[Hiring] Medical Sales - Executive Account Manager @Arch Solutions

Role Description

The Executive Account Manager is responsible for acquiring new hospital and clinic customers by building trusted relationships, understanding customer priorities, and positioning Arch’s TPM services as a reliable, value-driven alternative for imaging equipment support. This role focuses on developing and advancing qualified opportunities, guiding complex buying groups through the sales process, and closing deals that meet revenue, margin, and operational standards.

Success in this role requires:

• Strong discovery
• Disciplined pipeline management
• Accurate forecasting
• Consistent use of CRM tools
• Operating in a highly regulated, risk-sensitive healthcare environment

Focus should be on:

• Relationships: Build and deepen trusted relationships with hospital and clinic stakeholders by helping optimize imaging equipment uptime, reliability, and service outcomes.
• Win Rate: Improvement in close rates on qualified opportunities through effective discovery, positioning, and deal execution.
• Deal Quality: Close deals that meet pricing, margin, and operational readiness standards with minimal post-close rework or escalation.
• Strategic Client Engagement: Increased depth and quality of client engagement (trainings, executive alignment, and structured sales meetings) that directly supports opportunity progression and deal conversion.

What measurable success looks like (KPI’s):

• Build and maintain a qualified pipeline of 3–4× assigned quota to support predictable revenue attainment.
• Forecast Accuracy: ≤10% variance by quarter, calculated by (forecasted revenue – actual closed revenue) ÷ (actual closed revenue).
• CRM Discipline: Update all deal advances within 24 hours to ensure accurate opportunity data (stage, value, close date, next steps).
• ACV/TCV Target: Meet or exceed 100% of quarterly quota and yearly ACV and TCV targets.

Core Values

• INTEGRITY: WE ARE OUR WORD - Arch subscribes to Michael Jensen’s interpretation of Integrity.
• WE ARE CAUSE IN THE MATTER - Arch believes that no matter the circumstance or situation, we have the ability to impact and influence it toward a mutually successful outcome.
• WE TRANSCEND BOUNDARIES AND CREATE POSSIBILITY - Arch believes there is potential for opportunity in every boundary and challenge.
• WE MEASURE WHAT MATTERS - We are acutely aware that what gets measured is what gets managed.
• WE ARE COACHABLE AND COMMITTED - We hold that there is always more to learn and apply to improve ourselves and our offerings.
• WE ARE HUMANS WHO RELATE RELENTLESSLY - Arch recognizes that context is the key to understanding.
• WE LISTEN TO DISCOVER. WE CREATE AGREEMENTS. - Arch believes the main function of listening is to discover new context we did not have.
• WE RESPECT AND EXTEND TRUST TO EVERYONE - Arch is clear that there is something to learn from everyone.