The
Account Executive is responsible for increasing order and scan volume across all modalities from referring providers in their assigned geographic territory to ensure that the territory will exceed its budgeted same-store-growth, scan volume, and revenue commitments. This will include analyzing physician referral patterns to develop customer-level marketing plans, identifying opportunities to increase scan volume with existing referrers, and/or developing new referral channels. Responsible for managing assigned expense budget.
Specific duties include, but are not limited to:- Cultivates strong relationships with top strategic referrers to maintain and/or increase order and scan volume; identifies key customer drivers (turnaround time, quality, etc.); ensures that customer's needs are met and communicates any service deficiencies to the Operations Team to ensure existing scan volume is preserved.
- Prospects and targets new referrers based on market trends and conditions; uses consultative selling skills to engage new referrers and probes potential referrer to uncover competitive takeaways based on unmet needs.
- Analyzes marketed account referral patterns in order to strategically plan time in the field and associated actions plans to drive referrals; monitors variances/trends associated with existing referral base, works with operations and management to determine possible causes for changes in referral patterns.
- Works in conjunction with territory Physician Sales and Operations
leadership to establish realistic customer and territory plans that will deliver on the territory's budgeted same-store-growth, scan volume, target and revenue commitments. - Identifies specific risks to the referral base and implements targeted community outreach programs such as territory-level educational campaigns, health fairs and other events to promote consumer awareness.
- Participates in operational meetings in assigned territory, providing status updates as well as identifying areas for Physician Sales to engage strategically with larger team. May participate in Quarterly Business Reviews with key strategic accounts.
- Performs other duties as assigned by management.
Position Requirements:- High School Diploma or Equivalent Experience, required.
- Displays strong business acumen and demonstrates an understanding of the sales and physician space including the reimbursement landscape.
- Proven ability to successfully execute a territory development plan.
- A proven track record of success in competitive selling environment is required
- Exceptional communication and presentation skills.
- 90-95% travel may be required.
Preferred:- Bachelor's Degree or Equivalent Experience
- 2 years of physician sales and marketing experience in a healthcare environment.
- Prior Imaging and/or Oncology experience.
Physical Requirements:Standard Office Environment and the employee may be exposed to environmental hazards such as exposure to noise, and travel.
More than 50% of the time:
- Sit, stand, walk.
- Repetitive movement of hands, arms and legs.
- See, speak and hear to be able to communicate with patients.
- Less than 50% of the time:
- Stoop, kneel or crawl.
- Climb and balance.
- Carry and lift 10-20 lbs.
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