At The Binding Site we provide innovative medical solutions that improve the diagnosis and management of blood cancers and immune system disorders worldwide. We are committed to working in collaboration with our partners and customers to lead the way in specialized medical diagnostics, ensuring we continue to make a difference together. If you are passionate about improving patient lives, please click to apply.

ACCOUNT EXECUTIVE JOB SUMMARY

The Account Executive will manage reagent revenue in a prescribed group of accounts. They will maintain, defend, and grow existing clinical utilization and laboratory business in these Reference, Hospital, and Health System Laboratory accounts. They will deliver sales results based on established sales goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The Account Executive will be responsible for:

• Maintaining current business.
• Developing the strategy and the tactics to increase test utilization, communicating the value of our testing to stakeholders throughout target organizations.
• Achieving prescribed growth objectives.
• Defending against competitive threats.
• Orchestrating proper use of resources to ensure growth.
• Holding regular Customer Business Reviews, to ascertain and act on opportunities for growth and optimized clinical & laboratory utilization; initiatives that could include menu additions, sales/outreach collaboration, and cultivation of clinical champions.
• Understanding and effectively articulating our compelling business case and economic value proposition to our customers within regional healthcare systems, reference labs, and hospital laboratories.
• Educating and driving awareness of optimal patient care using our test portfolio, aligning our mission and goals to the customer’s goals; educating clinicians on the benefit of clinical insights derived from our testing for improved patient management.
• Developing and cultivating advocacy to drive sales and market growth collaborating with established customers.
• Providing business insight and value to retain customers and enhance customer relationships while building Key Opinion Leaders.
• Meeting regional and organizational goals with exceptional time management skills and integrity.
• Promoting teamwork to achieve regional growth and sales targets.
• Acting as the primary liaison between the customer and other Commercial personnel (marketing, commercial operations, executive leadership, etc.)
• Using Salesforce.com to accurately track sales activity and update account and opportunity information, as appropriate.
• Participating in district meetings for training purposes, product information updates, and sharing field intelligence information.
• Other duties as assigned.

QUALIFICATIONS AND REQUIREMENTS

Required Experience:

• Ability to travel throughout your territory, at approximately 70% of total time.
• Bachelor’s Degree required, (Life Sciences or Business) strongly preferred.
• Minimum of three years’ sales experience in either Laboratory, Medical Device, or Diagnostics Sales.
• Capital Sales experience strongly preferred.
• Proven track record of success.
• Strategic Selling & complex selling skills
• Superior communication skills and demonstrated ability to work effectively in a matrix environment with multiple stakeholders.
• Driven & results oriented.
• Ability to lead without authority to achieve sales goals.
• Strong interpersonal skills
• Ability to assimilate information to garner support for resources, change, etc.
• Understanding of the key market drivers and dynamics of the US healthcare market.
• Possess superior listening skills, a genuine customer focus, and demonstrated ability to engage and influence customers at high levels.
• Ability to effectively strategize both independently and collaboratively to develop plans to maximize pull through sales with individual hospitals, health systems, reference laboratories, and IDNs.

PHYSICAL DEMANDS AND WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an Account Executive to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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  The employee will be required to stand and/or walk up to 5 hours a day and sit for up to 8 hours a day; use hands to handle or feel objects including keyboard and telephones.
• Employee must be able to travel by various forms of transportation, most frequently car and airplane, to visit customers face to face. May require long periods of time sitting while traveling.
• May need to reach with hands and arms; climb stairs; balance, stoop, kneel, or crouch
• Employee will be required to talk, hear, and have specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Employee may occasionally lift and/or move up to 20 pounds. May be required to lift larger amounts when traveling (i.e. luggage)
• The noise level in the work environment will vary by location but is usually moderate