Account Executive

Document Type: Job Description

Position Title: Account Executive - Western U.S. Territory

Reports To: Alex Lipe, Director of RT Sales

Company Overview

At Solutech, our mission is to ensure critical medical devices are always available to support the treatment and diagnosis of patients when they need it most. Our culture is driven by a shared commitment to making a positive impact—where a team of dedicated individuals goes above and beyond to make a real difference in people’s lives.

As part of our team, you'll have the unique opportunity to help shape the future of medical device services. If you want to be part of a team that’s truly making an impact in the healthcare industry, this is the perfect opportunity.

To make you a hero for your patients, we go the mile after the extra mile – We are the Solutionists of Solutech.

Functional Description

• Establishing and maintaining name brand recognition within their territory
• Leading market research and competitive analysis activities
• Driving sales in support of growth objectives
• Supporting employee engagement and culture development activities
• Creating strategic partnerships throughout the oncology industry
• Identifying new marketing opportunities / revenue lines

This role provides strategic account development for large account stakeholder relationships in multiple (or one) engagements with a typical size >/= $1M in annual revenue. The mission for this role is to prepare and track long-term and short-term goals in alignment with Solutech strategy while ensuring business revenue, GM growth and customer satisfaction.

This requires someone who possesses a high level of professionalism, ethics, empathy, communication and interpersonal skills.

Scope of Outcomes

The core responsibilities for this position include:

• Business Development / Relationship Management
  1. Enable quick wins by leveraging assets and teams within Solutech, with a focus on customer satisfaction/success
  2. Partner with the client to solve customer problems through establishing Unique Value Propositions where only Solutech can provide a “true” solution to customer business problems
  3. Oversee relationships with GPOs (Group Purchasing Organization) and MSOs (Managed Service Organization) that collaborate with Solutech; includes any reporting requirements
  4. Collaborate with Business Development (BD) team on opportunities, especially where GPO / MSO engagement creates a strategic advantage
  5. Be active and systematic in supporting strategic accounts in the pursuit of closing new business and maintaining outstanding relationships
  6. Analyze and deliver service performance reporting using Quarterly Business Reviews (QBR)
  7. Educate clients about new Solutech offerings, upsells, and cross-sells
  8. Meet agreed upon sales targets (listed below) and other KPIs as listed, primarily focused on service contracts and developing and maintaining “trusted advisor” status with strategic accounts
  9. Prepare long-term and short-term goals and objectives (account plans) for accounts in collaboration with decision makers at the account
  10. Present reports on account progress, quotas and goals to Solutech SVP of Business Development
  11. Responsible for accurate forecasting (+/- 5%) monthly
  12. Support contract / proposal development and presentation needs as requested
  13. Works closely with Service Engineers to: 1) gather market and account intelligence; 2) build rapport; and 3) gain knowledge regarding the linac technology that Solutech is known for and focused on
• Market Intelligence
  1. Collaborate with the Solutech Marketing team to know the Americas (North, Central, South) market better than our competitors
  2. Oversee implementation of our Client Engagement Model (CEM), connecting all Solutech functions in the delivery of goods and services
  3. Support development of the “next big thing” in Solutech’s service offerings
  4. Develop and foster relationships throughout the industry to where Solutech is “front of mind”
• Technology
  1. Leverage our technology to enable efficient, consistent, and high-quality operations
  2. Utilize Salesforce to document, manage, and report on BD activities

Key Performance Indicators (KPIs) for Account Executives

• Sales Targets – 70% close rate
• Achieve minimum territory new business revenue goals
• Maintain existing contracts through renewals within <5% attrition

Qualifications

Required qualifications include:

• A bachelor’s degree or equivalent work experience; 5 + years of sales / marketing experience preferred; experience within RadOnc or a service based patient care environment appreciated
• An ability and desire to travel upwards of 50% of the time
• Proficient in Excel, PowerPoint, and Word (or equivalent); experience with Salesforce

Environmental and Physical Requirements

• Ability to lift 50 pounds
• Ability to stand for long periods of time
• Ability to travel, domestically, for extended periods of time
• Dexterous ability to manipulate small objects
• Willing to work standard and non-standard hours as required to support the customers