Sales Account Executive, Enterprise (US, West Region)
Why join AliveCor
At AliveCor, we imagine a healthier world powered by access to personalized intelligent information. We're on a mission to be the world’s heart health partner by enabling access to quality heart care for everyone. AliveCor has pioneered over-the-counter medical ECG devices and continues to lead the way in empowering consumers and patients to take care of their heart. Using our FDA-cleared medical-grade hardware and software, millions of users have taken more than 200 million heart health measurements and counting.
Our vibrant team of people are attracted to AliveCor because they want to build something meaningful - and AliveCor delivers: every day, customers tell us that we’ve saved lives. Join us in our mission!
The Opportunity
The Sales Account Executive, Enterprise is responsible for selling our newest Kardia 12-lead ECG in addition to our AliveCor suite of devices, software and service offerings to new and existing customers within the US MidWest Territory. This requires several capabilities including deep knowledge of the healthcare industry space, advanced AI, Cardiac ECG devices, Point of Care as well as Remote Monitoring solutions. A Sales Account Executive needs to demonstrate the ability to collaborate with internal and external partners within health systems, private and public clinics, individual providers (Cardiology, EP, PCP, Oncology, Psychiatry) as well as EMT/BLS personnel. Candidates must have strong business development and solution selling skills along with tenacity, sense of urgency and desire to exceed sales objectives. A Sales Account Executive is expected to quickly assess client needs, develop custom solutions, and present compelling Value Prop including ROI to close sales. This role is responsible for all steps in the sales process including identifying new leads, lead management, executing proposals, contracting, implementing, training, and billing. This role requires a minimum of 50% travel for onsite client meetings as well as supporting key conferences.
Job Duties and Responsibilities:
- Identify and develop key customer targets for AliveCor’s products and solutions for the Hospital and Healthcare Providers including but not limited to: Kardia 12L, Kardia 6L, KardiaStation, KardiaPro etc. within given territory to achieve annual goals.
- Understand current cardiac clinical pathways and workflows that incorporate Kardia devices as well as AliveCor’s frontend applications and backend clinical platform that best aligns to specific patient populations to drive clinical efficiencies, increased clinical outcomes and improved Provider and Patient experiences
- Lead implementation efforts for new clients with multiple internal and external stakeholders (eg. physicians, administrators, IT personnel etc.) to achieve customer satisfaction.
- Participates in conventions, forums, and meetings to increase product awareness
- Identifies and facilitates execution on sales opportunities with AliveCor partners
- Manage the complex sales process of our Kardia 12L device and additional AliveCor products and services into clinics, health systems, hospitals, and expand existing customer base
- Achieve quarterly and annual sales targets
- Manage all steps of the sales process
- Responsible for maintaining the relationship with key customers within given territory. Serve as a trusted advisor and partner, navigating the customer on their journey from onboarding, implementation, on going account management to develop strong advocates willing to share testimonials, participate in webinars etc.
- Continually share feedback and best practices to drive growth across the AliveCor HCP enterprise.
- Synthesize customer feedback and work with product, QA, and engineering to continually improve our devices/platforms. Bring additional value by encouraging deeper feature adoption by identifying opportunities for expansion
Qualifications & Skills:
- Bachelor's degree required, clinical education highly desired
- 5+ years of cardiac rhythm management related experience
- 7+ years of business-to-business selling success in the healthcare setting (Providers, Hospitals and Health Systems)
- Proficiency with collaboration applications and software (Google Suite, ZoomInfo, Slack, Box, etc.)
- Proficiency with Sales Force CRM
- Experience selling Medical Device, SaaS, API, SDKs direct to key clients that use ECG devices, i.e. Providers, Clinics, HealthSystems, EMS personnel etc.
- Individual Contributor able to work independently, self-motivated, resilient, strong sense of urgency, desire to find new clients, articulate the value props and close new business.
- Strong Presentation and Communication Skills – onsite & remote
- Effective at full opportunity development from cold calling, email campaigns, lead management, contracting, expanding current clients and developing reference accounts
- Superior critical thinking and problem-solving skills
- Clinical knowledge/experience (Cardiac specialty preferred)
- Proven Consultative and Financial Sellin skills
- Familiar with Reimbursement models, ICD 10/11 codes, RPM, CCM, PCM
- Strong Results Orientation to consistently generate high amount of lead & sales activity that results in consistent goal/plan attainment
- Thrive in an environment that is fast paced and continuously develops new technology, AI and leads the industry
- Team player with natural ability to collaborate closely with Marketing, Sales Operations, Clinical, Product and Engineering teams