Account Executive

The Opportunity:

The Molecular Account Executive is a field sales role. This position sells the full stack selling of Molecular products to healthcare facilities, including hospitals, IDNs, reference labs, and women's health offices. The Molecular Account Executive is a strategic sales professional that’s highly skilled at driving exponential growth in their territory through closing new business and expanding existing business.

Responsibilities:

• Work across multiple stakeholders, including C-suite, to expedite complex decisions and achieve quick wins.
• Drive market share growth by identifying and cultivating new business opportunities across the territory.
• Develop and deploy best practices, leveraging customer insights to exceed business expectations.
• Prioritize and plan effectively, cutting through complexity to streamline business operations.
• Leverage cross-functional teams and resources successfully in a collaborative environment.
• Build trust and long-term partnerships with customers by understanding their needs and delivering win-win solutions.
• Anticipate sales shortfalls and implement contingency plans through effective troubleshooting and problem-solving.
• Manage complex, long-term capital sales cycles with strategic foresight.
• Understand client goals through strong relationships across stakeholders (e.g., laboratory, procurement, medical directors, clinical engineering, C-suite) and quantify the impact of company solutions.
• Collaborate with the Enterprise Account Manager (EAM) to secure business in large hospital systems.
• Manage and drive the renewal process to ensure customer retention and satisfaction for non-enterprise accounts.

Required Qualifications:

• Bachelor’s degree.
• 4+ years of relevant experience
• Valid Driver’s License and the ability to travel 50-75% in assigned territory and other locations in the US to support business needs.
• Proven success in strategic sales, including exceeding plans and turning around underperforming territories.
• Innovation and change management skills, with the ability to bring new ideas forward and drive them through the organization.
• Strong business planning process and attention to detail.
• Proficiency in Microsoft Office suite of products.
• Proficiency in SalesForce.com Customer Relationship Management (CRM) system.

Preferred Qualifications:

• Sale experience in diagnostics or laboratory
• 2+ years of experience in capital equipment sales
• Experience in capital sales and/or multi-stakeholder environments, developing and selling customized solutions to senior-level/C-suite executives.
• Commitment to customers; service-minded
• Makes logical timely decisions based on analysis and experience
• Adheres to proper call documentation
• Displays effective oral and written communication to accomplish business goals and foster building customer rapport and relationships
• Persuades others to support a course of action, acts proactively to originate actions to improve existing conditions and process
• Interpersonal skills; savvy, polished, and professional, including customer interfacing experience with strong communication ability and people management
• Ability to learn technical and scientific knowledge and utilize in selling situations