Strategic Account Manager

FULGENT THERAPEUTICS LLC • , GA

40d • $100,000 - $135,000 • Remote

About The Position

The Strategic Account Manager (SAM) is a senior client-facing role responsible for developing and sustaining high-value relationships with hospitals, health systems, pathology practices, oncology practices, and other healthcare organizations that utilize Fulgent Oncology for pathology and oncology send-out testing. The SAM drives retention and organic growth within an assigned territory by serving as the primary strategic resource for clients, translating their clinical and operational needs into actionable service solutions. This individual brings deep market knowledge of pathology and oncology laboratory services, a consultative selling style, and the operational acumen to resolve complex client issues while consistently expanding test utilization and revenue.

Requirements

• Bachelor’s degree (BA/BS) in life sciences, biology, business, or a related preferred.
• 5–10 years of progressive account management or sales experience in an oncology laboratory, anatomic pathology, hematopathology, surgical pathology, or closely related clinical laboratory services environment.
• Candidates without a degree must present 10+ years of directly relevant experience with a demonstrated, verifiable track record of performance.
• Proven ability to manage complex, high-value healthcare accounts with multiple decision-maker levels and long engagement cycles.
• Proficiency in Salesforce or an equivalent CRM platform for pipeline management, forecasting, and activity logging.
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and virtual presentation tools (Teams, Zoom).
• Ability to travel 3–4 days per week, approximately 85% of the year within the assigned territory (GA, TX, OK, AZ, LA).
• Valid driver’s license required; reliable transportation for territory coverage.

Nice To Haves

• Prior experience in a Strategic Account Manager or equivalent role at a competitor laboratory (e.g., NeoGenomics, Quest Diagnostics Oncology, LabCorp Oncology) strongly preferred, as this brings direct competitor intelligence and a baseline understanding of role expectations.
• Working knowledge of hospital laboratory send-out workflows, pathology practice purchasing dynamics, and oncology care delivery models.
• Experience presenting to and negotiating with C-suite, Director-level, or department head stakeholders.
• Familiarity with precision oncology testing modalities including molecular oncology, next-generation sequencing (NGS), immunohistochemistry (IHC), cytogenetics/FISH, and flow cytometry.
• Experience developing and delivering client-facing utilization reports and quarterly business reviews (QBRs).
• Demonstrated ability to distill complex client data into actionable insights and to communicate trends and issues effectively.
• Professional certification through the Strategic Account Management Association (SAMA) or equivalent.

Responsibilities

• Serve as the primary point of contact and trusted strategic advisor for all assigned accounts within the designated territory.
• Build and maintain long-term relationships with key stakeholders including pathologists, oncologists, lab directors, office managers, clinicians, C-suite executives, and hospital administration.
• Conduct regular on-site visits (3–4 days per week) to review performance, resolve issues, and strengthen client partnerships.
• Develop and execute comprehensive, account-specific strategic plans aligned to client goals and company growth objectives.
• Identify and engage decision-makers at all organizational levels; present effectively to C-suite and senior leadership using PowerPoint, Teams, and in-person formats.
• Identify and develop new business opportunities within existing accounts through consultative upselling and cross-selling of oncology laboratory services and test menus.
• Partner with the sales team to identify, target, and close new accounts within assigned territory.
• Develop and execute a territory-level business plan with specific, measurable objectives that meet or exceed quarterly and annual growth targets.
• Track and report account activity and health and forecast data accurately and consistently in Salesforce CRM.
• Analyze client utilization data and competitive landscape to surface opportunities and close gaps in service adoption.
• Maintain a working knowledge of competitor offerings, business models, and market positioning (e.g., NeoGenomics, Guardant Health, Quest Diagnostics Oncology).
• Train client personnel on send-out workflows, client portal functionality, test ordering processes, and technical product capabilities.
• Facilitate education sessions, lunch-and-learns, and in-service presentations to expand product knowledge and testing adoption.
• Serve as a consultative resource regarding ordering protocols, specimen requirements, and result interpretation as appropriate.
• Ensure timely and successful delivery of laboratory services consistent with client needs, service-level agreements, and quality standards.
• Prepare and deliver regular utilization reports and quarterly stewardship reviews to client stakeholders.
• Forecast and track key account metrics including quarterly case volume, revenue, and annual projections.
• Lead issue escalation and resolution by working cross-functionally with laboratory operations, billing, medical affairs, client services, and pathology teams.
• Communicate progress of monthly and quarterly initiatives clearly to internal and external stakeholders.
• Document all account activity, client interactions, and opportunity data accurately in Salesforce CRM.
• Collaborate with internal sales, laboratory, billing, medical affairs, and client services teams to deliver an integrated and seamless client experience.
• Partner with Field Sales and Business Development colleagues to identify, prioritize, and pursue territory expansion opportunities.
• Provide market intelligence and client feedback to leadership to support product development, pricing strategy, and service improvement initiatives.
• Attend and contribute to internal team meetings, sales conferences, external industry events, and client-facing presentations.

Benefits

• Fulgent Oncology provides comprehensive oncology laboratory testing services to hospitals, pathology practices, oncology centers, and clinicians across the United States.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior