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Job Title: Regional Account Executive, Medical Group Accounts, Boston
Company: Stericycle
Location: Boston, MA
Description:
We are currently seeking a Regional Account Executive to support all sales related activity, retention, and first level customer support for high revenue generating accounts. This includes individual accounts, and customer accounts with multiple facilities that are classified as SQG (small quantity generator – i.e. Doctor’s Offices, Dentists, Medical Buildings, etc.) throughout the Boston marketplace, and surrounding areas. The Regional Account Executive will be responsible for sales activity including Regulated Medical Waste disposal, Sharps Management (syringe disposal), non-hazardous and hazardous medical waste disposal, OSHA compliance, and healthcare training services. Account Executives will sell Stericycle programs/services to new customers, add additional sites and services to existing customers and negotiate agreements to identify changes in business needs/models and add programs/value added services. Essential Duties and Responsibilities: Sales Activities - Meet target incremental revenue goals, Book of Business goals, and maintain profitable levels through identifying sales opportunities. Manage assigned customer accounts and provide customers solutions through renewals and value added services (SteriSafe, Waste Streams, Compliance, Training, etc.) as well as service functions (Adding sites, service frequency and volume) Maximize revenue and profit margin of existing customers and market penetration for new opportunities using a face-to-face sales coverage model. Support Activities - Providing account maintenance and first level customer support. Coordinate and resolve customer issues or needs through a Customer Account Services representative and/or the local transportation office. Build rapport and customer relationships, while identifying any potential new business needs. Ensure customer satisfaction and retention. Business Reviews - Perform Business Reviews and customer business analyses on existing customers within assigned territories using service and transportation related reporting. Consistently identify changes in customer business and follow up on contract terms for renewals. Empowerment - Develop a pricing strategy using current pricing tools that fit within the financial requirements of the organization, and follow appropriate approval process through Management. Negotiation contract pricing, terms, language, frequency, programs, volume, P.I. (price increases), credits, discounts, etc. Expectations - Effectively meet assigned performance metrics and key expectations within assigned parameters including number of outbound calls, program level mix, close rates, AOS, task management activities (i.e. Sales Cycle and Case Management). Track details and results for all leads, opportunities, issues and losses. Prospecting - Use the Internet, assigned territory lists, outbound marketing/lead campaigns, referrals and other sources as identified to prospect additional sites. Use Salesforce lead streams to target upgrade and cross-sell opportunities of additional Stericycle products/services. Utilize online sales tools to expand knowledge of customer’s service locations, and prospect new opportunities. Tracking/Forecasting - Maintain customer profiles and account records. Maintains customer information utilizing a technology based CRM (Customer Relationship Management) tool for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking to within 5% of actual results keeping comprehensive and accurate notes in the system. Other - Assist/Support any other specific assigned projects and/or job related duties as required or requested. keywords: sales, medical sales, sales executive, health care sales, sales manager, account management, account executive, sales man, sales women, sales person, sales goals, regional sales manager, hospital sales, contract sales, service contracts, sales quotas, sales representative, outside sales, field sales, remote sales JOB REQUIREMENTS: Education and Experience: Education equivalent to Bachelor’s Degree in sales or marketing, or the equivalent in related work experience, demonstrating good knowledge of business processes and order entry systems. Three to five years of face-to-face/telesales experience, with an emphasis on face-to-face selling, demonstrating the ability to manage existing and develop prospective accounts. Must have experience with customer relations and support. Demonstrates general knowledge of Microsoft Word, Excel and Outlook as well as experience with a technology based Customer Relationship Management (CRM) tool is a plus. Demonstrates the desire and ability to learn company billing/customer database software in addition to learning the features of all company services and products and different levels of account options. Demonstrating a general knowledge of OSHA Regulations or Healthcare industry knowledge is desirable. Must maintain a valid driver’s license Must maintain required automobile insurance Must have reliable transportation keywords: sales, medical sales, sales executive, health care sales, sales manager, account management, account executive, sales man, sales women, sales person, sales goals, regional sales manager, hospital sales, contract sales, service contracts, sales quotas, sales representative, outside sales, field sales, remote sales Benefits: Excellent benefits including promotional opportunities, medical, dental, vision, life, short and long-term disability, tuition reimbursement, employer matching 401(k), employee stock purchase plan, vacation, holidays and personal days.
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