactively create new entry points.

• Formulate comprehensive strategic account plans and execute them in collaboration with the local team and the customer to achieve defined business outcomes.

• Successfully navigate and achieve results within a complex, matrixed organization, showcasing strong skills in leading and influencing without direct authority.

⛳️ Requirements

• Bachelor’s degree required; MBA or advanced degree preferred.

• Over 7 years of progressive commercial experience, including at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales.

• A minimum of 2 years of leadership experience is advantageous.

• Proven success in closing large, multi-million-dollar, multi-year agreements within Integrated Delivery Networks (IDNs) or corporate healthcare systems.

• Demonstrated “hunter” track record — proven ability to penetrate new accounts and convert them into contracted customers.

• Strong history of achieving or surpassing ambitious revenue and contract acquisition goals.

• Experience in diagnostics, clinical laboratory, healthcare distribution, or a related industry is highly preferred.

• Ability to operate effectively within a matrixed, enterprise environment.

• Knowledge, Skills & Competencies - Expertise in enterprise account penetration strategy.

• Advanced negotiation and deal structuring skills.

• Strong financial acumen (ROI modeling, margin analysis, long-term contract economics).

• Capability to navigate complex IDN decision-making hierarchies.

• Executive presence and effective communication skills.

• High resilience, urgency, and competitive drive.

• Self-starter mindset with disciplined pipeline management.

• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), Power BI, and Salesforce (SFDC).

🏝️ Benefits

• A selection of national medical and dental plans, as well as a national vision plan, including health incentive programs.

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement.

• At least 120 hours of paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability per company policy.

• Retirement and savings plans, such as our competitive 401(k) U.S. retirement savings plan.

• Employees’ Stock Purchase Plan (ESPP) provides eligible colleagues with the opportunity to purchase company stock at a discount.