Account Executive - Boise, Spokane, Montana

Account Executive

The position of Account Executive is within Waters Advanced Diagnostics (formerly BD Diagnostic Solutions) Business Unit. Diagnostics empowers laboratories, healthcare professionals and patients across developed and emerging markets to make decisions that drive clinical outcomes and reduce risk. We deliver diagnostic tests, instrumentation, automation, and informatics that enable accurate and timely diagnosis of bacterial, fungal, viral, and parasitic infections.

Summary of Position with

General Responsibilities:

As the Account Executive, you will play a pivotal role in driving sales, fostering profitable growth, and managing accounts across the Diagnostic Product Portfolio. Your primary focus will be hospitals and clinical labs within your assigned territory, where strategic customer engagement and business expansion are essential. Customer engagement is a top priority across our commercial organization, and this position requires active, in-field interactions, specifically engaging with six customers per week.

The Account Executive plays a crucial role in driving revenue and maintaining strong client relationships. Their primary responsibilities include:

• Develop and implement a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products. Leads the development of an account plan specific to each hospital's economic and strategic business drivers.
• Effectively deploys clinically relevant product features / benefits and economic justification using existing selling tools as well as creating new tools specific to each customer situation to define the value of our product offerings. Coordinates all decision makers and influencers across the customer buying process to arrive at a contractual purchase agreement for these products.
• Responsible for maintaining and growing the base revenue stream and ensuring customer satisfaction through consistent and ongoing customer contact.
• Works effectively with BD customer facing associates (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications Specialists) as well as BD's distribution partners to support the customer in growth and long-term retention activities.
• Attains or exceeds the overall sales plan and provides customer support for the Diagnostic product portfolio
  - Manual Microbiology, Blood Culture, TB, /AST, and Molecular Diagnostics.
• Manages the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, pharmacy, value analysis, and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory.
• Develops, documents, and drives the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products.
• Calls on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, orchestrates new customer acquisition strategies with full Diagnostic team
• Effectively demonstrates the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to execute a successful product conversion within the institution.
• Develops account strategy and closes accounts within the assigned geographic territory using a coordinated team selling model (Instrument Specialists, Clinical Specialists, Lab Automation Specialists, National Accounts, Strategic Customer Group Leaders, Service Engineers, and Applications…