Major Account Executive, Clinical Sales (North America)

About the opportunity

This position will be responsible for driving new business growth and securing enterprise-level opportunities for QuantiFERON within national and regional corporate accounts, primarily in the non-acute segment. The role is accountable for building a robust pipeline, engaging key decision makers, and consistently achieving or exceeding KPI targets within targeted account hierarchies. The successful candidate must be able to lead the adoption and implementation of diagnostic solutions by influencing stakeholders responsible for TB testing protocols across complex organizations.

The successful candidate will be responsible for developing and executing the sales strategy for non-acute major accounts, including defining success metrics and delivering sustained growth. The candidate must be able to thrive in complex and ambiguous environments, balancing strategic account planning with disciplined execution to close business and expand market share.

This role is primarily focused on driving growth within direct employer groups, addiction treatment clinics, dialysis organizations, and long-term care networks, with an emphasis on new account acquisition and expansion.

Success in this role requires a highly collaborative yet self-directed leader who can influence without authority, align cross-functional stakeholders, and drive enterprise-level initiatives across a complex healthcare ecosystem.

Main Responsibilities include:

• Prioritize and drive QuantiFERON growth within direct employer groups, addiction treatment clinics, dialysis clinics, and long-term care organizations
• Develop new business plans to reach sales and relationship-building objectives for targeted major accounts, including generating interest and advancing opportunities at the corporate level
• Partner closely with internal teams - including clinical, hospital, marketing, medical affairs, health systems executives, and nurse educators - to drive coordinated account strategies
• Analyze market trends, competitive positioning, and customer insights to inform account strategy and forecasting
• Drive adoption and implementation by coordinating education, onboarding, and ongoing customer engagement across targeted segments
• Support key national lab partner initiatives and engage in co-selling and co-marketing activities; prepare and deliver presentations to stakeholders from operational teams to C-Suite leadership
• Provide QIAGEN management with accurate, timely reports and document all sales activities and opportunity progress in Salesforce (SFDC)

You profile

• 3+ years of documented sales success in diagnostics, medical device, pharmaceutical, and/or laboratory services with a proven track record of exceeding quota
• 2+ years of experience selling to senior-level decision makers, including C-suite, with the ability to influence enterprise-wide decisions required
• Demonstrated success in complex, enterprise sales including strategic account planning, managing multiple decision makers, and consistently closing new business
• Proven experience prospecting, generating new business, and closing contracts - including pricing and terms - within targeted accounts rather than solely managing existing relationships
• Experience selling into employer groups, dialysis organizations, addiction treatment centers, and/or long-term care networks strongly preferred
• Experience selling into national or regional corporations and influencing decisions across multiple sites of care in a matrix sales environment
• Must be willing to travel out of state overnight as needed and drive and operate a vehicle

Personal Requirements:

• Self-motivated and highly competitive with a strong sense of urgency, ownership, and ability to work independently in ambiguously defined roles
• Excellent communication and presentation skills with the ability to influence and persuade stakeholders at all levels, including executive leadership
• Strong interpersonal and relationship-building skills with the ability to navigate complex organizational dynamics and close business in competitive environments
• Strategic thinker with strong business acumen, territory management skills, and a creative approach to overcoming objections and removing barriers
• High level of resilience and adaptability in a fast-paced, evolving market with a customer and patient-focused mindset
• Demonstrated ability to drive results through initiative, strategic account planning, and consistent follow-through
• Strong computer skills with Excel proficiency required; Salesforce (SFDC) CRM experience required

The estimated base salary range for this position is $100,000 - $126,000. Compensation will be based on the candidate's experience, skills, geographic location, and other job-related factors. In addition to base salary, we offer a total compensation package that includes a commission plan and generous benefits