Job Description
Schedule:
Monday - Friday (40 hrs/wk)
8:00 AM - 5:00 PM
Department: Sales - 910
Primary Purpose:
This Account Executive will be covering Illinois and southern Wisconsin, 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.
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. Our workforce is committed to the important service we provide to over one million patients each month. We always strive for excellence and 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. Consider joining our dynamic team.
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 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.
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.
ARUP Policies and Procedures: To conduct self in compliance with all ARUP Policies and Procedures.
Sedentary Work: Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.
Fine Motor Control: Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling.
Travel: Ability to travel off-site 40%-60% of time
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
Experience
Required- This Account Executive will be covering Illinois and southern Wisconsin (Central Region) and will be required to live in the territory and close to a metropolitan airport.
- Three (3) or more years directly related sales experience OR One (1) or more years 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
Education
Required- Bachelor's Degree or better in Business or related field
- Master's Degree or better in Business Administration or related field
Licenses & Certifications
Required- Driver License
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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