Account Executive - Virginia

Account Executive - Virginia

Position Summary

The Account Executive is responsible for driving revenue growth within an assigned territory by developing new business, expanding existing accounts, and building long-term relationships with customers. This role owns the full sales cycle-from prospecting and initial meetings through product evaluations, proposals, contracting, and ongoing account management.

The ideal candidate is a consultative sales professional who can develop a strong pipeline, navigate complex customer needs, and collaborate across internal teams to deliver solutions that drive customer value and business growth.

Key Responsibilities

• Develop and execute a strategic business plan to achieve monthly, quarterly, and annual sales objectives.
• Identify, prospect, and develop new business opportunities through referrals, lead generation, networking, cold calling, and other business-development activities.
• Conduct customer meetings, presentations, product evaluations, and demonstrations to identify needs and position solutions effectively.
• Build and maintain strong relationships with prospects and customers through regular in-person and virtual communication.
• Manage the sales pipeline from initial prospecting through close, maintaining accurate activity, opportunity, and forecast information in the CRM.
• Develop and present proposals, pricing, and contracts in partnership with Sales Leadership and Finance.
• Negotiate and renew customer contracts while identifying opportunities to increase volume and expand existing business.
• Partner cross-functionally with Customer Solutions, Field Services, Laboratory Operations, Billing, IT, and other teams to resolve customer issues and ensure a high level of service.
• Continuously identify and qualify new leads and maintain a healthy sales pipeline.
• Monitor market and customer trends to identify opportunities for territory growth.
• Participate in national trade shows, conferences, and other industry events as assigned.
• Maintain compliance with applicable industry regulations, company policies, and sales procedures.
• Provide regular updates to Sales Leadership regarding pipeline activity, territory performance, forecasts, and market opportunities.
• Perform other duties as assigned by management.

Required Qualifications

• Bachelor's degree in Business, Accounting, Healthcare, or a related field.
• Proven B2B sales and business-development experience.
• Strong prospecting, presentation, negotiation, and relationship-management skills.
• Ability to manage a sales pipeline and consistently achieve revenue targets.
• Strong communication and organizational skills.
• Ability to work independently while collaborating effectively across departments.

Preferred Qualifications

• 3+ years of experience in laboratory, toxicology, diagnostics, pain management, pharmaceutical, healthcare, or related sales.
• Experience selling to healthcare providers, laboratories, clinics, or other healthcare organizations.
• Experience managing complex sales cycles, contracts, and pricing negotiations.
• Existing relationships within the healthcare, laboratory, pain management, or addiction-treatment markets.