Strategic Account Manager

Overview

Position: Strategic Account Manager (SAM)

The 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 clinical and operational needs into actionable service solutions.

This role requires deep market knowledge of pathology and oncology laboratory services, a consultative selling style, and the ability to resolve complex client issues while expanding test utilization and revenue.

• Client Relationship Management: Serve as the primary point of contact and trusted strategic advisor for all assigned accounts within the designated territory. Build and maintain relationships with stakeholders including pathologists, oncologists, lab directors, office managers, clinicians, C-suite executives, and hospital administration. Conduct regular on-site visits to review performance, resolve issues, and strengthen partnerships. Develop and execute comprehensive, account-specific strategic plans aligned to client goals and company growth objectives.
  
  Identify and engage decision-makers at all levels; present effectively to C-suite and senior leadership using PowerPoint, Teams, and in-person formats.
• Business Development & Growth: 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 the territory. Develop and execute a territory-level business plan with specific, measurable objectives for quarterly and annual growth. Track and report account activity, health, and forecast data in Salesforce CRM.
  
  Analyze client utilization data and competitive landscape to surface opportunities and close gaps in service adoption. Maintain knowledge of competitor offerings and market positioning.
• Client Education & Enablement: Train client personnel on send-out workflows, client portal functionality, test ordering processes, and technical product capabilities. Facilitate education sessions and presentations to expand product knowledge and testing adoption. Serve as a consultative resource regarding ordering protocols, specimen requirements, and result interpretation as appropriate.
• Account Operations & Reporting: Ensure timely and successful delivery of laboratory services aligned with client needs, SLAs, and quality standards. Prepare and deliver regular utilization reports and quarterly stewardship reviews. Forecast and track key account metrics including quarterly case volume and revenue. Lead issue escalation and resolution by working cross-functionally with laboratory operations, billing, medical affairs, client services, and pathology teams.
  
  Communicate progress of initiatives to internal and external stakeholders. Document all account activity in Salesforce CRM.
• Cross-Functional Collaboration: Collaborate with internal sales, laboratory, billing, medical affairs, and client services teams to deliver a unified client experience. Partner with Field Sales and Business Development to identify territory expansion opportunities. Provide market intelligence and client feedback to leadership to support product development, pricing strategy, and service improvements. Attend internal meetings and client-facing events as required.

• Knowledge/
  
  Experience:
  
  Bachelor’s degree (BA/BS) in life sciences, biology, business, or related preferred. 5–10 years of progressive account management or sales experience in an oncology laboratory, anatomic pathology, hematopathology, surgical pathology, or related clinical laboratory services environment. Candidates without a degree must present 10+ years of directly relevant experience. Proficiency in Salesforce or equivalent CRM; proficiency in Microsoft Office and virtual presentation tools.
  
  Ability to travel 3–4…