Strategic Account Manager

Overview

The Strategic Account Manager (SAM) is responsible for driving new business growth within large, complex healthcare organizations while strategically supporting and expanding existing key accounts. This role focuses on prospecting, developing, and closing high value healthcare opportunities across hospitals, outpatient centers, and health systems. The SAM navigates multi stakeholder sales environments, leads strategic deal execution, and collaborates closely with designated field sales teams to ensure successful outcomes.

Success in this role requires a strong consultative sales approach, the ability to manage long sales cycles, and expertise in identifying and capitalizing on large enterprise opportunities.

Location: Minneapolis, Minnesota

Reports To: Regional Sales Manager (RSM)

• Identify and target new business opportunities $2500+ AWR through phone block, cold calls, dynamics connections, emails, networking, and referrals.
• Proactively identify and develop new business opportunities within hospitals, health systems, ambulatory surgery centers, and outpatient facilities.
• Prospect and engage key decision-makers across departments including infection control, environmental services, nursing, purchasing, and administration.
• Consistent usage of Definitive Healthcare, Gold Mine and Zoom Info to effectively prospect.
• Utilize CCS to track activity, update account information, and manage follow-ups.
• Build and manage a strong sales pipeline to meet weekly, monthly, and quarterly performance goals.
• Drive pipeline visibility and accuracy to support forecasting and decision-making.
• Represent ImageFIRST at industry events, trade shows, and networking opportunities.

• Navigate complex, multi-stakeholder sales cycles to close new business.
• Own War Room Strategy while engaging appropriate resources to close business.
• Accountable for blue sheets for all active prospects in the War Room Strategy.
• Prepare proposals, present products, or services as tailored solutions to prospect needs, negotiate terms, and close new business deals.
• Consistently meet or exceed weekly activity, signed, and installed new business requirements.

• Collaborate cross-functionally with sales, service, and operations teams to ensure seamless implementation/onboarding of new customers.
• Support the transition from sales to service by ensuring expectations set during the sales process are clearly communicated and delivered.
• Actively participate in team meetings including the Weekly Team Meeting, Sales/Service Alignment Meeting, and Weekly Training Meeting.
• Effectively manage a defined geographic territory by prioritizing prospects and maintaining a robust pipeline.
• Accurately document sales activities, pipeline stages, and forecasts in CCS.
• Stay current on product offerings, competitive landscape, and market trends.
• Share customer, competitor, and market insights with sales leadership and internal teams.
• Partner closely with Service and Operations teams to ensure seamless onboarding and service delivery.
• Support long‑term account success through cross-functional collaboration.

• Mentor and guide Territory Business Managers (TBMs) in prospecting, presenting, and closing business.
• Provide ongoing coaching on ImageFIRST sales processes and procedures.
• Participate in field rides to provide support in prospecting and closing new business accounts.

• Serve as a strategic partner for key accounts within the territory.
• Conduct regular site visits and quarterly business reviews.
• Monitor account performances and proactively address risks.
• Ensure alignment between customer expectations and operational execution.
• Build strong relationships to ensure customer satisfaction and retention.
• Identify growth opportunities within existing accounts.
• Function as the escalation point for major customer concerns and ensure timely resolution.

• Drives Results: Consistently deliver on sales targets and growth objectives.
• Develops Talent: Effect…