Note: The job is a remote job and is open to candidates in USA. Fulgent Genetics is a premier full-service genomic testing company focused on transforming patient care in oncology and other health areas. The Strategic Account Manager is responsible for developing and sustaining high-value relationships with healthcare organizations, driving retention and organic growth through consultative selling and strategic resource management.
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
Skills
- 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
- 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
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