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ARUP Laboratories · 1 week ago

Account Executive

Amherst, Ohio, United States

Full-time

Hybrid

Mid Level

$40.45/hr - $60.67/hr

ARUP Laboratories is a national clinical and anatomic pathology reference laboratory and an enterprise of the University of Utah. The Account Executive will develop and execute sales strategies for targeted Integrated Delivery Networks and hospitals, building strong relationships with key stakeholders to meet revenue objectives.

Biotechnology

Responsibilities

Target and/or maintain prospective large regional IDN opportunities, hospitals, and assigned reference laboratories for reference testing relationships

Develop, refine, and employ key customer sales strategies

Execute cross functional and cross segment strategies which are in line with overall company objectives

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 to drive successful closure and ensure future retention

Close significant new business opportunities in current clients and targeted accounts with long term development plans

Develop relevant business plans with clearly defined strategies and objectives at the targeted IDN level and the individual account level

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

Ensure contract optimization through effective implementation strategies and formal business reviews

Communicate ARUP's value proposition at regular intervals at all levels within assigned accounts

Conduct Formal Business Reviews annually in top accounts

Comply with organizational requirements for documentation in ARUP CRM

Conduct Strategic Business Calls ensuring an in-depth understanding of customer goals and strategy. Consistently meet ARUP minimum SBC requirements for frequency and GPA as outlined by ARUP Policy

Develop and implement value added programs over the duration of account contracts

Meet ARUP quarterly continuing education requirements

Ensure compliance with all company policy and government regulations

Other duties as assigned

Qualification

Sales strategiesCustomer relationship managementHealthcare industry knowledgeBusiness developmentCommunication skills

Required

Ability to live in the territory and close to a metropolitan airport

Experience in developing and executing sales strategies for targeted Integrated Delivery Networks (IDNs), hospitals, and assigned reference laboratory accounts

Ability to meet organizational and territory revenue objectives

Strong relationship-building skills with key internal stakeholders and upper and mid-level executives within assigned accounts

Experience working collaboratively with Sales, Marketing, Sales Support, Operations, and Finance

Ability to develop and manage relationships with targeted accounts and current clients, including CEOs, CFOs, and CMOs of large healthcare systems and hospitals

Experience in closing significant new business opportunities in current clients and targeted accounts

Ability to develop relevant business plans with clearly defined strategies and objectives

Experience in developing detailed implementation plans for securing contracts

Ability to ensure contract optimization through effective implementation strategies

Experience in conducting Formal Business Reviews annually in top accounts

Ability to comply with organizational requirements for documentation in ARUP CRM

Experience in conducting Strategic Business Calls

Ability to develop and implement value-added programs over the duration of account contracts

Ability to meet ARUP quarterly continuing education requirements

Ability to ensure compliance with all company policy and government regulations

Ability to travel off-site 40%-60% of the time

Valid State Driver's License with no moving violations within the previous two years and no alcohol/drug-related violations on record