Job Details

Account Executive, covering Northern CA. Ideally located in the Bay Area.

Overview

The Account Executive is responsible for all aspects of their assigned territory and accounts. They bring proven expertise in medical device sales, encompassing both new account acquisition and the management and growth of existing accounts.

The AE demonstrates strong technical, clinical, business, and economic acumen, leveraging these skills to protect and expand their existing business while driving new growth opportunities. This role covers the entire customer lifecycle—from prospecting and closing new accounts to implementing solutions, educating customers on product benefits to ensure adoption and compliance, and fostering long-term retention and value.

Key Responsibilities

• Identify and close new business while managing existing accounts to ensure consistent utilization, high compliance, and identify expansion opportunities within the hospital or across the system.
• Build and foster a strong network of business and clinical champions to support informed decision-making, effective adoption, and sustained retention.
• Conduct Quarterly Business Reviews (QBRs) and provide data analytics to demonstrate success, identify gaps, and drive continued account growth.
• Develop and execute expansion plans, including defined success criteria, onboarding and training plans, and business reviews to demonstrate attainment of customer goals.
• Partner with internal stakeholders and customer contracting teams to support renewals and contract extensions, if required, ensuring terms protect existing revenue and maintain strategic alignment.
• Negotiate pricing agreements with prospective customers, ensuring terms align with existing contracts, company goals, compliance standards, and margin expectations.
• Represent company at conferences, networking events, and national meetings to strengthen brand presence and customer engagement

Required Skills & Experience

• Bachelor's degree in Business, Marketing, or related field strongly preferred.
• 3-5 years of proven success in field sales and account management within the medical device industry, with experience in both new business acquisition and account retention.
• Experience working with diverse hospital stakeholders: ED, Laboratory, Infection Prevention, Antimicrobial Stewardship, Clinical Value Analysis, Supply Chain, and C-Suite leadership.
• Strong negotiation skills for new and renewal contracts.
• Advanced presentation and communication skills with the ability to convey clinical and financial data persuasively.
• Proficient to expert use of systems such as SalesForce.com, Tableau, MSOffice Suite, ERP and other enterprise systems
• Ability to travel up to 75%.