Key Account Manager

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 laboratorytests 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

Job Title: Key Account Manager

Status: Full Time Permanent

Number of Positions: 1

Start Date: ASAP

Additional Requirements: This is a hybrid position with some customer facing responsibilities within the B2B Client Engagement and Partnerships team. Preferred location is the Toronto area.

Internal Application Deadline: January 20, 2025

Purpose of the Role:

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

The Key Account Manager - Oncology is a crucial driver of the oncology portfolio and is expected to work closely with the product manager and marketing lead to grow the oncology business via targeted sales activities, with the ultimate goal of not only growing revenues but also bolstering oncology care for Canadians.

The KAM will strategically manage the 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 KAM 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 KAM 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.

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

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!