Key Account Executive

POSITION SUMMARY

The Key Accounts Executive (KAE) secures, maintains, and expands relationships with all healthcare customers/prospects. Assigned to a specific US territory and key accounts, the KAE is responsible for achieving a sales quota and driving incremental revenue for the company. The KAE leads the customer/prospect account planning cycle and ensures all customers, and prospective customer’s needs and expectations are met by the company. The KAE must have a proven track record of exceeding revenue targets, a history of prospecting, building new and growing existing accounts, and developing and fostering business relationships in at-risk vs reimbursed systems in the Oncology medical community.

PRIMARY DUTIES & RESPONSIBILITIES (Essential Functions of the Position) include but are not limited to the following. Other duties may be assigned.

• Builds new business and professional relationships in assigned territory and key accounts, including C-Suite and all key decision makers that result in new sales.
• Leads company’s strategic objectives and account planning process for accounts to include revenue targets and performance objectives regarding installation and clinical adoption of company product(s).
• Applies best practices of selling Software as a Service (SaaS) in an unreimbursed market, for GYNoc, Oncology, disease prevention programs or related fields.
• Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
• Provides customer feedback for product development representing the voice of the customer as needed.
• Uses market expertise to ask the right open-ended questions that foster targeted solutions and long-term relationship.
• High level of customer meeting preparation to achieve desired outcomes by creating a clear game plan and by applying facilitation techniques to manage time and stakeholders in a virtual and in-person environment.
• Manages the entire sales process, from lead to close using the ImpediMed CLIF process in CRM.
• Demonstrates excellence in the execution of the objection-handling tactics as established and reviewed together regularly with Sales management.
• Demonstrates true patient compassion.
• Attends state, regional, and national trade shows as needed.
• Performs other related duties as assigned.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Meets monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory and key accounts.
• Meets established targets for prospecting new leads, growing existing accounts, and implementation with appropriate documentation in CRM.
• Performs SOZO demonstrations for all new potential customers.
• Maintains established customer renewal rates and grows customer business by defined targets.
• Meets and maintains company expectations for average sales pricing and profitability.
• Provides quarterly business plan with weekly updates in CRM and populating account profile and Lymphedema Prevention Program fields throughout the ImpediMed CLIF sales process.
• Demonstrates CRM discipline in pipeline management by inputting account records and contact logs.
• Utilizes market data information in Power BI daily to support targeting additional stakeholders.
• Maintains high customer satisfaction ratings that meet company standards.

SUPERVISORY RESPONSIBILITIES

• None

QUALIFICATIONS / GUIDELINES

Typical Knowledge, Skills, & Abilities:

• Ability to establish and grow relationships with high level executives, physician leaders and practice administrators, positioning themselves as a trusted advisor.
• Demonstrated ability selling SaaS solutions into hospital systems, hospitals, clinics, or other medical settings.
• Outstanding project management skills to effectively move opportunities from initial meeting, through the CLIF sales process to a successful close.
• Strong aptitude for scientific learning.
• Strong sales experience and relationships with surgeons, medical directors, and C-Suite, bringing with them their own verifiable Book of Business.
• Outstanding consultative and networking capabilities, with all levels, including C-Suite.
• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.
• Solid knowledge of risk-shared selling and ability to close sa