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.