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Enterprise Account Manager

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Date: Aug 23, 2019

Location: Toronto, ON, CA

Company: LifeLabs

About Us


At LifeLabs, we are focused on our vision of building a healthier Canada!  We are the largest community diagnostics laboratory in Canada with over 350 collection centres, 16 laboratories and service over 20 million patients each year.  


Caring, Agile, Customer Driven, One Team - We live our values every day in what we do to help our patients and healthcare providers.  With over 5,700 employees, we all make a difference and that’s why our people are so important to us.  


This is an exciting time to join our LifeLabs team, grow your career with us and support numerous business initiatives, innovations, best practice and business development opportunities.


The Enterprise Account Manager – Pharma Solutions, is a strategic sales role focused on the fast growing Pharmaceutical, CRO and Pharmacovigilance segments. This is an integral role to drive profitable revenue growth through customer-focused implementation of strategic initiatives to support the achievement of short-term and long-term revenue and EBITDA targets. Reporting to the Director, Enterprise Accounts, the Enterprise Account Manager (EAM), is based out of 100 International Blvd office, Toronto, will be responsible for driving profitable growth through strategic sales planning and execution, they will leverage their deep understanding of the Pharmaceutical industry. Their strong Industry networks of senior levels influencers and their exceptional sales planning and execution skills to deliver unique solutions that result in improved customer outcomes. 

This person will work closely with external stakeholders that will include Pharmaceutical, CRO and Pharmacovigilance(C-suite, Clinical and Lab Directors & Mangers, Directors of Care, HCPs).


The EAM will also ensure effective cross-functional collaboration and alignment with the internal partners including Business Development, Client Services, Laboratory Operations, IT, MedSci, Quality and Regulatory Affairs, Privacy and Finance.


The EAM will be accountable for driving sales by developing and executing on strategic business plans that are aligned to corporate strategy.



  • Optimization of LifeLabs revenue and margin growth within target segments.
  • Develops compelling solutions for customers based on deep understanding of customer’s business objectives, strategies and needs and the full breadth of LifeLabs offerings and capabilities.
  • Develops and manages effective relationships with key accounts stakeholders including with ‘C Suite’ or senior level decision makers
  • Develops and manages a multi-year Territory plan. Identifying market/industry trends, this individual will also solicit feedback to identify new business development opportunities.
  • Develop information from customer relationships, business analytics, market assessment and internal stakeholders
  • Acts as the subject matter expert on the customer segment and individual customer organizations to ensure a strong Voice of Customer in LifeLabs business planning, service delivery and strategic planning processes
  • Balances customer advocacy with a strong understanding of the financial, regulatory and operational expectations of LifeLabs
  • Leads all aspects of LifeLabs Commercial relationship with customer through leveraging a matrix account team (Marketing, Portfolio / product management, BICx, internal and external subject matter experts  - both clinical and operational) to ensure effective positioning and execution of the LifeLabs solution
  • Responsible for all aspects of the territory or segment account management (including detailed account planning, monthly sales reporting and forecasting) The Enterprise Account Manager is skilled in understanding key financial performance indicators and communicating opportunities, risks and actions in an accurate and timely manner
  • Negotiates contracts resulting in long-term profitable business for LifeLabs and predictable and effective service delivery for the customer



  • University Degree
  • 7 years’ experience in a senior sales role
  • Previous sales experience at executive level selling broad and complex product line for a minimum of 5 years required
  • Previous EAM/KAM experience selling to CRO, Pharmacovigilance or Pharmaceutical sectors
  • Ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long term plan and short term tactics and translate into a winning solution
  • Proficient in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
  • Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.
  • Strong negotiation, critical thinking and problem solving skills
  • RFP/RFI process and submission experience
  • Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.
  • Understanding of diagnostics industry is an asset – but not mandatory
  • Experience in working in a fast paced, time sensitive, collaborative and team-oriented environment
  • A team player that actively contributes in a team environment
  • A detailed oriented, self-starter with demonstrated analytical and logical structuring expertise
  • Excellent written and verbal communication skills with the ability to influence at all levels and lead teams toward a common vision or goal
  • Excellent active listening skills, ability to empathize with people going through a period of change
  • Experience leading programs with multiple demands and complex change management and communication needs
  • Ability to shift focus between projects without sacrificing the integrity of given projects




LifeLabs is committed to building an inclusive environment and will provide accommodations in accordance with the AODA – Accessibility for Ontarians with Disabilities Act. Please indicate in your application any accommodations you will require throughout the recruitment process.  Alternatively please contact our corporate offices main line to be directed to a member of the Talent Acquisition team at  (416) 675-4530


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