Clinical Lab Account Executive

Account Executive | Diagnostic Lab Sales (Michigan Based Covering MI, MN, and WI)

"MUST HAVE" EXPERIENCE

A minimum of 3 years of diagnostic laboratory sales experience, preferably focused on blood-based testing

Situation

Our client is a forward-thinking clinical diagnostics company dedicated to disrupting the treatment paradigm of GI and autoimmune diseases. They accomplish this by discovering and developing a broad portfolio of novel, precision-based diagnostic testing solutions that meaningfully impact patient care throughout the individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, and therapeutic selection through disease monitoring, the suite of tests is purpose-built to take the guesswork out of critical patient care needs. They aim to expand their team with like-minded leaders who share a passion and dedication to transforming the future of precision-guided patient care.

Summary

The Account Executive (Regional Technical Specialist) is an individual contributor role responsible for promoting the client’s products and services to health care practitioners (HCPs), staff, and all decision-makers related to the products’ use. In this role, you will play a key part in increasing company profitability and sales revenue through excellence in an informed, consultative approach to selling, customer service, and product use conversion. Customer engagement will be completed through a combination of remote communication means with high-value in-person customer call activity when identified as a substantial opportunity.

Essential Duties & Responsibilities

• Achieves key customer sales objectives and customer contact goals across assigned territory.
• Designs and implements a target customer communication productivity plan for the assigned territory to ensure effective reach and frequency to targeted customers to maximize sales.
• Educates HCPs and staff on the value of the company’s products and services for patient care to convert and maintain them as consistent product prescribers.
• Uses company-approved materials (literature, educational presentations, product brochures, etc.) to educate, communicate, and sell company products and services.
• Provides guidance around pricing and reimbursement for promoted products. Triages staff to appropriate company personnel when specific reimbursement questions arise.
• Helps customers understand direct bill account logistics through in-service training related to ordering, reporting, and billing logistics processes.
• Prepares, maintains, and submits up-to-date and accurate contact and productivity records to profile the account.
• Measures progress against key sales and activity goals.
• Enters new customer data in Salesforce and updates changes.
• Represents the company at local, regional, and national trade shows, conferences, and exhibits to promote key products.
• Identifies and investigates customer concerns.
• Addresses and/or communicates with appropriate company personnel to promptly solve customer problems.

Qualifications

• Strong presentation skills, including the ability to effectively convey concepts in a clear, concise, and professional manner through telephone and face-to-face interactions.
• A core belief that being in front of the HCPs and building solid face-to-face relationships, coupled with advanced knowledge of the various testing capabilities offered, is imperative to the success of this role.
• Strong technical acumen, including a deep, working knowledge of Salesforce.com and the entire product suite of Microsoft Office.
• Excellent interpersonal, time management, and organizational skills.
• Adaptable, open to change, and able to work in ambiguous situations and respond to new information and unexpected circumstances.
• Able to contribute to a team environment while demonstrating ability to manage workload and priorities independently, productively, and proactively.
• Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.
• Ability to work on the telephone and on a computer simultaneously.

Education / Experience

Bachelor’s degree OR a minimum of 5 years of sales experience with at least 3+ years in clinical lab/diagnostics.

Travel

Primarily day travel unless not drivable, with occasional overnights; note that some weekends for conferences, etc. will be needed and required.