Territory includes: Scranton, Binghamton, Elmira, State College, Williamsport, Middletown areas
The Account Executive role is a field based position serving as the key point of contact for Siemens customers. Overall responsibility for selling products, services, solutions to new and/or existing customers directly or through sales channels and establishing and/or maintaining customer relationships.
The Account Executive reports to the Regional VP.
· Provide “one face to the customer”, quarterback within account. Single point of contact for all customer needs.
· Assumes product ownership and responsibility of all diagnostic business units with basic understanding of the products and positioning against the competition.
· Develops relationship with base of customers to maintain and grow diagnostic reagent business in Chemistry, Immunoassay, Hematology, Hemostasis, Urinalysis, Molecular and Microbiology.
· Effective utilization of resources, both internal and external, to maintain and grow relationships to accomplish goals.
Financial management responsibility
· Qualifies prospect and exchange instrument opportunity before bringing in Instrument Specialist. Tracks and manages sales process.
· Identifies and develops prospect opportunities for all product responsibilities.
· Accountable to drive all product line revenue in territory.
· Shared responsibility with all Specialists to maximize capital revenue.
· Develops and implements strategic plans for accounts, in line with company objectives, to grow revenue in a profitable way both short and long term.
· Updates reagent trending reports to ensure accuracy in reagent forecast.
· Manage quoting and proposal process as well as delivery to the customer in collaboration with Instrument specialist. Request quotes from Instrument Specialist.
· Manages customer compliance on reagent contracts and works to develop plans when customers are not meeting commitments.
· Conducts Business Reviews with top customers or when warranted.
· Responsible for forecasting revenue and unit opportunities in business reviews.
Customer Relationship Responsibility
· Establish relationship with customers vertically from bench tech to c-suite. Develops trust and establishes credibility with diagnostic section heads and lab management. Maintains relationship with Materials Management, as well as C-suite.
· Develops a complete understanding of the organization's structure and key buying influences of assigned accounts.
· Orchestrates customer presentations and demonstrations, with specialist, articulating the value proposition of product / solution / service offerings.
· Problem resolution - assumes ownership of account issues and uses appropriate resources.
Required Knowledge/Skills, Education, Experience:
· BS/BA in related discipline or advanced degree, equivalent combination of education and experience may be considered.
· Geographically accessibility to territory.
· Proven history of successful sales with 3-5 years of experience in the healthcare industry.
· Ability to influence without authority and collaborate across all levels of an organization (internal and external).
· Ability to manage and resolve complex business problems; at times in the absence of existing procedures or practices.
Preferred Knowledge/Skills, Education, Experience:
· High degree of business acumen to include standard competencies (financial, market positioning, healthcare industry, and customer), in order to make sound decisions.
· Successfully applies complex knowledge of fundamental concepts, practices, and procedures of particular area of specialization.
· Demonstrates knowledge of organization's business practices and issues.
· Ability of develop an understanding of product knowledge on all product lines.
· Demonstrated organization skills.
Organization: Siemens Healthineers
Company: Siemens Healthcare Diagnostics Inc.
Experience Level: Experienced Professional
Job Type: Full-time
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