Account Executive

At Guerbet, we build lasting relationships so that people can live better. This is Our Purpose. We are a global leader in medical imaging, offering an extensive portfolio of pharmaceuticals, medical devices, digital and AI solutions for diagnostic and interventional imaging. As a pioneer in the field of contrast products for the last 100 years, we continuously innovate to improve the diagnosis, prognosis and quality of life of patients. Customer Centricity, Cooperation, Audacity, Focus, and Responsibility are the values that we share and practice on a daily basis. Working at Guerbet is not only being part of a multicultural team with nearly 3,000 people across more than 20 countries, but it is above all about playing a unique role in the future of medical imaging.

What We Are Looking For
The Account Executive will drive company sales by continually identifying new sales opportunities and maintaining existing customer relationships, and be responsible for developing sales pipelines to manage sales quotas. The territory for this role will be for the Atlanta, GA and northern Florida territory. Ideal candidates would reside within or near the territory.

Your Role

Is responsible for serving customers by selling Guerbet LLC products and services in the assigned territory

Builds and maintains accurate information on current and prospective customers, learns market dynamics in territory

Approaches to gain trust and rapport; tunes the world out and people in, puts them at ease and make them feel important, gets them talking about themselves and their patients, holds eye contact and listens to how they feel. Interviews to identify needs

Demonstrates to show how product meets identified needs, validate to cause people to trust you and believe your claims, negotiate to work out problems and overcome objections, closes to ask for commitments for action

Respects opinions of others, seeks mutually beneficial outcomes, demonstrates positive attitude, is responsive to requests

Initiates communications/relationships with others; i.e. internal peers, internal departments, peers from other organizations, regional buying groups, …

Uses sales funnel and works with manager to shape call plan; assess activity and check monthly performance via CRM, seeks information from others who have relevant expertise

Prospects to identify potential customers, analyze the information available, conduct pre-call planning by creating target list, sets up geographical zones and formulates agendas with goals for calls (pre-call objectives)

Conducts post-call follow-up completing required reports and recording activity and other key information in CRMFollows budget guidelines, provides samples according to guidelines

Takes personal responsibility for results on own assignments

Adapts own tactics in response to changing market and changing company strategies

Demonstrates product knowledge, develops managed care/GPO/health system knowledge; i.e. key players, formulary, develops understanding of relevant disease states, displays basic knowledge of key competitor

Reach out to more experienced team members for developmental guidance; takes initiative to continue to develop self, initiates communication with NSM regarding goals, development planning, etc.

Understands how organization creates perceived and real market advantage and how products and services provide value for customers

Implements plan as directed to gain leverage

Your Background

Experience working with CRM software

Microsoft Word, Excel, PowerPoint (Intermediate)

Bachelor’s degree required

Registered Technologists with MR Registry a plus [RT (R) (MR)]

1-2 years of Diagnostic Imaging Sales experience in Contrast Media or Medical Devices, and Digital Solutions

Strong knowledge of MR Radiology, and Digital Solutions a plus

Strong track record of sales successes in a hospital environment with complex sales environment experience

Strategic selling ability

Strong interpersonal and communication skills

Problem analysis and problem-solving skills

Territory planning and management skills

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