Key Account Manager, Health Systems

For over 50 years, LifeLabs has been Canada's leading provider of laboratory diagnostic information and digital health connectivity systems, enabling patients and healthcare practitioners to diagnose, treat, monitor and prevent disease. We are passionate about empowering healthier Canadians through accessible, accurate, and innovative diagnostic services.

We are committed innovators, operating Canada's first commercial genetics lab, and the country's largest online patient portal, with more than 8 million Canadians receiving their results online. More than 112 million laboratory tests come through LifeLabs' laboratories annually, and our team of more than 6,000 passionate, caring, and diverse professionals works together as one to provide high quality testing and results that Canadians can trust.

We know that behind every lab requisition, sample being tested, or investment in technology is an individual and their family counting on us. At LifeLabs, you can make a meaningful impact on Canadians' lives every day.

Our teams are at the heart of everything we do. We are proud to be recognized as one of Canada's Best Employers, reflecting our deep commitment to our core values of caring, agility, teamwork, and a customer-centered approach. As part of this commitment, LifeLabs prioritizes the ongoing development of our diversity, equity, and inclusion (DEI) program to better serve the needs of our diverse workforce and the communities we serve. We continue to take steps to challenge ourselves to act with courage and integrity, and to create an environment where people can be their true selves.

These values are not just words on a page, they guide our actions and decisions every day and have come to define our team culture.

Reports to: Senior Manager, National Sales Business Development
Status: Full Time
Schedule: Monday-Friday
Additional Requirements: The position requires more than 50% travel and is eligible for a company car. The preferred location is in the Toronto area.
Number of Positions: 1
Start Date: ASAP
Internal Application Deadline: April 22, 2025

LifeLabs operates under a Hybrid workforce model. Further details will be provided during the interview stage.

This vacancy is for an existing position.

Purpose of the Role

The Key Account Manager- Health Systems is a field-based role responsible for building and maintaining effective long-term relationships with Hospitals, Retirement Homes and Long-Term Care Facilities to increase revenues, increase client acquisitions, and ensure a high level of satisfaction with our clients.

The Key Account Manager (KAM) is responsible for achieving goals and objectives within our Health Systems segments, strategically managing the portfolio, and identifying, developing, and securing new sales opportunities. They work to generate demand for the organization's products and services by enhancing their visibility with customers. Serving as the primary point of contact for LifeLabs' products and services, the KAM oversees a select group of key/strategic accounts and fosters relationships with senior management or executive-level clients.

The KAM is a strategic thinker, product influencer, and business developer that 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 role with responsibilities that involve direct interaction with customers within the B2B Client Engagement and Partnerships team.

Your responsibilities will include:

• Responsible for identifying, prospecting, and securing business opportunities to support new revenue growth for specific territory through development of portfolio and customer business plans
• Responsible for all aspects of the territory account management (including detailed account planning and monthly sales reporting/forecasting) and is skilled in understanding key financial performance indicators and communicating opportunities, risks, and actions in an accurate and timely manner
• Negotiates contracts and contract renewal resulting in long-term commitments while ensuring LifeLabs corporate objectives are being met and protected
• 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
• Define and measure leading and lagging KPIs to ensure clear accountability and the achievement of sales targets
• Work closely with the team to strategize and build pipelines of quality
• Maintain and grow strategic relationships with C-Suite and other KDMs at targeted accounts
• 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 manage reputational risk
• Identify opportunities with prospective clients. Build and maintain strong client relationships with customer base
• Leverage existing client relationships to expand service offerings in named accounts
• Develop an understanding of all services and offerings and create product presentations as required
• Report on 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

LifeLabs' compensation programs are commensurate based on the role, skill, effort, responsibility and working conditions, irrespective of gender, race, ethnicity, beliefs, age or any other personal characteristics. Pay programs are communicated regularly in an accessible and transparent manner.

LifeLabs is also proud to offer resources, opportunities, as well as a collaborative and supportive environment that enables our team members to thrive.

In addition to a competitive compensation package, LifeLabs provides a comprehensive total rewards program, specific to the job position. Your package may include:

• Employee Group Benefits: Competitive coverage for employees and their families to support their overall health and wellness needs, including Extended Health Care, Dental Care, and Life Insurance.
• Retirement Savings Plan
• Vacation and Wellness Days
• Employee Wellness and Giving Programs: Our award winning mental, physical and financial wellness programs aim to address the comprehensive well-being of our team members, including resources like the Employee & Family Assistance Program, financial planning tools, and employee recognition initiatives.
• Professional development and membership reimbursement, access to preferred rates and discount programs, including WorkPerks, Home and Auto Insurance, Costco Membership, etc., and optional health-related benefits.

In accordance with LifeLabs' Accessibility Policy, and the applicable Accessibility Acts within the provinces we operate in, accommodations are available by request for candidates taking part in all aspects of the recruitment and selection process. For a confidential inquiry or to request an accommodation, please contact your recruiter or email careers@lifelabs.com.

Vaccinations are highly encouraged at LifeLabs'. Vaccinations and/or immunization screening may be mandatory for selected employees if regulated by provincial or regional governments, or through employer-led vaccination policies in the facilities we service. Please ensure you ask if this position requires the successful candidate to be vaccinated or undergo immunization screening.

Ready to empower healthier Canadians? Apply today!