Account Executive - Blood Bank

SUMMARY OF POSITION:

Under the guidance of the Sr. Sales Director-USCAN-POC, this Account Executive (AE) is responsible for selling and promoting EKF Diagnostics Blood Bank related products (hemoglobin, hemoglobin testing supporting products, and IT solutions) over the phone and email to achieve sales goals and forecasts, maintain customer relations, and drive market penetration and profitable growth for EKF Diagnostics products.

ESSENTIAL FUNCTIONS, included but not limited to:

• Drive sales growth through the consistent achievement of established weekly targets for all Blood Bank related products (including but not limited to: hemoglobin testing and supporting products, as well as IT solutions) and associated products by developing a robust pipeline of new potential customers and effectively converting identified opportunities into EKF product sales.
• Proactively respond to and follow up on all company-generated sales leads.
• Develop strategic customer target lists utilizing recommended resources such as websites, sales reports, and other methodologies.
• Conduct sales engagement through telephone calls and emails to designated markets to drive profitable growth, secure referrals, and maximize sales through cross-selling and up-selling.
• Foster robust relationships within hospitals, Integrated Delivery Networks (IDNs), and large lab networks (direct and via distribution) to understand evolving needs and facilitate strong networking within the territory.
• Maintaining and track accurate sales activity and forecast data within the Customer Relationship Management (CRM) system; Preparing essential reports (e.g., Quarterly Business Reviews).
• Collaborating with the Regional Sales Manager (RSM) for assigned territory to achieve territory sales goals and expand overall business.
• Generate accurate weekly and 30-60-90 day sales pipelines and forecasts to the Sr. Sales Director-USCAN-POC; Participate in weekly Director-led forecast calls.
• Support Marketing for the successful launch of strategic initiatives and product promotions to designated target markets and distributors to enhance sales, profitability, market penetration, and customer retention.
• Participating in ongoing training to continuously improve product knowledge, market understanding, and selling capabilities.
• Comply with Company policies, Quality Management System (QMS) and Standard Operation Procedure (SOPs), etc.
• Adhere to current Good Manufacturing Practices (cGMP); Ensure all direct reports comply. 

OTHER FUNCTIONS:

• Ensure compliance with safety regulations and procedures are followed; Maintain clean and safe work area.
• Assist as needed in other areas of the Company where training requirements have been completed.
• Perform other duties as assigned.

SUPERVISORY RESPONSIBILITIES:

• None.

TRAVEL:

• Limited field travel for conducting sales calls with existing customers and prospects within designated markets, as directed and approved by the Sr. Sales Director-USCAN-POC.

REQUIRED QUALIFICATIONS:

• Authorized to work in the United States.
• High School Diploma, or equivalent.
• Minimum three (3) years inside sales experience.
• Experience in medical sales, lab, science, or healthcare industry in general.
• Proven cold calling success, including closing sales over the phone (averaging 100-150 calls/week).
• Adept at budgeting, sales forecasting, and optimizing sales funnel performance. 
• Demonstrated ability to manage large, multi-state territories.

PREFERRED QUALIFICATIONS:

• Associate degree or higher in Business, Marketing, Domestic/International Sales
• Background in medical sales calling on hospitals, Integrated Delivery Networks (IDNs), and large lab networks, direct and through distribution.
• Experienced in building and maintaining relationships with national distributors.
• Knowledgeable in the Blood Bank market segment, hemoglobin testing and medical IT solutions.
• Experience in a cGMP or regulated environment.

BASIC SKILLS AND ABILITIES:

• Project a positive company image by interacting with fellow employees, customers, and management in a cooperative, supportive, and courteous manner; displays a professional attitude.
• Result-oriented with the tenacity and drive to seek new business and meet or exceed targets.
• Good communication skills in both reading and writing. 
• Strong organizational skills to meet goals and set priorities. 
• Detail oriented with a high level of accuracy, efficiency, and accountability.
• Proven ability to handle multiple projects and meet deadlines; work in a fast-paced environment.
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm. Initiative to offer new innovative ideas and improve processes.
• Ability to work independently and as a member of various teams and committees. 
• Ability to operate related office equipment, such as computers, and copiers. 
• Good typing skills for accurate keystrokes in data entry.
• Proficient with CRM tools (e.g., HubSpot, Salesforce) and virtual collaboration platforms.
• Proficient in MS Office Suite.
• Positively represent the Company in business settings throughout customer locations, trade shows, etc.

REASONING ABILITIES:

• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Good analytical and planning skills sufficient to determine resources and time required to complete projects.

LANGUAGE SKILLS:

• Good written and oral communication skills; ability to read, write, speak, and understand the English language.
• Exceptional interpersonal skills; ability to communicate effectively, internally, and externally at all levels and diverse personalities.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Good communication and presentation skills, both written and oral, to express technical and nontechnical concepts clearly and concisely.

MATHEMATICAL SKILLS:

• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• General knowledge of the metric system units (length, area, volume, capacity, mass, and weight) and U.S. equivalents.

VISUAL ACUITY:

• Close visual acuity to perform an activity such as preparing and analyzing data, transcribing, viewing a computer terminal, and reading.

PHYSICAL DEMANDS:

• Must be able to wear and work in personnel protective equipment (PPE) as required. 
• Light physical activity performing non-strenuous daily activities of a primarily administrative nature. 
• Stationary position sitting for prolonged periods of time while utilizing standard office tools. 
• Constant repetitive motions that may include the wrists, hands and/or fingers to operate keyboard and mouse; dexterity and coordination necessary to handle files and single pieces of paper. 
• The ability to hear, understand, and distinguish speech. 
• Frequently communicate information and ideas with others to exchange information and understanding. Able to exchange accurate information in these situations. 
• Frequently lift and/or move up to 10 pounds, occasionally lift and/or move up to 25 pounds, and rarely lift and/or move up to 50 pounds. 
• Occasionally move about inside the facility to access office machinery, correspond with other departments, attend meetings/training, etc. 
• Occasionally reaching for items above and below desk level. 
• Occasionally required to climb or balance; squat, stoop, kneel, or crouch.

ENVIRONMENT CONDITIONS:

• Well lit, heated/air-conditioned indoor office setting with adequate ventilation.
• The noise level in the work environment is low.