Account Executive - Grand Rapids

Account Executive, Grand Rapids

Bracco Diagnostics Inc. is a subsidiary of Bracco Imaging which is part of the overall Bracco Group.  The Company specializes in the clinical development, marketing and sales of diagnostic contrast imaging agents.  Bracco Diagnostics Inc. primarily markets its products to hospitals throughout the United States. Bracco Diagnostics Inc. is committed to the discovery, development, manufacturing and marketing of imaging agents and solutions aimed at providing a better use and management in terms of diagnostic efficacy, patient safety and cost effectiveness.

Job Purpose

The Account Executive (AE) is responsible for achieving annual sales targets through strategic promotion, education, and customer engagement across Bracco’s imaging portfolio, including contrast media, devices, and digital solutions. The AE serves as a consultative partner to hospitals, imaging centers, echocardiography labs, and healthcare providers, delivering value through clinical, operational, and financial solutions.

Main Responsibilities, Activities, Duties and Tasks

• Build and sustain strong relationships with current and prospective customers, including radiologists, technologists, cardiologists, sonographers, supply chain, pharmacy, administration and clinical leaders.
• Develop and execute a strategic territory business plan to drive contrast, device, and software sales, expanding Bracco’s market share.
• Conduct effective sales presentations and collaborate with clinical support resources to educate and differentiate Bracco solutions.
• Manage customer partnerships with awareness of IDN/GPO agreements, maintaining a strong working knowledge of agreement terms to create opportunities, monitor compliance, and ensure alignment with contracted pricing.
• Utilize data and digital tools (e.g., Salesforce) to analyze sales performance, track customer activity, and refine strategy.
• Collaborate cross-functionally with Marketing, Strategic Account Management, Clinical Applications, Sales Force Effectiveness, and Commercial Operations to align messaging and drive customer success.
• Facilitate customer education and awareness through speaker programs, site visits, symposia, and other company-sponsored events.
• Engage with Region Managers, Corporate Accounts, Strategic Account Management, and Contract Administration to validate customer eligibility for GPO contracted pricing and rebates.
• Effectively manage customer engagement activities, in-person and virtual, through territory management techniques.
• Maintain technical proficiency for all products by actively participating in all sales training and utilizing sales tools provided by the organization.
• Maintain up-to-date and accurate Travel & Expense / sales records by using Concur and salesforce.com, respectively.
• Maintain compliance with all credentialing requirements for healthcare facility access.

Supervisory Responsibilities

• N/A

Education

• Bachelor’s degree required.
• Certificates, Licenses, Registrations
• Must hold a valid driver’s license without restrictions.
• Field Sales Credentialing requires compliance with vaccination, drug screening, and background check requirements necessary for access to customer facilities.

Professional Experience, Knowledge & Technical Skills

• Minimum 2 years of outside sales experience in the medical, imaging, or pharmaceutical industry; or relevant technical/marketing/field sales experience within a hospital or imaging center setting.
• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Prospecting & Needs Assessment: Identifies and qualifies new business opportunities by uncovering customer needs and aligning Bracco’s imaging solutions with clinical, operational, and economic goals.
• Strategic Selling: Identifies key stakeholders, economic buyers, and decision influencers to develop and execute effective selling strategies that drive adoption and long-term value.
• Customer Relationship Building: Establishes trust and credibility with radiologists, technologists, administrators, pharmacy and procurement teams to strengthen customer loyalty and expand partnerships.
• Negotiation, Objection Handling & Closing: Handles objections with confidence and collaborates internally to manage pricing, contracts, and close deals in alignment with Bracco’s strategy and policies. Demonstrates strong understanding of GPO agreements and leverages them strategically to ensure compliance, support pricing integrity, and position Bracco competitively with customers.
• Bracco Product Knowledge & Clinical Application: Demonstrates deep understanding of Bracco’s contrast agents, devices, and software solutions, effectively communicating their clinical and workflow advantages.
• Competitive Differentiation: Clearly articulates Bracco’s value proposition in the face of competitive alternatives, positioning the portfolio based on clinical, economic, and strategic benefits.
• Territory Planning & Execution: Develops and executes territory business plans that align with company goals and local market dynamics, prioritizing high-impact opportunities.
• Sales Tools & Funnel Management: Uses Salesforce and other digital tools to track customer interactions, manage the sales funnel, and accurately forecast performance.
• Cross-Functional Collaboration: Partners with Strategic Account Management, Marketing, Clinical Education, and other internal teams to deliver a cohesive customer experience and maximize impact.

Soft Skills – Company Values & Behaviors

• Passion: Connecting People and Networking; Be Yourself
• Extraordinary: Leading People and Delegation; Courage
• Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation
• Sustainability: Long-Term Value Creation; Accountability
• Core Relationships

External

• Customers/Prospective Customers: Including Radiologists, Cardiologists, CT and MR Technologists, Sonographers, Department Administration, Nursing, Pharmacy, Materials Management, Strategic Sourcing, BioMed/Clinical Engineering, and Purchasing
• Key Opinion Leaders
• Local OEM Equipment Sales and Clinical Representatives

Internal

• BDI US Sales Team
• BDI US Clinical Applications Specialists
• Customer Service & Fulfillment Department
• Sales and Clinical Team Management (Vice President of U.S. Sales, Zone Sales Directors, Region Managers, Strategic Account Managers, and Corporate Accounts)
• Marketing and Global Platform leaders
• Professional Services and Medical Communications
• Other BDI divisional local Sales and Clinical team members

Physical Demands

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Injector presentations sometimes require moving and handling equipment (must be able to move various components weighing up to 28 pounds).

Work Environment

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• The position is field based.
• Position requires some overnight travel.
• Travel: Domestic travel is required.
• Some weekend work is required for sales meetings, industry-related events, and conventions.

Bracco Diagnostics Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, or any other protected status.