Strategic Account Manager

Description

About Us

CSI Laboratories, a Fulgent Genetics Company , is a nationally recognized cancer testing and diagnostics laboratory experienced in helping pathologists and oncologists diagnose and treat cancer patients.

Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier full-service genomic testing company built around a foundational technology platform.

Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike.

Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company.

Summary of Position

The Strategic Account Manager (SAM) is a senior client-facing role responsible for developing and sustaining high-value relationships with hospitals, health systems, pathology practices, oncology practices, and other healthcare organizations that utilize Fulgent Oncology for pathology and oncology send-out testing. The SAM drives retention and organic growth within an assigned territory by serving as the primary strategic resource for clients, translating their clinical and operational needs into actionable service solutions. This individual brings deep market knowledge of pathology and oncology laboratory services, a consultative selling style, and the operational acumen to resolve complex client issues while consistently expanding test utilization and revenue.

Key Job Elements

• Client Relationship Management
  
  • Serve as the primary point of contact and trusted strategic advisor for all assigned accounts within the designated territory.
  • Build and maintain long-term relationships with key stakeholders including pathologists, oncologists, lab directors, office managers, clinicians, C-suite executives, and hospital administration.
  • Conduct regular on-site visits (3-4 days per week) to review performance, resolve issues, and strengthen client partnerships.
  • Develop and execute comprehensive, account-specific strategic plans aligned to client goals and company growth objectives.
  • Identify and engage decision-makers at all organizational levels; present effectively to C-suite and senior leadership using PowerPoint, Teams, and in-person formats.
  
  
  
• Business Development & Growth
  • Identify and develop new business opportunities within existing accounts through consultative upselling and cross-selling of oncology laboratory services and test menus.
  • Partner with the sales team to identify, target, and close new accounts within assigned territory.
  • Develop and execute a territory-level business plan with specific, measurable objectives that meet or exceed quarterly and annual growth targets.
  • Track and report account activity and health and forecast data accurately and consistently in Salesforce CRM.
  • Analyze client utilization data and competitive landscape to surface opportunities and close gaps in service adoption.
  • Maintain a working knowledge of competitor offerings, business models, and market positioning (e.g., NeoGenomics, Guardant Health, Quest Diagnostics Oncology).
  
  
  
• Client Education & Enablement
  • Train client personnel on send-out workflows, client portal functionality, test ordering processes, and technical product capabilities.
  • Facilitate education sessions, lunch-and-learns, and in-service presentations to expand product knowledge and testing adoption.
  • Serve as a consultative resource regarding ordering protocols, specimen requirements, and result interpretation as appropriate.
  
  
  
• Account Operations & Reporting
  • Ensure timely and successful delivery of laboratory services consistent with client needs, service-level agreements, and quality standards.
  • Prepare and deliver regular utilization reports and quarterly stewardship reviews to client stakeholders.
  • Forecast and track key account metrics including quarterly case volume, revenue, and annual projections.
  • Lead issue escalation and resolution by working cross-functionally with laboratory operations, billing, medical affairs, client services, and pathology teams.
  • Communicate progress of monthly and quarterly initiatives clearly to internal and external stakeholders.
  • Document all account activity, client interactions, and opportunity data accurately in Salesforce CRM.
  
  
  
• Cross-Functional Collaboration
  • Collaborate with internal sales, laboratory, billing, medical affairs, and client services teams to deliver an integrated and seamless client experience.
  • Partner with Field Sales and Business Development colleagues to identify, prioritize, and pursue territory expansion opportunities.
  • Provide market intelligence and client feedback to leadership to support product development, pricing strategy, and service improvement initiatives.
  • Attend and contribute to internal team meetings, sales conferences, external industry events, and client-facing presentations.
  
  
  
  
  

Qualifications

Knowledge/Experience

• Bachelor's degree (BA/BS) in life sciences, biology, business, or a related preferred.
• 5-10 years of progressive account management or sales experience in an oncology laboratory, anatomic pathology, hematopathology, surgical pathology, or closely related clinical laboratory services environment.
• Candidates without a degree must present 10+ years of directly relevant experience with a demonstrated, verifiable track record of performance.
• Proven ability to manage complex, high-value healthcare accounts with multiple decision-maker levels and long engagement cycles.
• Proficiency in Salesforce or an equivalent CRM platform for pipeline management, forecasting, and activity logging.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and virtual presentation tools (Teams, Zoom).
• Ability to travel 3-4 days per week, approximately 85% of the year within the assigned territory (GA, TX, OK, AZ, LA).
• Valid driver's license required; reliable transportation for territory coverage.

Preferred Qualifications

• Prior experience in a Strategic Account Manager or equivalent role at a competitor laboratory (e.g., NeoGenomics, Quest Diagnostics Oncology, LabCorp Oncology) strongly preferred, as this brings direct competitor intelligence and a baseline understanding of role expectations.
• Working knowledge of hospital laboratory send-out workflows, pathology practice purchasing dynamics, and oncology care delivery models.
• Experience presenting to and negotiating with C-suite, Director-level, or department head stakeholders.
• Familiarity with precision oncology testing modalities including molecular oncology, next-generation sequencing (NGS), immunohistochemistry (IHC), cytogenetics/FISH, and flow cytometry.
• Experience developing and delivering client-facing utilization reports and quarterly business reviews (QBRs).
• Demonstrated ability to distill complex client data into actionable insights and to communicate trends and issues effectively.
• Professional certification through the Strategic Account Management Association (SAMA) or equivalent.

Core Competencies

• Ability to align client needs with service solutions and deliver measurable value. Consultative Account Management -
• Builds trust at all organizational levels; highly skilled at multi-stakeholder engagement. Relationship Development -
• Develops and executes territory and account plans that drive sustainable growth. Strategic Thinking -
• Strong written and verbal skills with proven ability to present to clinical and executive audiences. Communication Excellence -
• Structured, proactive approach to problem identification, escalation, and resolution. Issue Management -
• Understands revenue drivers, competitive dynamics, and healthcare market trends. Business Acumen -
• Comfortable with utilization data, CRM analytics, and performance reporting. Data-Driven -
• Independently manages territory, prioritizes effectively, and executes with minimal supervision. Self-Direction -
• Works effectively across internal departments to deliver a unified client experience. Collaboration -

Supervisory Responsibilities

• Yes

Reports To

• VP, Account Management

Environment

Fulgent Therapeutics LLC is an Equal Employment Opportunity Employer.

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 qualified individuals with disabilities to perform the essential functions. The term "qualified individual with a disability" means an individual with a disability who, with or without reasonable accommodation, can perform the essential functions of the position.

Fulgent Oncology provides comprehensive oncology laboratory testing services to hospitals, pathology practices, oncology centers, and clinicians across the United States. Our mission is to improve patient outcomes through exceptional diagnostic precision, operational reliability, and a client-first partnership model. We combine advanced molecular and anatomic pathology capabilities with a deep commitment to scientific innovation and personalized service.

Fulgent Oncology is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Please note that Fulgent (and its affiliated companies, including Inform Diagnostics and CSI Laboratories) does not accept unsolicited information and/or resumes from search firms or agencies for our job postings. Search firms or agencies without an applicable contract and/or express approval to recruit for the role in question - that choose to submit a resume or client information to our career page or to any employee of Fulgent - will not be eligible for payment of any fee(s), and any associated shared data will become the property of Fulgent.

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