Account Executive - Central

JTG Consulting Group

22h•Remote

About The Position

The Account Executive develops new business and achieves an assigned sales quota within a designated territory. Reporting to the Chief Growth Officer, the role builds and manages a qualified sales pipeline through outbound prospecting, industry networking, partner relationships, referrals, inbound inquiries, and consistent follow-up. The Account Executive leads consultative sales conversations with healthcare organizations, hospital systems, diagnostic laboratories, healthcare IT vendors, and industry partners. In collaboration with JTG’s Consulting Services teams, the Account Executive identifies client needs, recommends appropriate services, coordinates proposals and statements of work, and advances qualified opportunities through close. This is a remote, field-based position requiring approximately 40–60% travel, primarily within the assigned territory. Travel may include overnight stays and attendance at client meetings, conferences, and partner events. Success requires consistent achievement of sales targets, pipeline expectations, and organizational Objectives and Key Results (OKRs).

Requirements

Bachelor’s degree in Business, Marketing, Healthcare Administration, Information Technology, or a related field, or an equivalent combination of education and relevant professional experience.
At least three years of experience in sales, business development, account management, or another client-facing role involving laboratory IT, clinical laboratory technology, healthcare IT, or related professional services.
Understanding of clinical laboratory operations, workflows, information systems, technology challenges, and stakeholder needs, with the ability to recommend laboratory IT solutions or Consulting Services.
Experience prospecting for new business, qualifying leads, developing and managing a sales pipeline, and working toward an assigned quota or other measurable sales objectives.
Ability to communicate and collaborate effectively with laboratory leaders, healthcare executives, IT professionals, vendors, consultants, and internal subject-matter experts.
Experience maintaining accurate sales and forecasting information in a CRM system and proficiency with Microsoft 365 applications.
Ability to work independently in a remote environment, contribute to a collaborative team, and meet travel requirements, including overnight travel.
Ability to prioritize responsibilities, manage time effectively, meet deadlines, and remain accessible and responsive during established working hours.
Demonstrates initiative, persistence, ownership of sales targets and follow-through, consultative selling and active listening, collaboration, sound professional judgment, adaptability, confidentiality, and honest communication.

Nice To Haves

Three to five years of sales or business development experience involving complex laboratory IT, healthcare IT, consulting, professional services, software, middleware, or managed-service solutions, preferably at the hospital or health-system level.
Familiarity with laboratory information systems and related platforms, workflows, integrations, and implementation or optimization initiatives.
Working knowledge of clinical and anatomic pathology operations and relevant healthcare privacy, security, regulatory, and laboratory quality requirements.
Experience developing proposals, presentations, RFP responses, pricing, and Statements of Work, and negotiating and closing complex engagements involving multiple stakeholders.
Established relationships with laboratory leaders, healthcare organizations, laboratory IT vendors, consultants, or other industry partners.

Responsibilities

Develop and execute a territory sales plan to achieve assigned sales targets and organizational OKRs.
Research and prioritize target accounts; maintain a qualified pipeline through outbound prospecting, inbound leads, referrals, partners, and industry events.
Monitor territory activity, competitive developments, and market trends while advancing qualified opportunities.
Conduct discovery and qualify opportunities based on client objectives, systems, workflows, challenges, budget, decision-making process, purchasing timeline, and strategic fit.
Present JTG’s capabilities, recommend appropriate services, address questions and objections, and guide qualified opportunities toward a timely decision.
Build trusted relationships with decision-makers, influencers, industry partners, and prospective clients.
Manage opportunities from initial contact through proposal development, negotiation, and close.
Collaborate with the Chief Growth Officer, Consulting Services team, and subject-matter experts to scope engagements and prepare proposals, RFP responses, presentations, pricing, and Statements of Work.
Work with Contracting and Finance by providing timely, accurate information and communicating client-specific contracting, payment, invoicing, or other financial requests and arrangements.
Document sales commitments accurately and coordinate effective handoffs of closed business to the Consulting Services delivery team.
Represent JTG at relevant conferences, partner meetings, user groups, webinars, and healthcare IT events.
Build relationships with referral sources, vendors, consultants, and strategic partners to develop new business and expand existing accounts.
Maintain working knowledge of JTG’s services, competitors, partners, and relevant healthcare and laboratory IT trends.
Conduct client and partner meetings, including quarterly business reviews, to strengthen existing relationships and identify opportunities with prospective clients.
Maintain complete, accurate, and timely CRM records, including next steps, sales stage, probability, anticipated close date, and estimated engagement value.
Provide reliable sales forecasts and promptly communicate significant changes in opportunity status, timing, or probability.
Track performance against assigned prospecting, pipeline, conversion, and sales targets.
Participate in pipeline reviews and use performance data and feedback to improve sales effectiveness.
Collaborate with Marketing and other internal teams to coordinate outreach, campaigns, content, and events and share client feedback and market intelligence.
Perform other related duties as assigned.