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Role Summary
The Immunohematology Specialist (Account Executive) is part of the diagnostic sales team and reports to the Director of Sales – East Region. Location: Florida (Orlando area). The role focuses on capital equipment sales to hospitals and health care networks, selling immunohematology instruments and reagents. A hunter mentality, strong networking and communication skills are essential. The background can be capital sales experience or a blood bank/laboratory background with knowledge of our products. The Account Executive plans, develops, and manages long-term relationships with target customer management teams and leads commercial initiatives to meet or exceed sales targets.
Responsibilities
- Build strategic customer relationships to foster a long-term relationship that favors the company's product offerings across local, regional, and national levels within the IDN / Health System.
- Identify account priorities from local Hospital and regional IDN interactions that translate into business strategies. Work with the field teams to develop appropriate strategy to meet customer priorities, including a long-term vision for the partnership with the account.
- Demonstrate a broad comprehension of the customer's needs, market trends, industry challenges, major players, relevant products and technologies.
- Bring the breadth of the portfolio, services, solutions, and expertise to account.
- Secure and coordinate necessary resources to communicate, deliver, and reinforce value proposition to the customer.
- Develop a detailed account forecast and an operating calendar that serves as the basis for weekly activities for self, and the broader account team.
- Maximize, drive and achieve revenue goals and account profitability.
- Identify new opportunities that will lead to future sales of strategic and operational importance to the customer.
- Monitor aging report and ensure customers provide timely payments of invoices.
- Generate sales reports including targeted accounts and activities.
- Achieve 100% to plan of annual sales and operating income objectives within the product portfolio.
Qualifications
- Required: Bachelor's Degree
- Required: 5+ years of documented success selling capital equipment within acute care hospital settings and IDNs
- Equivalency: Depending on the area of assignment, directly related experience or a combination of directly related education and experience and/or competencies may be considered in place of the stated requirements
Skills
- Prior knowledge of accounts in and around defined territory is beneficial.
- Must have a hunter mentality.
- Experience in working in a commission-oriented environment.
- Strong written and oral communication skills.
- Ability to work well within a team as well as independently.
- Ability to manage sales pipeline and budgets.
- Laboratory / diagnostics experience preferred.
Education
- Bachelor’s Degree required