Medical Sales - Executive Account Manager

Location:

Kansas (remote)

About the company:

Arch Solutions keeps critical infrastructure equipment running for organizations whose clients and patients depend on it.

We work across two areas of expertise. On the network side, our engineers troubleshoot and repair network, server, and storage infrastructure for large enterprises, keeping them connected to their data and systems. Through our Arch Medical team, we repair and maintain imaging equipment, including MRI machines, CT scanners, X-ray rooms, and more. We support rural and underserved communities across our region.

Founded in 2010 and grown without outside investment, Arch is headquartered in Edmond, Oklahoma and operates globally. We’ve built our reputation on responding fast and getting it right the first time, in situations where the stakes are high. That’s the standard behind everything we do, and everyone who works here is part of upholding it.

Role and Responsibilities:

The Executive Account Manager is responsible for acquiring new hospital and clinic customers by building trusted relationships, understanding customer priorities, and positioning Arch’s TPM services as a reliable, value-driven alternative for imaging equipment support. This role focuses on developing and advancing qualified opportunities, guiding complex buying groups through the sales process, and closing deals that meet revenue, margin, and operational standards.

Success in this role requires strong discovery, disciplined pipeline management, accurate forecasting, and consistent use of CRM tools, while operating in a highly regulated, risk-sensitive healthcare environment. The Executive Account Manager partners closely with internal teams to ensure deals are well-qualified, executable, and aligned with customer needs. Focus should be on:

Relationships:
Build and deepen trusted relationships with hospital and clinic stakeholders by helping optimize imaging equipment uptime, reliability, and service outcomes.

• Win Rate:
  Improvement in close rates on qualified opportunities through effective discovery, positioning, and deal execution.

• Deal Quality:
  Close deals that meet pricing, margin, and operational readiness standards with minimal post-close rework or escalation.

• Strategic Client Engagement:
  Increased depth and quality of client engagement (trainings, executive alignment, and structured sales meetings) that directly supports opportunity progression and deal conversion.

What measurable success looks like (KPI’s):

At Arch, we measure what matters. Success in business (and life!) relies upon goal setting and corresponding hard & soft metrics. Hard metrics consist of empirical and quantifiable data that can accurately show progress towards a goal or objective, while soft metrics are subjective and express a more intangible sentiment about an individual and/or organization's integrity and spirit. Success in this role marries hard and soft metrics to provide a 360‑degree view of the progress towards and achievement of SMART goals.

Goals and metrics will be co-created by you and management to ensure alignment and agreement.

• Pipeline Coverage: Build and maintain a qualified pipeline of 3–4× assigned quota to support predictable revenue attainment.

• Forecast Accuracy ≤10% variance by quarter, calculated by (forecasted revenue – actual closed revenue) ÷ (actual closed revenue)

• CRM Discipline: Update all deal advances within 24 hours to ensure accurate opportunity data (stage, value, close date, next steps)

• ACV/TCV Target: Meet or exceed 100% of quarterly quota and yearly ACV and TCV targets.

How This Role Demonstrates Our Core Value

INTEGRITY: WE ARE OUR WORD

Arch subscribes to Michael Jensen’s interpretation of Integrity. At its foundation, we do what we say we will do, at the…