Primary Care Account Executive (Northeast)

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Reporting to the Regional Vice President of Sales, the Primary Care Point of Care Account Executive is a field-based commercial leader responsible for driving business growth, account retention, and expanding the Point of Care footprint across physician office laboratories, clinics, urgent care centers, community health systems, and other non-acute healthcare settings.

This role is accountable for full ownership of assigned accounts, developing strategic relationships with customers and distribution partners, identifying new business opportunities, and delivering value-based solutions that improve clinical and operational outcomes.

Responsibilities

Account Ownership & Strategic Leadership

• Serve as the primary owner of assigned accounts and opportunities within the territory.
• Develop and execute strategic account plans aligned to regional and national objectives.
• Identify growth opportunities within existing customers and targeted prospects.
• Maintain a deep understanding of customer needs, competitive dynamics, and market trends.
• Conduct regular business reviews and adjust strategies based on evolving customer and market conditions.

Distribution Partner Collaboration

• Build productive relationships with assigned distribution partners and sales representatives.
• Develop joint territory and account growth strategies.
• Conduct targeted joint customer visits and business reviews.
• Educate distributor personnel on portfolio offerings, value propositions, and competitive differentiation.
• Leverage distributor resources to accelerate customer penetration and opportunity development.
• Ensure distribution partners remain aligned with territory priorities and growth initiatives.
   

New Business Development & Opportunity Management

• Proactively identify, develop, and convert new customer opportunities within the territory.
• Maintain a robust opportunity funnel focused on both new business acquisition and account expansion.
• Drive competitive conversions and strategic account penetration.
• Deliver compelling clinical, operational, and financial value propositions.
• Partner with internal stakeholders to advance opportunities through the sales process.

Consultative Selling & Workflow Optimization

• Conduct workflow assessments to identify operational inefficiencies and opportunities for improvement.
• Recommend solutions that enhance clinical outcomes, operational efficiency, and financial performance.
• Collaborate cross-functionally to develop and implement customer-specific solutions.

Customer Relationship Management

• Build and maintain strong relationships with healthcare decision-makers and influencers.
• Establish trusted advisor status with customers and distribution partners.
• Drive customer satisfaction, retention, and long-term account growth through proactive engagement.
   

Account Retention & Growth

• Protect and grow the installed base within assigned accounts.
• Drive utilization, adoption, and expansion of Point of Care solutions.
• Identify competitive threats and implement retention strategies.
• Increase customer stickiness through strategic account management and relationship development.

Sales Forecasting, Reporting & Compliance

• Maintain accurate records of sales activities, pipeline development, and forecasts through CRM tools.
• Participate in regular business reviews, forecasting discussions, and account planning sessions.
• Uphold company standards for ethical sales practices, regulatory compliance, and customer transparency.

Key Executive Sales Qualities

• Customer-Centric Approach: Passion for understanding customer needs and delivering tailored, value-driven solutions.
• Solution Selling Expertise: Skilled in presenting integrated, workflow-enhancing solutions that address clinical and operational challenges.
• Strategic Account Planning: Develops and executes account-level strategies with measurable impact.
• Relationship Management: Builds trust and long-term partnerships with key stakeholders.
• Collaborative Spirit: Works effectively within cross-functional and matrixed teams to drive a