Key Account Executive, Point of Care Diagnostics (Southeast)

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The Key Accounts Executive, Point of Care demands consultative selling expertise, strong executive presence, and strategic account planning capabilities to deliver customer impact and business growth.

Key Responsibilities 

Strategic Account Management and Sales Execution: 

- Develop and execute strategic sales plans tailored to Integrated Delivery Networks (IDNs), academic medical centers, and large hospital systems. 
- Lead business development efforts across a complex diagnostic sales cycle involving C-suite executives, laboratory leadership, clinicians, procurement, and distribution partners. 
- Drive market penetration through identification of growth opportunities and implementation of proactive, data-driven sales strategies. 
- Own the sales process from opportunity creation through contract negotiation, pricing, and long-term account retention. 
- Conduct regular business reviews with strategic accounts to assess performance, gather feedback, and align on future initiatives. 
- Use CRM tools to forecast pipeline performance, track customer interactions, and inform strategic decisions. 

Customer Engagement and Influence: 

- Serve as the primary point of contact for assigned key accounts, building and nurturing executive-level relationships. 
- Deliver compelling value propositions aligned to customer needs, organizational priorities, and clinical outcomes. 
- Partner with marketing and clinical teams to position Siemens Healthineers’ Point of Care solutions as integral to operational and patient care improvements. 

Cross-Functional Collaboration: 

- Work closely with internal stakeholders (Sales, Service, Marketing, Contracts, Customer Support, and Enterprise Solutions) to deliver a seamless customer experience. 
- Lead internal account planning and territory strategy meetings to ensure cross-functional alignment and execution. 

Thought Leadership and Mentorship: 

- Serve as a mentor to newer team members, sharing best practices in consultative selling, account strategy, and navigating complex health systems. 
- Stay informed of industry trends, competitive positioning, and changes in healthcare delivery models to provide informed guidance to both customers and internal stakeholders. 

Qualifications 

Education: 

- Bachelor’s degree in Business, Marketing, Life Sciences, or a related field required; MBA or advanced clinical degree preferred. 

Experience: 

- 10+ years of experience in a clinical or commercial environment, with at least 5 years selling diagnostic or capital medical equipment into complex hospital systems. 
- Proven success selling into large health systems and university hospitals, with experience navigating long sales cycles and multimillion-dollar deals. 
- Demonstrated ability to manage executive-level relationships, deliver solutions, and exceed sales targets. 

Key Competencies 

Strategic Sales Expertise: 

- Mastery in strategic account planning, opportunity development, and solution-based selling in healthcare. 
- Deep understanding of hospital financial drivers, IDN governance, and value-based care models. 

Executive Communication: 

- Strong communication and presentation skills with the ability to engage, influence, and gain credibility with C-suite executives and key stakeholders. 
- Ability to convey complex clinical and economic value propositions clearly and persuasively. 

Results Orientation: 

- Consistent track record of meeting or exceeding sales quotas and delivering sustained business growth. 
- Self-motivated, goal-oriented, and accountable for delivering results independently and collaboratively. 

Collaboration and Influence: 

- Skilled at leading cross-functional teams and aligning internal and external resources to support customer needs. 
- Able to influence without authority and foster strong partnerships across organizational boundaries. 

Travel Requirements 

Willingness and ability to travel 50%+ to customer sites, conferences, and internal meetings. 

A clean driving record is required

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