Account Executive

Account Executive – Medical Device Sales

Overview

The Account Executive is responsible for driving revenue growth and expanding market presence within an assigned territory. This role focuses on building strong customer relationships, identifying new business opportunities, and managing the full sales cycle from prospecting through account expansion. The position requires strong business acumen, strategic territory management, and the ability to effectively communicate clinical and economic value to healthcare stakeholders.

Key Responsibilities

Territory Management & Sales Execution

• Conduct persuasive and consultative sales calls with healthcare professionals and key decision-makers to drive product adoption and revenue growth

• Manage the assigned territory as a business, analyzing market dynamics and competitive activity to achieve or exceed sales goals

• Develop and execute a comprehensive territory business plan aligned with broader commercial strategy and budget guidelines

• Identify and pursue new account opportunities while expanding utilization within existing accounts

• Achieve or exceed established sales targets, including revenue growth and capital equipment placements

Customer Relationship Management

• Establish and maintain strong relationships with physicians, clinical staff, administrators, and other healthcare stakeholders

• Deliver compelling value messaging that aligns clinical benefits with economic outcomes

• Execute planned sales programs and educational initiatives to support adoption and long-term customer success

• Maintain a deep understanding of the product portfolio, clinical applications, and competitive landscape

Professional Conduct & Compliance

• Conduct all sales activities in accordance with ethical standards, company policies, and applicable industry regulations

• Follow established sales processes and marketing strategies while maintaining a high level of professionalism

• Continuously strengthen product knowledge, communication skills, and selling effectiveness through ongoing learning and training participation

Territory Planning & Execution

• Develop and implement an independent territory business plan designed to maximize market penetration and account growth

• Maintain accurate records of customer interactions, account plans, and sales activities

• Participate in sales meetings, training programs, and other commercial initiatives as required

Travel & Physical Requirements

• Travel within the assigned territory is required, including both local and occasional long-distance travel by car or airplane

• Ability to transport demonstration equipment and materials up to approximately 30 pounds

• Ability to set up meeting rooms, presentation materials, and product demonstrations as needed

Qualifications

• Bachelor’s degree from an accredited four-year institution required

• Prior business-to-business sales experience required; healthcare or medical device sales experience preferred

• Demonstrated track record of sales performance and quota attainment, ideally ranking within top performance tiers

• Strong consultative and persuasive selling skills

• Excellent verbal communication and presentation abilities

• Professional, proactive, and self-motivated work style

• Strong relationship-building skills with the ability to develop trust with clinical and administrative stakeholders

• Valid driver’s license and safe driving record required

• Must be authorized to work in the United States

Core Competencies

• Action Oriented

• Strategic Thinking

• Problem Solving

• Organization and Territory Planning

• Persistence and Resilience

• Technical and Functional Learning

• Priority Setting

• Results Orientation

• Strategic Agility

• Intellectual Curiosity

• Comfort with Ambiguity