Account Executive

Account Executive - OK, KY, OH

The Account Executive’s utilize their expertise to ensure customer success, account retention as well as achieve new customer acquisition, account growth, and positively impact patient outcomes. The AE demonstrates strong technical, clinical, business, and economic acumen, leveraging these skills to protect and expand their existing business while driving new growth opportunities. This role covers the entire customer lifecycle—from prospecting and closing new accounts to implementing solutions, educating customers on product benefits to ensure adoption and compliance, and fostering long-term retention and value.

Key Responsibilities

Strategic Sales

• Develop and execute a comprehensive territory business plan that includes account acquisition and retention, ensuring sustainable long-term growth.
• Meet or exceed monthly, quarterly, and annual quotas for revenue through pipeline growth, new account acquisition, retention, and account expansion.

Protect and Grow the Base Business

• Manage existing accounts to ensure consistent utilization, high compliance, and identify expansion opportunities within the hospital or across the system.
• Build and foster a strong network of business and clinical champions to support informed decision-making, effective adoption, and sustained retention.
• Conduct Quarterly Business Reviews (QBRs)
• Partner with internal stakeholders and customer contracting teams to support renewals and contract extensions, if required, ensuring terms protect existing revenue and maintain strategic alignment.

New Account Acquisition

• Engage front-line managers and C-suite leadership at hospitals and healthcare systems to secure evaluations and expansion of solution offerings hospital and system-wide.
• Create and qualify leads, manage pipeline progression from lead to close, and achieve revenue forecasts.
• Negotiate pricing agreements with prospective customers, ensuring terms align with existing contracts, company goals, compliance standards, and margin expectations.

Clinical, Technical, and Content Mastery

• Lead and facilitate cross-departmental and multi-level stakeholder meetings throughout the sales cycle, ensuring clear, timely communication that highlights investment value and ROI
• Attend conferences, networking events, and national meetings to strengthen brand presence and customer engagement.

Operational Excellence and Stewardship

• Maintain strict adherence to sales operations processes, including CRM management (Salesforce), sales activity documentation, pipeline tracking, forecasting, expense management, reporting, and other administrative requirements.
• Collect and analyze account data to support strategic decisions and resource allocation.
• Collaborate with peers and the Leadership Team to identify and recommend business initiatives that support long-term growth and success.

Required Skills & Experience

• Bachelor’s degree in Business, Marketing, or related field strongly preferred.
• Over 7 years of proven success in field sales and account management within the medical device industry, with experience in both new business acquisition and account retention.
• Consistently exceeded revenue goals, account growth objectives, and customer retention targets.
• Experience working with diverse hospital stakeholders: ED, Laboratory, Infection Prevention, Antimicrobial Stewardship, Clinical Value Analysis, Supply Chain, and C-Suite leadership.
• Strong negotiation skills for new and renewal contracts.
• Advanced presentation and communication skills with the ability to convey clinical and financial data persuasively.
• Proficient to expert use of systems such as SalesForce.com, Tableau, MSOffice Suite, ERP and other enterprise systems
• Ability to travel up to 75%.
• Ideally located near a major metropolitan area such as Lexington, Cincinnati or Louisville