Position Summary

The Clinical Account Executive is responsible for retaining, supporting, and growing an assigned book of business through a hybrid engagement model that combines in-person field activity with remote account management. This role focuses on strengthening existing relationships, increasing test utilization, and expanding adoption of Genova solutions within current accounts through consistent service, education, and consultative account development. Engagement strategy will vary based on account size, strategic value, growth potential, and client needs, with larger or high-opportunity accounts receiving more in-person coverage and smaller or stable accounts managed efficiently through virtual touch points.

Essential Duties and Responsibilities

• Manage and grow an assigned portfolio of accounts through a balanced mix of on-site visits, video meetings, phone outreach, and email follow-up tailored to account needs.
• Educate providers and staff on Genova Diagnostics testing, clinical applications, specimen requirements, ordering workflows, and available support resources.
• Upsell existing accounts by expanding use of the broader Genova menu, increasing frequency of ordering, and identifying additional providers, programs, or patient segments within each practice that would benefit from Genova solutions.
• Build and maintain strong relationships with key stakeholders, including physicians, advanced practice providers, nutritionists, health coaches, office managers, and front-desk or laboratory staff.
• Act as the primary liaison between clients and internal teams, including customer service, operations, billing, and medical education, to resolve issues quickly and effectively.
• Deliver onboarding and training for new accounts, new providers, and new staff using both in-person and remote formats.
• Conduct regular business reviews with priority accounts to assess utilization trends, identify barriers, and recommend actions to improve retention and organic growth.
• Segment accounts by size, opportunity, and service needs, then execute an engagement cadence that aligns resources to the highest-value opportunities.
• Provide relevant educational materials, webinar invitations, interpretation resources, and product updates that support account development and deeper clinical adoption.
• Maintain accurate CRM activity, account plans, pipeline visibility, and follow-up actions for all assigned accounts.
• Meet or exceed retention, revenue, utilization, and upsell goals on a monthly, quarterly, and annual basis.
• Represent Genova Diagnostics professionally at local meetings, educational programs, conferences, and other customer-facing events as needed.

Success Profile

The successful candidate will protect the base business while expanding account value over time. Success in this role requires strong relationship management, disciplined follow-through, consultative selling skills, and the ability to flex seamlessly between face-to-face and virtual engagement models. The ideal candidate can identify account-specific growth opportunities, tailor education to the clinical focus of the practice, and convert service interactions into long-term loyalty and incremental revenue growth.

Required Qualifications

• Bachelor's degree in business, life sciences, healthcare, or a related field.
• Three or more years of outside sales, territory management, or account management experience.
• Demonstrated success managing and growing a book of business with measurable retention and upsell performance.
• Strong written and verbal communication skills, including virtual presentation and remote relationship-building capabilities.
• Excellent organizational, planning, and time management skills.
• Proficiency in Microsoft Office, Excel, CRM systems, and virtual meeting platforms.
• Valid driver's license and the ability to travel within the territory as needed.

Preferred Qualifications

• Experience in clinical diagnostics, laboratory services, medical devices, pharmaceuticals, or healthcare services.
• Familiarity with functional medicine, integrative medicine, specialty diagnostics, or wellness-oriented provider practices.
• Experience supporting customers through both field-based and remote selling or account management models.
• Ability to interpret utilization trends and translate account data into practical growth plans.

Work Model and Territory Approach

This is a hybrid commercial role that combines field-based and remote account coverage. Strategic, larger, or high-growth accounts should receive regular in-person visits supported by virtual follow-up, while smaller, geographically distant, or maintenance accounts may be managed primarily through scheduled remote interactions. Territory planning should prioritize customer need, revenue opportunity, growth potential, and service complexity to ensure efficient use of time and strong account coverage.

Core Performance Expectations

• Retain and grow assigned revenue across the current book of business.
• Increase utilization of priority tests, panels, and solutions across existing accounts.
• Expand wallet share by introducing additional Genova offerings into current practices.
• Maintain high customer satisfaction through responsive service and proactive communication.
• Execute a disciplined account-contact strategy that balances in-person and remote activity for maximum efficiency and impact.

Key Competencies

• Account retention and organic growth
• Consultative selling and solution positioning
• Hybrid territory management
• Customer service and issue resolution
• Clinical and operational education
• Relationship building across multiple stakeholders
• Data-driven planning and prioritization
• Communication, responsiveness, and follow-through

Physical Demands

While performing the duties of this role, the employee is regularly required to sit, operate a motor vehicle for travel to customers, prospects, and teammates, use hands to handle materials, reach with hands and arms, and communicate effectively. The employee is occasionally required to stand and walk and must occasionally lift or move up to 10 pounds. Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus.

Work Environment

The work environment characteristics of this role are representative of those encountered while performing the essential functions of the job, and reasonable accommodations may be made to enable individuals with disabilities to perform those functions.