Pharma Solutions Key Account Manager

LifeLabs is the largest community diagnostics laboratory in Canada, serving the healthcare needs of Canadians for over 50 years. Our team members are truly centred around our customers, and we know that behind every lab requisition, sample being tested, or investment in technology is an individual and their family counting on us.

Consistently named one of Canada's Best Employers by Forbes, LifeLabs has also been recognized for having an award-winning Mental Health Program from Benefits Canada. The passion and commitment of over 6,000 diverse and innovative team members unites and motivates us to ensure our customers receive high quality tests and results that they can trust.  Agile, customer-centred, caring and teamwork: we live these values every day in what we do to support our customers and healthcare providers, driving forward our vision of empowering a healthier you.

Make a difference – join the LifeLabs team today!

The Pharma Solutions Key Account Manager is responsible for building and maintaining effective long-term relationships with pharmaceutical industry professionals and organizations with complex buying units while ensuring a high level of client satisfaction and delivering increased revenues and margin to LifeLabs.

Acting as the primary contact for LifeLabs’ pharma business with clients,  the Pharma Solutions Key Account Manager will leverage their industry contacts and deep market understanding to execute on the business development plan by increasing our market awareness, securing new clients, expanding sales into additional categories.  Key deliverables include: prospecting, contract development and negotiations, and continuous management and maintaining of existing business relationships at the executive level.

This is a remote position with preferred candidate located within the Toronto area as this is a client facing role within the B2B Client Engagement and Partnership team.  As a Key Account Manager, this role is SIP eligible.

Core Accountabilities:

Portfolio Performance Management

• Develop and implement sales strategies for new account prospects to secure profitable new business within current and prospective accounts. 
• Responsible for identifying, prospecting, and securing business opportunities to support new revenue growth for specific products
• Leverages the full portfolio of the LifeLabs product and service offerings to create unique customer value to our largest, highest revenue/profit potential and most strategic pharma accounts.
• Negotiate and execute contracts resulting in long term commitments at an MSA/SOW level.
• Maintain and grow C-suite and other KDM’s at targeted pharma and biologic companies to enable sales plan delivery. 
• Define and measure leading and lagging KPIs to ensure clear accountability and the achievement of sales targets
• Owns providing timely feedback to underperforming B2B clients and early warning of risk to achieving quotas. 
• Accountable for territory budgets
• Work closely with the team to strategize and build pipelines of quality. 
• Participate in regular meetings with Director to review/coordinate sales efforts and build a territory business plan.
• Ensure compliance with sales automation platforms (Salesforce, segmentation tools, sales reports & dashboards), completion of mandatory training and goal setting.

Customer Relationship Optimization 

• Ensures that LifeLabs’ brand promise is delivered to our client
• Ensures that the Voice of Customer (VOC) is brought to our Portfolio Lifecycle Management and Product Development teams in a timely manner with accurate information to inform our decisions and manages reputational risk.
• Identify opportunities with prospective clients. Build and maintain strong client relationships with customer base.
• Leverage existing client relationships to expand service offerings in named accounts. 
• Develop an understanding of all services and offerings and create product presentations as required.
• Report product sales and promotional activities to the Company on an ongoing basis;
• Utilize LifeLabs Customer Relationship Management (CRM) software and other productivity tools to plan sales calls, record customer interactions and capture new business;
• Respond to customer enquiries, concerns and messages in a timely manner
• Identify Key Opinion Leaders (KOLs) and develop/maintain long-term relationships within the healthcare community
• Respond to customer enquiries, concerns and messages in a timely manner;
• Facilitate feedback from clients, forwarding to the Company to support new test development and expand service offerings

Requirements:

• Bachelor's degree in Health/Life Sciences or a related discipline. Additional business degree is an asset.
• 5-8 years of experience in a Key Account Management role with at least 3 years in business development 
• Excellent communication skills
• Demonstrated ability to develop and sustain multilevel relationships in a complex environment
• Previous experience selling products /solutions to pharmaceutical or biologic manufacturers
• Strong understanding of Clinical Trials, Patient Support Programs, and Companion Diagnostic programs with relevant experience.
• Experience with RFPs, Business Proposals, contract or vendor management an asset
• Ability to build and execute sales strategies
• Strong negotiation skills
• Excellent relationship management skills

#LI-LM1

Hiring Range: $90,800 to $115,700

The hiring range has been established, however, the final salary recommendation will be determined based off the level of experience, education requirement, external market conditions and internal equity. 

In this position, you will be eligible for Lifelabs annual bonus.

Employee Benefits:
In this position, you will be eligible to participate LifeLabs’ group benefits plan which is available to LifeLabs employees in accordance with the terms and conditions of those plans. Company vehicule provided.

Retirement Savings:
The LifeLabs plans provide members with an easy way to save for retirement. By participating in the plan, you receive contributions made to your account on your behalf from LifeLabs.

Vacation Entitlement:
In this position, you will be entitled to vacation. We promote a healthy work-life balance and expect your full vacation to be taken each year. 

Employee Wellness:
LifeLabs offers an award-winning Wellness Program focused on supporting your total health and well-being under our physical, emotional, and financial wellness pillars. We have been recognized in the industry for our focus on mental health supports.

Employee Giving program:
Designed to support any employee who donates, fundraises or volunteers for a Canadian Registered Charity or Non-Profit Organization.

In addition, LifeLabs offers professional development and membership reimbursement, access to preferred rates and discount programs - WorkPerks, Home and Auto Insurance, Costco Membership, etc. - and Optional Health-related Benefits.

As a caring and customer driven organization, LifeLabs is committed to providing inclusive, barrier free services and workplaces. We will accommodate the accessibility needs of individuals with disabilities during the recruitment process. Should you require accommodation, please advise the Recruiter who contacts you and we will work with you to meet your needs. 

About LifeLabs 
LifeLabs has operated in Canada for more than 50 years. It is a leading provider of laboratory testing and management services, contributing to the treatment and prevention of disease by enabling healthcare providers to operate more efficiently and effectively. LifeLabs provides more than 100 million diagnostic tests for approximately 19 million patients visits annually. Information from these tests plays a vital role in predicting, diagnosing, treating and monitoring disease. LifeLabs operates the largest community medical laboratory network in Canada, together with our hospital and healthcare partners. LifeLabs also partners with healthcare providers to build a healthier Canada by transforming and managing laboratory organizations to better meet the complex healthcare challenges of today and tomorrow. 

Vaccinations are highly encouraged at LifeLabs’. Vaccinations may be mandatory for selected employees if regulated by provincial or regional governments, or through employer-led vaccination policies in the facilities we service. Please ensure you ask if this position requires the successful candidate to be fully vaccinated with the current Government approved COVID-19 vaccinations.