Strategic Account Manager

Job Description

Job Description

Overview

The Strategic Account Manager (SAM) is responsible for driving new business growth within large, complex healthcare organizations while strategically supporting and expanding existing key accounts. This role focuses on prospecting, developing, and closing high value healthcare opportunities across hospitals, outpatient centers, and health systems. The SAM navigates multi stakeholder sales environments, leads strategic deal execution, and collaborates closely with designated field sales teams to ensure successful outcomes. Success in this role requires a strong consultative sales approach, the ability to manage long sales cycles, and expertise in identifying and capitalizing on large enterprise opportunities.

Location: Sacramento, CA

Reports To: Regional Sales Manager (RSM)

Responsibilities

New Business Prospecting & Pipeline Development

• Identify and target new business opportunities $2500+ AWR through phone block, cold calls, dynamics connections, emails, networking, and referrals.
• Proactively identify and develop new business opportunities within hospitals, health systems, ambulatory surgery centers, and outpatient facilities.
• Prospect and engage key decision-makers across departments including infection control, environmental services, nursing, purchasing, and administration.
• Consistent usage of Definitive Healthcare, Gold Mine and Zoom Info to effectively prospect.
• Utilize CCS to track activity, update account information, and manage follow-ups.
• Build and manage a strong sales pipeline to meet weekly, monthly, and quarterly performance goals.
• Drive pipeline visibility and accuracy to support forecasting and decision-making.
• Represent ImageFIRST at industry events, trade shows, and networking opportunities.

Consultative Selling & Closing

• Navigate complex, multi-stakeholder sales cycles to close new business.
• Own War Room Strategy while engaging appropriate resources to close business.
• Accountable for blue sheets for all active prospects in the War Room Strategy.
• Prepare proposals, present products, or services as tailored solutions to prospect needs, negotiate terms, and close new business deals.
• Consistently meet or exceed weekly activity, signed, and installed new business requirements.

Territory Management & Cross-Functional Collaboration

• Collaborate cross-functionally with sales, service, and operations teams to ensure seamless implementation/onboarding of new customers.
• Support the transition from sales to service by ensuring expectations set during the sales process are clearly communicated and delivered.
• Actively participate in team meetings including the Weekly Team Meeting, Sales/Service Alignment Meeting, and Weekly Training Meeting.
• Effectively manage a defined geographic territory by prioritizing prospects and maintaining a robust pipeline.
• Accurately document sales activities, pipeline stages, and forecasts in CCS.
• Stay current on product offerings, competitive landscape, and market trends.
• Share customer, competitor, and market insights with sales leadership and internal teams.
• Partner closely with Service and Operations teams to ensure seamless onboarding and service delivery.
• Support long-term account success through cross-functional collaboration.

Team Leadership & Development

• Mentor and guide Territory Business Managers (TBMs) in prospecting, presenting, and closing business.
• Provide ongoing coaching on ImageFIRST sales processes and procedures.
• Participate in field rides to provide support in prospecting and closing new business accounts.

Account Management

• Serve as a strategic partner for key accounts within the territory.
• Conduct regular site visits and quarterly business reviews.
• Monitor account performances and proactively address risks.
• Ensure alignment between customer expectations and operational execution.
• Build strong relationships to ensure customer satisfaction and retention.
• Identify growth opportunities within existing accounts.
• Function as the escalation point for major customer concerns and ensure timely resolution.

Key Competencies * Leadership Qualities Relevant

• Drives Results: Consistently deliver on sales targets and growth objectives.
• Develops Talent: Effectively coaches and mentors sales team members.
• Customer Focus: Builds strong relationships and delivers value-driven solutions.
• Strategic Thinking: Identifies opportunities and adapts to market dynamics.
• Communication: Delivers clear, compelling presentations and messaging.
• Accountability: Maintains discipline in sales process execution and reporting.
• Business Insight: Understands the health laundry business, its market challenges and how ImageFIRST. addresses this on of its clients and community. Has a solid base of business and financial knowledge to speak intelligently with clients and administrators.
• Decision Quality: Makes timely, well-informed decisions that drive effective outcomes.
• Collaboration: Builds partnerships and works effectively within and across teams to achieve shared goals.

Qualifications

• Bachelor’s degree or equivalent experience preferred.
• Minimum 5+ years of B2B sales experience, preferably in healthcare, facility services, or service-based industries.
• Proven success in new business development and closing complex deals.
• Strong understanding of healthcare sales cycles and decision-making processes.
• Excellent communication, presentation, and negotiation skills.
• Ability to work independently while collaborating cross functionally.
• Proficient in CRM tools and Microsoft Office applications
• Ability to travel within the assigned territory (up to 50%).

Key Performance Indicators (KPIs)

• Sales Performance: Installed New Business measured by Average Weekly Revenue – performance evaluated weekly, monthly, quarterly, and yearly.
• Sales Performance: Achievement of sales activity requirements including cold calls, first appointments, and dynamic connections.
• Pipeline Management: Volume, quality, and progression of opportunities via Hot Prospect reporting.
• Account Management: Growth within existing accounts and long-term customer partnerships.

Qualifications

Reporting Structure

• Reports to: Regional Sales Manager (RSM)
• Direct reports: None

Stakeholders

• Regional Sales Manager
• Regional Vice Presidents (RVPs) – Sales
• General Managers (GMs)
• Sales Team
• Operations Leadership
• HR

Base Salary Range: $115,000 - $125,000 annually

In addition to the base salary, this role includes:

• Competitive commission with significant earning potential based on performance
• Car allowance: $550 per month plus a gas card

Actual compensation may vary based on market conditions, geographic location, skills, qualifications, and experience.

EOE / Drug-Free Workplace 

We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by applicable law.  We are fueled by the talent, passion, and diversity of our associates.