Strategic Account Manager

ImageFIRST Healthcare Laundry Specialists•Lakeland, FL

About The Position

The Strategic Account Manager drives new business growth within large, complex healthcare organizations while strategically supporting and expanding existing key accounts. The role focuses on prospecting, developing, and closing high-value opportunities across hospitals, outpatient centers, and health systems. The manager navigates multi-stakeholder sales environments, leads strategic deal execution, and works closely with field sales teams to achieve successful outcomes. Success requires a consultative sales approach, the ability to manage long sales cycles, and skill in identifying and pursuing large enterprise opportunities. The territory is North/Central Florida. The role reports to the Regional Sales Manager and has no direct reports. It works with sales, service, operations, and other internal stakeholders to develop opportunities, onboard customers, support account success, and address customer concerns. Travel within the assigned territory may be up to 50%.

Requirements

At least 5 years of B2B sales experience.
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 and collaborate cross-functionally.
Proficiency with CRM tools and Microsoft Office applications.
Ability to travel within the assigned territory, up to 50%.

Nice To Haves

Bachelor’s degree or equivalent experience preferred.
B2B sales experience in healthcare, facility services, or service-based industries preferred.

Responsibilities

Identify and target new business opportunities of $2,500+ AWR through phone blocks, cold calls, Dynamics connections, emails, networking, and referrals.
Develop new business 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; use CCS to track activity, update account information, manage follow-ups, document pipeline stages, and maintain forecasts.
Build and manage a sales pipeline, maintain its visibility and accuracy, and meet weekly, monthly, and quarterly performance goals.
Represent ImageFIRST at industry events, trade shows, and networking opportunities.
Navigate complex, multi-stakeholder sales cycles and lead War Room strategy, including maintaining blue sheets for active prospects.
Prepare proposals, present tailored 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 sales-process expectations, and support service delivery.
Participate in weekly team, sales/service alignment, and training meetings.
Manage a defined geographic territory by prioritizing prospects and maintaining a robust pipeline.
Stay informed about product offerings, competitors, and market trends, and share relevant insights with sales leadership and internal teams.
Mentor and guide Territory Business Managers in prospecting, presenting, and closing business; coach them on ImageFIRST sales processes and procedures.
Participate in field rides to support prospecting and closing new business accounts.
Serve as a strategic partner to key accounts, conduct regular site visits and quarterly business reviews, and monitor account performance.
Proactively address account risks, align customer expectations with operational execution, and build relationships that support satisfaction and retention.
Identify growth opportunities in existing accounts and act as an escalation point for major customer concerns, ensuring timely resolution.