Account Manager - WA/AK

Key Account Manager – Infectious Disease Diagnostics

Territory: Washington & Alaska

A leading healthcare diagnostics organization is seeking a highly motivated, technically proficient Key Account Manager with strong business acumen and consultative selling skills to oversee and grow business across Washington and Alaska. This is more than a sales role — it is an opportunity to make a meaningful impact in healthcare by delivering innovative diagnostic solutions that support faster clinical decision-making and improved patient outcomes.

This position is ideal for professionals with a strong background in clinical diagnostics and a deep understanding of hospital and healthcare networks, including laboratories, emergency departments, clinics, physician office labs, and urgent care environments.

The Key Account Manager will play a critical role in accelerating growth, expanding market share, and driving revenue across strategic accounts. Leveraging technical expertise and relationship-driven selling skills, this individual will influence purchasing decisions, deliver tailored solutions, and serve as the primary point of contact for customer account management. The role is focused on increasing customer loyalty, improving profitability, securing renewals, and driving new business opportunities.

Key Responsibilities

• Serve as a strategic partner to customers by providing consistent, value-driven guidance tailored to operational and clinical needs
• Build and maintain strong customer relationships through proactive collaboration and understanding of stakeholder priorities
• Conduct regular business reviews and resolve issues to improve customer satisfaction and retention
• Collaborate cross-functionally with internal sales leadership, market access, analytics, and distribution teams to secure renewals and mitigate competitive threats
• Develop and execute strategic account plans focused on growth, profitability, and long-term partnership development
• Identify opportunities for operational improvements and expanded product utilization
• Utilize CRM tools, analytics platforms, and sales metrics to manage pipeline activity and influence purchasing decisions
• Maintain strong competitive and market knowledge within the diagnostics industry
• Manage contract negotiations, pricing discussions, proposals, bids, and customer follow-up activities
• Support onboarding and implementation of new customer accounts while developing retention strategies for existing business
• Forecast customer needs based on market trends, regulatory changes, and environmental factors
• Coordinate and support third-party distribution partners through training, sales collaboration, technical support, and joint business planning
• Partner closely with Sales, Marketing, Technical Services, Finance, Contracts, and Pricing teams to deliver a seamless customer experience
• Provide regular sales forecasting, territory updates, and strategic insights to leadership
• Participate in routine business reviews focused on coaching, strategy development, field insights, and problem-solving
• Escalate and resolve customer concerns in partnership with internal support teams
• Protect and grow the existing customer base while achieving annual sales growth expectations
• Ensure compliance with all regulatory requirements, company policies, and professional standards

Qualifications

Required Qualifications

• Bachelor’s degree required
• Minimum of 4 years of successful medical sales experience, preferably within diagnostics or healthcare
• Strong understanding of laboratory environments, point-of-care testing, health system operations, and healthcare economics
• Ability and willingness to travel throughout the assigned territory (approximately 35% overnight travel)

Preferred Qualifications

• Bachelor’s degree in Business, Healthcare, or Life Sciences
• Experience working with distribution partners and channel sales models
• Strong financial and analytical acumen with the ability to interpret healthcare market data
• Demonstrated success in complex sales cycles, territory planning, and strategic execution
• Excellent interpersonal and communication skills with the ability to engage stakeholders across multiple organizational levels
• Experience with complex contracting and negotiation processes

Ideal Candidate Profile

The ideal candidate is a strategic thinker with a passion for healthcare innovation and a proven ability to build relationships, navigate complex health systems, and consistently exceed performance goals. This individual thrives in a collaborative, fast-paced environment and is motivated by making a measurable impact on patient care and customer success.