Account Executive

Qualifications

• Bachelor’s Degree from an accredited college/university (BA, BS or equivalent) required
• 6+ years of direct selling diagnostics or life sciences, focusing on the hospital and physician office lab market
• Established relationships with oncologists, urologists, and/or pathologists
• Demonstrated track record of success selling oncology-based tests or products to medical oncology, urology, and/or pathology within defined territory
• Oncology and/or molecular diagnostic experience strongly preferred
• Ability to forecast, access priorities and mobilize a strategic plan
• Must reside in territory
• Willingness and ability to travel 90%
• Duties may require compliance with client or third-party requirements that all those performing services on the client site or at other third-party facilities are fully vaccinated. All U.S. employees and contractors are required to complete a short form in Workday providing their COVID-19 vaccination status and proof of vaccination, if applicable. Note - IQVIA complies with all applicable laws regarding reasonable accommodations for religious, medical, or other legally protected reasons.

Key Responsibilities

• Meet and exceed quarterly and annual sales quotas/objectives for client product portfolio.
• Create and execute business and account plans to meet and exceed volume objectives, focusing on sales growth, new accounts and customer acquisition and existing customer retainment.
• Successfully navigate customers at the account level to understand processes and identify key stakeholders for effective selling engagement.
• Effectively engage with key account stakeholders in current and new accounts (e.g., c-suite).
• Pull through National Account initiatives and other customer segment strategies (e.g., Academic Medical Centers, pathology pathways/protocols, Federal Account initiatives).
• Continually leverage an up-to-date, expert level of product and market knowledge to inform all parts of responsibilities, territory strategy, and sales decisions.
• Educate and pull through reimbursement and billing services at local level.
• Interact with key stakeholders using skill and political savvy: including c- suite, oncologists, pathologists, urologists, admin etc., National Accounts.
• Recognize territory opportunities with customers and identify the right products and services mix that will best meet customer needs and provide opportunities for long-term growth.
• Negotiate with customers to achieve buy-in and alignment with account plans.
• Integrate relevant competitor information into account plans and presentations.
• Utilize the appropriate internal or external data source(s) to identify underlying trends in account data needed to address a specific opportunity or issue.
• Conduct comprehensive analysis of client, customer, and competition strengths, weaknesses, opportunities, and threats (SWOT)

• CRM proficiency: Salesforce.com beneficial
• Proficient with MS Office (e.g., Word, Excel, and PowerPoint)