Community Account Executive

ACCOUNT EXECUTIVE – WESTERN U.S.

Field-Based | Healthcare Sales | Community & Small Hospital Accounts

Territory: Arizona, Illinois, Iowa, Minnesota, Lousiana, Wisconsin, Missouri

Work Arrangement: Remote/field-based within the assigned territory

Compensation: $202,728–$334,502 annual total compensation range, including base salary and incentive compensation

Position Summary

The Account Executive is responsible for driving sales growth across community hospitals, small hospital accounts, regional facilities, and other targeted healthcare organizations throughout a defined Western U.S. territory. This role will develop new account relationships, expand opportunities within existing customers, and help healthcare leaders evaluate solutions that improve operational performance, workflow efficiency, financial outcomes, and the delivery of patient care.

The Account Executive owns territory strategy and execution from initial prospecting through close and internal handoff. The ideal candidate is a disciplined territory builder who can establish credibility with hospital executives, clinical and operational leaders, finance stakeholders, and other key decision-makers in complex healthcare environments.

Key Responsibilities

Develop and execute a strategic territory plan focused on community hospitals, smaller health systems, regional facilities, and other priority healthcare accounts.

Identify, qualify, and pursue new business opportunities across the assigned geography while expanding relationships and opportunities within existing accounts.

Build trusted relationships with hospital executives, clinical leaders, finance leaders, operational stakeholders, and other local decision-makers.

Conduct thoughtful discovery to understand customer priorities, operational challenges, budget considerations, purchasing processes, and decision timelines.

Clearly communicate solution value, workflow impact, financial benefit, and return on investment to both clinical and business stakeholders.

Develop and present compelling, customer-specific business cases and proposals.

Manage the full sales cycle, including prospecting, discovery, solution alignment, proposal development, negotiation, close, and internal handoff.

Negotiate agreements and close opportunities that support profitable growth and long-term customer success.

Partner closely with internal clinical, technical, implementation, marketing, contracting, and leadership teams to support customer needs and opportunity execution.

Create account plans for priority targets with clear short-, mid-, and long-term actions.

Maintain accurate customer, opportunity, activity, and forecasting data within the CRM.

Monitor sales performance, competitive activity, customer engagement, and opportunity progression throughout the territory.

Complete and update quarterly territory plans and provide timely, accurate forecast updates.

Develop and maintain a strong understanding of the company’s healthcare solutions, customer applications, competitive landscape, and overall value proposition.

Required Qualifications

Bachelor’s degree required.

Minimum of five years of successful sales experience in healthcare, capital equipment, healthcare technology, medical technology, or another complex solution-selling environment.

Demonstrated experience developing new accounts and expanding customer relationships within a defined geographic territory.

Proven ability to engage hospital executives, clinical stakeholders, finance leaders, operational decision-makers, and other business leaders.

Strong ability to uncover customer challenges and translate solution value into clear clinical, operational, and financial outcomes.

Track record of meeting or exceeding sales goals in a complex, multi-stakeholder environment.

Strong communication, presentation, negotiation, organization, and follow-up skills.

Sound business acumen and a practical, customer-focused approach to problem-solving.

Experience using CRM platforms and Microsoft Office applications, particularly Excel and PowerPoint.

Ability to interpret sales performance metrics, manage multiple opportunities, and maintain forecast accuracy.

Ability and willingness to travel throughout a geographically broad, multi-state territory based on business and customer needs.

Valid state-issued driver’s license, an acceptable driving record, and the ability to meet company vehicle-safety requirements.

Preferred Qualifications

Experience selling into community hospitals, small hospital systems, or regional healthcare facilities.

Experience with capital equipment, enterprise healthcare technology, workflow solutions, or medication-management environments.

Familiarity with complex contracting, budgeting, and purchasing processes within hospital accounts.

Success Profile

The successful candidate will be results-driven, competitive, persuasive, collaborative, adaptable, and comfortable building a territory with a high degree of ownership. This individual will combine consultative selling skills with strong business judgment, disciplined execution, and the ability to navigate complex customer organizations.

Equal Employment Opportunity

The employer is committed to providing equal employment opportunities to all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, age, national origin, ancestry, citizenship status, disability, genetic information, marital status, military or veteran status, or any other characteristic protected by applicable law. Reasonable accommodations are available for qualified individuals with disabilities throughout the application and employment process.