Account Executive
Job Category: Professional
Requisition Number: ACCOU021779
Posted: January 8, 2026
Full-Time
Salary Range: $84,136 USD to $126,193.60 USD
Rockville, MD 20850, USA
Description
Schedule: Monday - Friday (40 hrs/wk) 8:00 AM - 5:00 PM
Department: Sales - 910
Exact compensation will vary based on skills and experience. Position is also eligible for commission plan. Primary purpose:
This Account Executive will be covering WV, VA, Central South PA, DC, MD & DE (Eastern 4 Region), and will be required to live in the territory and close to a metropolitan airport. Develops, executes, and has direct accountability for the delivery of sales strategies for targeted Integrated Delivery Networks (IDNs), hospitals, and assigned reference laboratory accounts. Meets organizational and territory revenue objectives and forges strong relationships with key internal stakeholders, as well as upper and mid-level executives within assigned accounts. Works collaboratively with Sales, Marketing, Sales Support, Operations and Finance to maximize quality, analyze profitability, and build strong strategic customer relationships. Lives ARUP values.
About ARUP: ARUP Laboratories is a national clinical and anatomic pathology reference laboratory and an enterprise of the University of Utah and its Department of Pathology. Based in Salt Lake City, Utah. ARUP proudly hires top talent to create a work environment of diversity, professional growth and continuous development. Our workforce is committed to the important service we provide to over one million patients each month. We always strive for excellence and have a strong desire to have involvement with the advances in medicine and the role laboratory services plays within each patient's life. We never forget that there is a patient behind every specimen we receive. We are looking for individuals who want to contribute to ARUP's culture of accountability, integrity, service, and excellence. Consider joining our dynamic team.
Essential functions:
Target and/or maintain prospective large regional IDN opportunities, hospitals, and assigned reference laboratories for reference testing relationships.
Develop, refine, and employ key customer sales strategies.
Execute cross functional and cross segment strategies which are in line with overall company objectives.
Develop and manage relationships with targeted accounts and current clients and their business leaders, including CEO's, CFO's, and CMO's of large healthcare systems and hospitals to drive successful closure and ensure future retention.
Close significant new business opportunities in current clients and targeted accounts with long term development plans.
Develop relevant business plans with clearly defined strategies and objectives at the targeted IDN level and the individual account level.
Develop detailed implementation plans for securing contracts designed to maximize sales value and coordinating the efforts of key players in the Sales, Marketing and Operations organizations.
Ensure contract optimization through effective implementation strategies and formal business reviews.
Communicate ARUP's value proposition at regular intervals at all levels within assigned accounts.
Conduct Formal Business Reviews annually in top accounts.
Comply with organizational requirements for documentation in ARUP CRM.
Conduct Strategic Business Calls ensuring an in-depth understanding of customer goals and strategy. Consistently meet ARUP minimum SBC requirements for frequency and GPA as outlined by ARUP Policy.
Develop and implement value added programs over the duration of account contracts.
Meet ARUP quarterly continuing education requirements.
Ensure compliance with all company policy and government regulations.
Other duties as assigned.
Physical and other requirements: stooping, bending, reaching, mobility, communication, compliance with ARUP policies and procedures, sedentary work, fine motor control, travel, valid state driver's license.
Qualifications
Education
Required: Bachelor's Degree or better in Business or related field.
Preferred: Master's Degree or better in Business Administration or related field.
Experience
Required: Bachelor's degree in Sales, Marketing, Biology, or related field and three (3) years directly related sales experience OR Bachelor's degree and one (1) year of demonstrated success as an ARUP Associate Account Executive Credit check.
Preferred: Master's degree in Business Administration Three years laboratory sales experience Experience implementing strategy Experience selling into C-Suite in IDN's.
Licenses & Certifications
Required: Driver License