Immunohematology Sales Specialist, Account Executive
Location: Emeryville, California
The Immunohematology Specialist plans, develops, and manages long-term relationships with target customer management teams as well as commercial initiatives to achieve or exceed sales targets. This includes development of strategies and plans that identify opportunities in a direct selling market. This position works in designated sales territory calling on hospitals to achieve annual sales targets and ensuring customer satisfaction through selling immunohematology instruments and reagents.
Primary responsibilities for role:
Build strategic customer relationships to foster a long-term relationship that favors company's product offerings across local, regional, and nation levels within the IDN/HealthSystem.
Identify account priorities from local Hospital and regional IDN interactions that translate into business strategies. Work with the field teams to develop appropriate strategy to meet customer priorities, including a long-term vision for the partnership with the account.
Demonstrate a broad comprehension of the customer's needs, market trends, industry challenges, major players, relevant products and technologies.
Bring the breadth of the portfolio, services, solutions, and expertise to account.
Secure and coordinate necessary resources to communicate, deliver, and reinforce value proposition to the customer.
Develop a detailed account plan/forecast and an operating calendar that serves as the basis for weekly activities for self, and the broader account team.
Maximize, drive and achieve revenue / profit goals and account profitability for assigned sales territory.
Identify new opportunities that will lead to future sales of strategic and operational importance to the customer.
Ensure effective use of Budget Allocation and Strategic Planning.
Ensure effective use and monitoring of all travel and expenses.
Monitor AR Aging report and ensure customers provide timely payments of invoices.
Generate Sales Reports including targeted accounts and activities to achieve sales and operating income targets,
Ensure Contract Compliance
Ensure customers maintain their Inventory at contractually obligated levels.
Generate accurate monthly sales and accrual forecasts.
Achieve 100% to plan of annual sales and operating income objectives within the product portfolio.
Responsible for sales pipeline and forecast to close accuracy.
Knowledge, Skills, and Abilities:
Prior knowledge of accounts in and around defined territory.
Must have a hunter mentality and experience working in a commission-oriented environment.
Strong written and oral communication skills.
Ability to work well within a team as well as independently.
Ability to manage sales pipeline and budgets.
Laboratory/diagnostics experience preferred.
Bachelor’s Degree required
5 or more years of documented success selling capital equipment within acute care hospital settings and IDNs as evidenced by stack rankings, awards, and commendations.
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