Diagnostic Key Account Manager
Role Overview
I'm partnered with an industry leader hiring a high‑impact Key Account Manager role responsible for driving growth, expanding market presence, and strengthening relationships across a Northern California territory. This position is ideal for a consultative sales professional with strong technical aptitude, commercial maturity, and deep understanding of clinical diagnostics within hospital and outpatient settings.
You'll partner directly with laboratory leadership, emergency departments, clinics, physician office labs, and urgent care networks to influence purchasing decisions, support clinical workflows, and deliver solutions that improve patient care. This role blends strategic account management, executive‑level communication, and the ability to guide complex customer environments.
Core Responsibilities:
Strategic Account Ownership
- Serve as the primary advisor for key accounts, offering proactive, data‑driven guidance
- Conduct business reviews and resolve issues to strengthen customer satisfaction and retention
- Build long‑term relationships across clinical, operational, and administrative stakeholders
- Gather insights from multiple sources to understand customer challenges and competitive threats
Growth & Commercial Execution
- Develop and execute account plans focused on value expansion and profitability
- Lead pricing discussions, contract negotiations, proposals, and bid processes
- Use CRM and analytics tools (SFDC, PowerBI) for forecasting and strategic planning
- Drive adoption, utilization, and retention across the full portfolio
- Support onboarding of new accounts and ensure successful long‑term engagement
Distributor & Cross‑Functional Partnership
- Train and support distributor teams to ensure accurate market representation
- Collaborate with internal partners in sales, marketing, technical service, finance, and contracting
- Provide field insights, forecasting updates, and strategic recommendations to leadership
- Participate in recurring communication cadence with management (coaching, strategy, problem‑solving)
- Address escalations and coordinate cross‑functional solutions
Operational Excellence
- Maintain strong competitive and market knowledge
- Forecast needs based on market, regulatory, and environmental trends
- Align with all regulatory requirements, compliance standards, and internal policies
Qualifications:
Required
- Bachelor's degree
- 4+ years of successful medical sales experience, ideally in diagnostics
- Strong understanding of lab and point‑of‑care environments and health system operations
- Ability to travel within territory (up to ~35% overnight)
Preferred
- Degree in business, healthcare, or life sciences
- Experience with distributor/channel partnerships
- Strong financial and analytical capabilities
- Proven experience in complex selling, contracting, and negotiation
- Excellent communication, relationship‑building, and executive‑level presentation skills
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