Nova Biomedical is hiring an Account Executive - Central Point of Care. The Account Executive will be responsible for the sale of all Nova Biomedical products within an assigned territory. The products and customers include Point of Care diagnostic products to hospitals, alternate care organizations (clinics, EMS, veterinarian, nursing homes, etc.), and any other market verticals appropriately aligned to the annual sales plan and marketing strategy.
The Account Executive will be accountable for driving sales results, sales revenue growth, penetration of key accounts, and the ownership of, responsibility for, and negotiating with shared service organizations (SSOs), purchasing authorities, and key accounts within the assigned territory. The role will require the continued support of existing Nova customers through personal relationships, ongoing support, and product/menu expansion.
Responsibility for territory accounts includes sourcing, managing, and responding to RFPs and public tenders.

CANDIDATE REQUIREMENTS:

Required:

• Bachelor’s degree required; business, management, marketing, and/or sciences with relevant industry experience. Clinical designation (i.e. RT, AA, MLT, etc.) may be considered in lieu of a Bachelor’s degree.
• 2+ years of hospital sales experience with documented success is required; or 4+years of non-hospital sales experience. Hospital sales experience preferred is to the laboratory, RT, or Critical Care call points.
• Strong communication skills with proven ability to self-manage complex processes.
• Dedication to live the Core Values of NOVA Biomedical:

Customer Centricity, Ingenuity, Ownership & Accountability, Collaboration, Integrity

Preferred/Assets

• Hospital/Government sales experience
• Medical Device sales experience
• 2+ years of capital sales experience.
• B2B/B2G background with multi-level & committee sales history. (Complex sales)
• Experience with the RFP/Tender process and responses.
• Bilingual, French and English.

Measurement & Accountability:

• Sales process and activity metrics
• Sales results
• Product demonstration skills
• Committee presentation skills
• Funnel growth, management, and prospect development.
• Large (Target) account penetration and management
• RFP/Tender process management.

Compensation and Benefits Package

• Base salary: $90,000
• Variable compensation at target - $60,000
• Health Benefits Package (Vision, Dental, Drug, plus Health Spending Account).
• Retirement Savings Plan with company match.
• Vehicle, computer, cell phone, and expenses.

This position will require daily ground/car travel for territory coverage with occasionally overnight and air travel both inside and outside the assigned territory. A driver’s license in good standing and a good driving record is required

POSITION RESPONSIBILITIES

Account Executive

• Sales of Nova clinical products to both new and existing customers within the assigned territory.
• Establish and develop relationships with customers to promote customer satisfaction, expand test menus, and drive revenue from consumables.
• Understand, navigate, and leverage each “critical” department and call points to radiate NOVA product throughout the hospital (Lab, POC, RT, OR, ED, ICU, Nursing, Radiology, etc.)
• Generate leads and drive product interest through equipment demonstrations, product evaluations, and committee presentations in each of these departments.
• Develop and manage both short and long-term sales funnels.
• Drive long, complex sales processes involving multiple technical, clinical, contracting and purchasing influences
• Navigate and influence decision making within Health Networks, Shared Service Organizations (SSO), Group Purchasing Organizations (GPOs), and understand hospital affiliation with them.
• Establish and develop relationships with clinical decision makers through the presentation of superior clinical results, process improvements, and test menu enhancements.
• Own and coordinate RFP preparation within the assigned territory with the support of Nova’s Sales, Clinical and Service teams.
• Attend national, regional, and local conferences and trade shows to promote Nova’s clinical products.
• Comply with and complete all administrative responsibilities such as CRM compliance, as directed, including but not limited to weekly expense reports, monthly review of territory business plan, conference call attendance, correspondence with sales management database, etc.

The territory of responsibility:
The primary geographical focus and responsibility shall be Central Canada (Ontario).

Measurement & Accountability:

• Sales process and activity metrics
• Sales results
• Product demonstration skills
• Committee presentation skills
• Funnel growth, management, and prospect development.
• Large (Target) account penetration and management
• RFP/Tender process management