Associate Account Executive

ARUP Laboratories Career•Murrieta, CA

23h•Remote

About The Position

This Associate Account Executive will be covering the Central Region territory (N Dakota, S Dakota, Nebraska, Kansas, Oklahoma, Texas, Louisiana, Arkansas, Missouri, Iowa, Minnesota, Wisconsin, Michigan, Ohio, Kentucky, Mississippi, Western Pennsylvania, Western West Virginia, Indiana, Illinois). After six months in the position, will be required to live in one of the territory states and close to a metropolitan airport. The Associate Account Executive 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.

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.
PPE: Biohazard laboratory environment that requires use of personal protective equipment in accordance with CDC and OSHA regulations and company policies.
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.
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 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

Nice To Haves

After six months in the position, will be required to live in one of the territory states and close to a metropolitan airport.

Responsibilities

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.