Account Executive - University of Utah Health at ARUP Laboratories in Salt Lake City, UT

Job description

• Monday - Friday (40 hrs/wk)
• Department: Sales - 910
• ***Exact compensation will vary based on skills and experience.*** Position is also eligible for commission plan.
• This Account Executive will be covering our relationship with University of Utah Health, 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. Lives ARUP values.

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.

Requirements

• Education
• Required
• Bachelor's Degree or better in Business or related field.
• Master's Degree or better in Business Administration or related field.
• Experience
• Required
• This Account Executive will be covering our relationship with University of Utah Health and will be required to live in the territory and close to a metropolitan airport
• Bachelor’s degree in Sales, Marketing, Biology, or related field and three (3) years directly related sales experience
• OR Bachelor’s degree and one (1) year of demonstrated success as an ARUP Associate Account Executive
• Credit check
• Master's degree in Business Administration
• Three years laboratory sales experience
• Experience implementing strategy
• Experience selling into C-Suite in IDN’s
• Licenses & Certifications
• Required
• Driver License

Skills

Required

• Sales experience
• Relationship management
• Strategic planning
• Communication
• CRM documentation
• Valid driver's license

Preferred

• Laboratory sales experience
• Experience implementing strategy
• Experience selling into C-Suite in IDN’s