Job Description
POSITION SUMMARY: The Account Executive is responsible for generating revenue by maintaining and growing facility-based sales of AORN’s portfolio of educational and staff development products and services to acute care hospitals, healthcare systems and ambulatory surgery centers. S/he is responsible for the development of strategic relationships with key accounts and decision makers in order to develop consistent revenue stream growth via targeting sales and product development efforts. The Account Executive will work closely with the Nursing Teams, Membership Segment, Industry Segment and HCO marketing teams. DUTIES & RESPONSIBILITIES: In coordination with the HCO sales and marketing teams, leads the identification, development and closure of new accounts with particular focus on high revenue potential facilities and systems. Establishes and maintains a strong consultative relationship with key accounts and decision makers; provides feedback to customers on product and program implementation, effectiveness and utilization. Meets/exceeds monthly sales goals and creates accurate forecasts while executing the sales plan for the client base. Communicates and builds relationships with individuals at various levels in client organizations, to include O.R. Managers, Directors and other executives identified as key decision makers and influencers. Responsible for post-sale implementation of AORN programs, on-site and via webinars; mentors and coaches perioperative administrators and educators in order to ensure successful product utilization. Utilizes market/customer data and lead generation tools to identify prospective targets. Utilizes Salesforce.Com to maintain data on each client account to ensure accurate reporting; these reports reflect statistics and trends for HCO education products, and status of sales opportunities. Monitors and follows up on identified contract renewals. Maintains familiarity with all AORN products & services to facilitate cross-selling. Works collaboratively with the Nursing Education and Nursing Practice teams at AORN to identify and respond to the educational gaps identified through customer feedback. Provides sales progress reports and forecasts as requested. Refers leads to other team member when appropriate. Acts as backup to the Nursing Education team for learning management system troubleshooting. Works with the HCO Director and marketing team to design and develop direct marketing campaigns specifically focused on key account acquisition. Provides the internal ‘voice’ for perioperative facilities within AORN.
MINIMUM QUALIFICATIONS: Bachelor’s degree and a record of high performance in a consultative/customer facing role. Must be well-versed and able to promote and support all assigned AORN products.
PREFERRED QUALIFICATIONS: Healthcare industry experience preferred. 5 years sales experience in a direct or sales support role a plus. An understanding of the acute care surgical environment preferred. Previous perioperative nursing experience a plus. Experience with AORN’s Periop 101 course either as student or instructor is a plus. Experience preferred with remote conferencing, group presentations, webinars etc.
KNOWLEDGE, SKILLS & ABILITIES: Excellent customer service orientation and problem-solving skills. Self-motivated. Ability to use independent discretion and experience in strategically helping customers create well-rounded programs. Strong verbal and written communication skills. Experience with Salesforce.com or similar CRM application. Experienced in utilizing standard business software and tools (Outlook, Word, Excel etc.). Demonstrates and holds others accountable for organizational values of: diversity, equity and inclusiveness, innovation, communication, quality, and achievement.
BENEFITS AVAILABLE: Competitive salary, for this role our salary range is $110,000 - $120,000 + $40k Incentive Potential Health insurance package options that include a HDHP plan and one PPO plan options for you and your dependents Dental and vision coverage Flexible Spending Accounts (FSA) and Healthcare Savings Account (HSA) options Employer-paid short- and long-term disability, accidental death and dismemberment, and life insurance coverage Voluntary Life Insurance options including critical illness and accident insurance 401(k) plan with 3% stated match and immediate vesting One month of paid time off and 10 paid holidays per year Free subscription to Headspace Paid Sick Time
WORKING CONDITIONS: Non-smoking office environment, using a computer, telephone and other office equipment daily. Ability to travel as needed to support departmental and Association functions.
FLSA Status: Exempt
Position Level: Senior Staff
AORN provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Company Description
HIRING COMPANY DESCRIPTION: AORN was recently recognized as a Great Place to Work by Becker's Hospital Review. AORN offers a progressive, friendly work environment as well as a competitive compensation & benefits package, which includes one month of paid time off and 10 holidays; health, dental, life & AD&D insurance; a 401(k) with matching contribution that is immediately vested. WHO WE ARE Our mission is to promote safety and optimal outcomes for patients undergoing operative and other invasive procedures by providing practice support and professional development opportunities to perioperative nurses. WHAT ITS LIKE TO WORK HERE We're small enough to know everyone by name, but large enough to make a difference. AORN's diverse employee population includes all four generations, and we encourage diversity candidates to apply! We employ a variety of professions in support of our mission, from nurses to sales and marketing, IT, creative design, and accounting and finance professionals. We are ambitious, entrepreneurial and fast-moving. Professional development, growth opportunities and work/life balance are supported and encouraged.