Strategic Account Manager

ImageFIRST Healthcare Laundry Specialists•Pittsburg, CA

3d•$110,000 - $120,000•Onsite

About The Position

The Strategic Account Manager (SAM) drives new business growth within large, complex healthcare organizations while strategically supporting and expanding existing key accounts. The role prospects, develops, and closes high-value opportunities across hospitals, outpatient centers, and health systems. The SAM navigates multi-stakeholder sales environments, leads strategic deal execution, and collaborates with designated field sales teams to achieve successful outcomes. Success requires consultative selling, management of long sales cycles, and the ability to identify and capitalize on large enterprise opportunities. The position is based in Pittsburg, California, and reports to the Regional Sales Manager (RSM). The SAM manages a defined geographic territory, builds and maintains a sales pipeline, and is accountable for sales activity and installed new business performance. The role also serves as a strategic partner to key accounts, supports customer retention and account growth, and mentors Territory Business Managers (TBMs). Travel within the assigned territory may be required up to 50%.

Requirements

Bachelor’s degree or equivalent experience preferred.
At least 5 years of B2B sales experience; healthcare, facility services, or service-based industry experience is preferred.
Proven success in new business development and closing complex deals.
Strong understanding of healthcare sales cycles and decision-making processes.
Excellent communication, presentation, and negotiation skills.
Ability to work independently while collaborating cross-functionally.
Proficiency with CRM tools and Microsoft Office applications.
Ability to travel within the assigned territory, up to 50%.

Nice To Haves

Healthcare, facility services, or service-based industry sales experience.
Bachelor’s degree or equivalent experience.

Responsibilities

Identify and target new business opportunities of $2,500+ AWR through phone blocks, cold calls, Dynamics connections, emails, networking, and referrals.
Develop business opportunities within hospitals, health systems, ambulatory surgery centers, and outpatient facilities.
Prospect and engage decision-makers in infection control, environmental services, nursing, purchasing, and administration.
Use Definitive Healthcare, Gold Mine, and ZoomInfo for prospecting, and use CCS to track activities, account information, and follow-ups.
Build and manage a pipeline to meet weekly, monthly, and quarterly goals, maintaining visibility and accuracy for forecasting.
Represent ImageFIRST at industry events, trade shows, and networking opportunities.
Navigate complex, multi-stakeholder sales cycles and lead War Room strategy, engaging appropriate resources to close business.
Maintain blue sheets for all active prospects in the War Room strategy.
Prepare proposals, tailor and present solutions, negotiate terms, and close new business.
Meet or exceed weekly activity, signed business, and installed new business requirements.
Collaborate with sales, service, and operations teams to implement and onboard new customers, communicate expectations, and support service delivery.
Participate in weekly team, sales/service alignment, and training meetings.
Manage the assigned geographic territory by prioritizing prospects and maintaining a robust pipeline.
Document sales activities, pipeline stages, and forecasts accurately in CCS.
Stay current on product offerings, competitors, and market trends, and share relevant insights with leadership and internal teams.
Support long-term account success through cross-functional collaboration with Service and Operations.
Mentor and guide Territory Business Managers in prospecting, presenting, and closing business.
Coach team members on ImageFIRST sales processes and procedures and participate in field rides to support prospecting and closing.
Serve as a strategic partner for key accounts, conduct regular site visits and quarterly business reviews, and identify account growth opportunities.
Monitor account performance, address risks proactively, align customer expectations with operational execution, and build relationships that support satisfaction and retention.
Serve as the escalation point for major customer concerns and ensure timely resolution.