Account Executive, Blood Gas - Ohio/Kentucky

Nova Biomedical - Dayton, OH

Full-time - Mid Level

Dayton, OH

Merchant Wholesalers, Durable Goods

About the position

Nova Biomedical is seeking an Account Executive to join our team, focusing on the sales of our core clinical analyzers to hospitals in the Ohio and Kentucky regions. This position presents a fantastic opportunity to become an expert in blood gas products while contributing to the growth of the business and benefiting from a robust pipeline of new products. The role is designed for a driven individual who is eager to achieve sales results and revenue growth goals while maintaining strong relationships with existing customers. The Account Executive will report directly to the Regional Sales Manager (RSM) and will be responsible for a variety of tasks that are crucial to the success of our sales strategy. In this role, the Account Executive will engage in direct sales of Nova clinical analyzers to both new and existing customers within the specified territories. Building and nurturing relationships with current customers is essential to promote satisfaction and drive revenue from consumables. The successful candidate will need to understand and navigate the various departments within hospitals, including Lab, Point of Care (POC), Respiratory Therapy (RT), Operating Room (OR), Emergency Department (ED), Intensive Care Unit (ICU), Nursing, and Radiology. This understanding will enable the Account Executive to generate leads and drive product interest through equipment demonstrations, product evaluations, and committee presentations. The role also involves developing and managing a short and long-term sales funnel, establishing relationships with clinical decision-makers, and presenting superior clinical results, process improvements, and menu enhancements. The Account Executive will be tasked with driving long, complex sales processes that involve multiple technical, clinical, contracting, and purchasing contacts. Additionally, the candidate will need to navigate and influence decision-making within Integrated Health Networks (IHN) and Group Purchasing Organizations (GPOs), while also understanding the hospital's affiliations with these entities. Collaboration with Inside Sales is crucial, as consistent communication will help establish new contacts, penetrate accounts, coordinate meetings, and manage the existing customer base. The Account Executive will also represent Nova Biomedical at select national, regional, and local trade shows to promote our clinical products. Managing pricing, negotiations, and contracting throughout the sales lifecycle is another key responsibility, along with complying with administrative tasks as directed by management, including activity tracking in Salesforce.com, weekly expense reports, and monthly reviews of the territory business plan with the Regional Sales Manager.

Responsibilities

• Direct sales of Nova clinical analyzers to both new and existing customers throughout specified territories.
• Establish and develop relationships with existing customers to promote customer satisfaction and drive existing consumable revenue.
• Understand, navigate and leverage each department and call points throughout the hospital (Lab, POC, RT, OR, ED, ICU, Nursing, Radiology, etc...).
• Generate leads and drive product interest through equipment demonstrations, product evaluations, and committee presentations in each of these departments.
• Develop/manage short and long-term sales funnel.
• Establish and develop relationships with clinical decision makers through the presentation of superior clinical results, process improvements, and menu enhancements.
• Drive long, complex sales processes involving multiple technical, clinical, contracting and purchasing contacts.
• Navigate and influence decision making within Integrated Health Networks (IHN), Group Purchasing Organization (GPO's) and understand hospital affiliation with them.
• Leverage Inside Sales through consistent communication to establish new contacts, penetrate accounts, coordinate meetings and help manage existing customer base.
• Attend select national, regional and local trade shows to help facilitate the promotion of Nova's clinical products.
• Manage pricing, negotiations, and contracting throughout the sales life cycle.
• Comply with and complete all administrative responsibilities as directed by management including but not limited to activity tracking in Salesforce.com, weekly expense reports, monthly review of territory business plan with Regional Sales Manager and conference call attendance.

Requirements

• BA/BS degree with 5+ years of direct sales experience with documented success.
• Experience selling medical device and capital equipment to multiple departments in a hospital is preferred.
• Strong communication skills with proven ability to self-manage complex sales cycles.
• Strong B2B background with multi-level & committee sales history.

Benefits

• Blue Cross Blue Shield medical plan
• tuition reimbursement
• matching 401K
• innovative scholarship program for children of employees