Account Executive - Eastern Region

Primary Purpose

This Account Executive will be covering North Florida and South Georgia in the East Region, and will be required to live in the territory and close to a metropolitan airport. Develops, executes, and has direct accountability for the delivery of sales strategies for targeted Integrated Delivery Networks (IDNs), hospitals, and assigned reference laboratory accounts. Meets organizational and territory revenue objectives and forges strong relationships with key internal stakeholders, as well as upper and mid-level executives within assigned accounts. Works collaboratively with Sales, Marketing, Sales Support, Operations and Finance to maximize quality, analyze profitability, and build strong strategic customer relationships.

About the Role

About ARUP

• ARUP Laboratories is a national clinical and anatomic pathology reference laboratory and an enterprise of the University of Utah and its Department of Pathology.
• Based in Salt Lake City, Utah.
• ARUP proudly hires top talent to create a work environment of diversity, professional growth and continuous development.
• We have a strong desire to have involvement with the advances in medicine and the role laboratory services plays within each patient’s life.
• We never forget that there is a patient behind every specimen we receive.
• We are looking for individuals who want to contribute to ARUP's culture of accountability, integrity, service, and excellence.

Responsibilities

• Develops, executes, and has direct accountability for the delivery of sales strategies for targeted Integrated Delivery Networks (IDNs), hospitals, and assigned reference laboratory accounts.
• Maintains prospective large regional IDN opportunities, hospitals, and assigned reference laboratories for reference testing relationships.
• Develops, refines, and employs key customer sales strategies.
• Executes cross-functional and cross-segment strategies which are in line with overall company objectives.
• Develops and manages 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.
• Closes significant new business opportunities in current clients and targeted accounts with long-term development plans.
• Develops 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.
• Ensures contract optimization through effective implementation strategies and formal business reviews.
• Communicates ARUP's value proposition at regular intervals at all levels within assigned accounts.
• Conducts Formal Business Reviews annually in top accounts.
• Complies with organizational requirements for documentation in ARUP CRM.
• Conducts Strategic Business Calls ensuring an in-depth understanding of customer goals and strategy.
• Consistently meets ARUP minimum SBC requirements for frequency and GPA as outlined by ARUP Policy.
• Develops and implements value-added programs over the duration of account contracts.
• Maintains compliance with all company policy and government regulations.

Requirements

Essential Functions

• 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 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.
• Maintain compliance with all company policy and government regulations.

Qualifications

• Valid State Driver’s License: 1) No moving violations within the previous two years 2) No alcohol/drug-related violations on record with the Driver’s License Division

Skills

• Fine Motor Control: Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling.
• Physical And Other Requirements: Stooping: Bending body downward and forward by bending spine at the waist. Reaching: Extending hand(s) and arm(s) in any direction. Mobility: The person in this position needs to occasionally move between work sites and inside the office to access file cabinets, office machinery, etc. Communicate: Frequently and effectively communicate with others.

Benefits

• Position is also eligible for commission plan.

Pay

Exact compensation will vary based on skills and experience.

Schedule

Monday - Friday (40 hrs/wk) 8:00 AM - 5:00 PM