Key Account Manager

Job Title: Key Account Manager, Workforce Solutions

Reports to: Field Sales Manager

Vacancy status: This posting is for an existing position.

Purpose of the Role

The Key Account Manager – Workforce Solutions (KAMWS) is responsible for building and maintaining effective long-term relationships within the Workforce Solutions segment to increases revenues, increase client acquisition, and ensure a high level of satisfaction of our clients.

The KAMWS is responsible for delivering on goals and objectives in our Workforce Solutions segments at a national level: Executive Health, Drug Screening, Occupational Health, and Wellness/Prevention.

The KAMWS will strategically manage portfolio and identifies, develops, and closes new sales opportunities while creating a demand for the organization's products and services by raising their profile with customers. Acting as the primary contact for LifeLabs’ products and services, the KAMWS oversees an existing client base of key/strategic accounts, maintains relationships with clients at the senior management or executive level, and drives new client acquisition through business development activities.

The KAMWS is a strategic thinker, product influencer, and business developer than can cultivate business relationships into business opportunities leveraging prior industry knowledge, contacts, and planning within the LifeLabs organization.

This role is SIP eligible

This is a remote position with some customer facing responsibilities within the B2B Client Engagement and Partnerships team.

This position is not car eligible.  Preferred location is Toronto area.

Your responsibilities will include:

Portfolio Performance Management

• Develop and implement sales strategies for new account prospects to secure profitable new business, focusing primarily on higher margin prospects and new business opportunities within active and inactive accounts.
• Responsible for identifying, prospecting, and securing business opportunities to support new revenue growth through development of portfolio and customer business plans.
• Ensure compliance with sales automation platforms (Salesforce, segmentation tools, sales reports & dashboards), completion of mandatory training and goal setting.
• Define and measure leading and lagging KPIs to ensure clear accountability and the achievement of sales targets
• Owns providing timely feedback to underperforming B2B clients and early warning of risk to achieving quotas.
• Work closely with the team to strategize and build sales pipelines in prioritized segments.
• Participate in regular meetings with Director to review/coordinate sales efforts.

Customer Relationship Optimization

• Ensures that LifeLabs’ brand promise is delivered to our client
• Ensures that the Voice of Customer (VOC) is brought to our Portfolio Lifecycle Management and Product Development teams in a timely manner with accurate information to inform our decisions and manages reputational risk.
• Identify opportunities with prospective clients. Build and maintain strong client relationships with customer base.
• Leverage existing client relationships to expand service offerings.
• Develop an understanding of all services and offerings and create product presentations as required.
• Report product sales and promotional activities to the Company on an ongoing basis.
• Utilize LifeLabs Customer Relationship Management (CRM) software and other productivity tools to plan sales calls, record customer interactions and capture new business.
• Respond to customer enquiries, concerns and messages in a timely manner
• Identify Key Opinion Leaders (KOLs) and develop/maintain long-term relationships within the healthcare community
• Respond to customer enquiries, concerns and messages in a timely manner.
• Facilitate feedback from clients, forwarding to the Company to support new test development and expand service offerings

What you bring to the role:

• Bachelor's degree in business, Health/Life Sciences or a related discipline.
• 7-10 years of experience in a Key Account Management role with at least 5-7 years in a sales role
• Demonstrated ability to develop and sustain multilevel relationships in a complex environment
• Experience with RFPs, Business Proposals, contract or vendor management an asset
• Demonstrated understanding of the public healthcare environment and its impacts on the laboratory business
• Ability to develop and execute territory plans.
• Excellent communication skills
• Strong negotiation skills
• Expertise in relationship management
• Previous experience in a customer service or project management role an asset
  

Salary range: $96,255 - $122,727 CAD annually (commensurate with experience).