Account Executive - Eastern Region
$84,136–$126,193 year
On-siteMaitland, Florida, United States
Job Summary
Target and maintain prospective large regional IDN opportunities, hospitals, and assigned reference laboratories for reference testing relationships. Develop, refine, and employ key customer sales strategies to meet organizational and territory revenue objectives. Execute cross-functional strategies to maximize quality, analyze profitability, and build strong strategic customer relationships with upper and mid-level executives. Close significant new business opportunities in current clients and targeted accounts with long-term development plans. Ensure contract optimization through effective implementation strategies and formal business reviews. Conduct strategic business calls to ensure an in-depth understanding of customer goals and strategy. Comply with all company policy, government regulations, and ARUP CRM documentation requirements. Travel off-site 40%-60% of the time with a valid driver's license.
Required Qualifications
- Valid State Driver's License with no moving violations within the previous two years and no alcohol/drug-related violations on record
- Ability to travel off-site 40%-60% of time
- Must be able to live in the territory (North Florida and South Georgia) and be close to a metropolitan airport
- Must be able to effectively communicate with others
- Must be able to conduct Formal Business Reviews annually in top accounts
- Must be able to meet ARUP quarterly continuing education requirements
- Must be able to comply with all company policy and government regulations
- Must be able to conduct Strategic Business Calls ensuring an in-depth understanding of customer goals and strategy
- Must be able to consistently meet ARUP minimum SBC requirements for frequency and GPA as outlined by ARUP Policy
- Must be able to develop and manage relationships with targeted accounts and current clients and their business leaders, including CEO's, CFO's, and CMO's of large healthcare systems and hospitals
- Must be able to close significant new business opportunities in current clients and targeted accounts with long term development plans
- Must be able to develop relevant business plans with clearly defined strategies and objectives at the targeted IDN level and the individual account level
- Must be able to develop detailed implementation plans for securing contracts designed to maximize sales value and coordinating the efforts of key players in the Sales, Marketing and Operations organizations
- Must be able to ensure contract optimization through effective implementation strategies and formal business reviews
- Must be able to develop and implement value added programs over the duration of account contracts
- Must be able to communicate ARUP's value proposition at regular intervals at all levels within assigned accounts
- Must be able to target and/or maintain prospective large regional IDN opportunities, hospitals, and assigned reference laboratories for reference testing relationships
- Must be able to develop, refine, and employ key customer sales strategies
- Must be able to execute cross functional and cross segment strategies which are in line with overall company objectives
- Must be able to meet organizational and territory revenue objectives
- Must be able to forge strong relationships with key internal stakeholders, as well as upper and mid-level executives within assigned accounts
- Must be able to work collaboratively with Sales, Marketing, Sales Support, Operations and Finance to maximize quality, analyze profitability, and build strong strategic customer relationships
- Must be able to develop, execute, and have direct accountability for the delivery of sales strategies for targeted Integrated Delivery Networks (IDNs), hospitals, and assigned reference laboratory accounts
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