Account Executive

The Account Executive position is responsible for identifying, developing, and maintaining key relationships with top decision-makers and influencers within Health Systems, ACOs, IHNs/IDNs, Hospitals, and other strategic partners. This position will own the entire partnership sales cycle so that both the strategic partner as well as VieMed, realize the desired results.

RESPONSIBILITIES

• Develop and execute account plans to maximize VieMed's product net sales with our channel partners who may include commercial payers, PBMs, IHNs/IDNs, IPAs, ACOs, and other strategic account targets
• Utilize account-based selling methods to contact strategic partnerships, present VieMed’s value proposition, initiate short-term pilot programs, negotiate formal agreements, present pilot findings/cost savings reports, negotiate long-term strategic relationships, manage the entire strategic partnership, etc.
• Build an appropriate pipeline, including customer calls, continuous follow-up and relationship building
• Cultivate and leverage an expansive network of relationships with key customers within target accounts and industry organizations
• Regularly update CRM and other systems with real-time information, and use prospect intelligence for sales planning and forecasting 
• Monitor, track and improve key performance indicators as identified by scorecard metrics
• Assess competitive market landscape and opportunities for improved or expanded market penetration and adoption
• Negotiate and measure contract performance with target accounts based on approved strategies
• Develop an extensive understanding of the customers' organizational goals in order to assess their needs and develop plans/programs to meet both the needs of the customer and those of VieMed
• Become a subject matter expert on VieMed’s products/offerings as well as the disease states that we help manage
• Partner with functional and cross-functional teams as well as Field Sales colleagues to appropriately implement plans, provide guidance, give/receive feedback, ensure alignment and fully utilize resources
• Ensures all activities are consistent with all regulations, laws and company compliance policies

KEY COMPETENCIES / DEMONSTRABLE SKILLS

• Strategic Thinking– Analyzes and systematically solves problems, creatively addresses customer pain points, obstacles, and needs. Challenges prospective partners to think differently. Knows account's value drivers and teaches prospects unique perspectives
• Communication- Consultative seller and great listener, who adeptly engages in a two-way dialogue with prospective partners about their business. Tailor's conversations to the partner’s needs with authority. Strong written and verbal communication skills 
• Interpersonal Influence – Use rational and emotional drivers to create constructive tension, drive urgency and action when dealing with often highly risk-averse partners
• Coachable – Quick learner who actively and openly seeks out learning and feedback to continuously improve knowledge, skills, and abilities
• Networking – Identifies the correct account stakeholders and builds connections quickly. Works collaboratively with a wide range of stakeholders to drive consensus. Can thrive in a consensus-driven buying environment
• Ownership – Acts like an owner, going above and beyond with relentless drive to achieve results. Independent and self-directed and takes initiative with minimal supervision. Ability to work effectively under pressure and in a fast-paced, dynamic, team-oriented environment 
• Workflow Management – Detailed and organized, with the ability to effectively prioritize, especially within an ever-changing hospital corporate environment. Sets clear, realistic, and time-bound objectives that align to business growth. Breaks objectives down into tasks and process steps to achieve high-quality work in a realistic timeframe

REQUIREMENTS

• BA/BS or equivalent work experience is required, Masters/MBA ideal but not required
• 7+ years of healthcare/medical device industry professional experience
• 3+ years’ experience calling on IDNs, ACOs, or Hospitals is preferred
• Proven track record of being able to exceed quota while selling into IDNs, ACOs, & Hospitals
• Experience negotiating contracts/agreements with visionary planning and success
• Demonstrated effectiveness operating in a field-based position at multiple levels
• Candidates should be willing and able to travel approximately 60% of the time (average 3 days per week)