{"id":2419333,"url":"https://alion.io/job/imagefirst-strategic-account-manager","title":"Strategic Account Manager","company":{"id":3232743,"name":"ImageFIRST","domain":"imagefirst.com","url":"https://alion.io/company/imagefirst","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"iCIMS","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Lakeland, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":60000,"max_usd":120000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":2699},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Office","optional":false}],"status":"live","first_seen_at":"2026-10-13T04:37:14Z","employer_posted_date":"2026-10-13","last_verified_at":"2026-10-16T15:52:09Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"Overview\nThe 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.\nLocation: North/Central Florida\nReports To: Regional Sales Manager (RSM)\nResponsibilities & Qualifications\nNew Business Prospecting & Pipeline Development\nIdentify and target new business opportunities $2500+ AWR through phone block, cold calls, dynamics connections, emails, networking, and referrals.\nProactively identify and develop new business opportunities within hospitals, health systems, ambulatory surgery centers, and outpatient facilities.\nProspect and engage key decision-makers across departments including infection control, environmental services, nursing, purchasing, and administration.\nConsistent usage of Definitive Healthcare, Gold Mine and Zoom Info to effectively prospect.\nUtilize CCS to track activity, update account information, and manage follow-ups.\nBuild and manage a strong sales pipeline to meet weekly, monthly, and quarterly performance goals.\nDrive pipeline visibility and accuracy to support forecasting and decision-making.\nRepresent ImageFIRST at industry events, trade shows, and networking opportunities.\nConsultative Selling & Closing\nNavigate complex, multi-stakeholder sales cycles to close new business.\nOwn War Room Strategy while engaging appropriate resources to close business.\nAccountable for blue sheets for all active prospects in the War Room Strategy.\nPrepare proposals, present products, or services as tailored solutions to prospect needs, negotiate terms, and close new business deals.\nConsistently meet or exceed weekly activity, signed, and installed new business requirements.\nTerritory Management & Cross-Functional Collaboration\nCollaborate cross-functionally with sales, service, and operations teams to ensure seamless implementation/onboarding of new customers.\nSupport the transition from sales to service by ensuring expectations set during the sales process are clearly communicated and delivered.\nActively participate in team meetings including the Weekly Team Meeting, Sales/Service Alignment Meeting, and Weekly Training Meeting.\nEffectively manage a defined geographic territory by prioritizing prospects and maintaining a robust pipeline.\nAccurately document sales activities, pipeline stages, and forecasts in CCS.\nStay current on product offerings, competitive landscape, and market trends.\nShare customer, competitor, and market insights with sales leadership and internal teams.\nPartner closely with Service and Operations teams to ensure seamless onboarding and service delivery.\nSupport long-term account success through cross-functional collaboration.\nTeam Leadership & Development\nMentor and guide Territory Business Managers (TBMs) in prospecting, presenting, and closing business.\nProvide ongoing coaching on ImageFIRST sales processes and procedures.\nParticipate in field rides to provide support in prospecting and closing new business accounts.\nAccount Management\nServe as a strategic partner for key accounts within the territory.\nConduct regular site visits and quarterly business reviews.\nMonitor account performances and proactively address risks.\nEnsure alignment between customer expectations and operational execution.\nBuild strong relationships to ensure customer satisfaction and retention.\nIdentify growth opportunities within existing accounts.\nFunction as the escalation point for major customer concerns and ensure timely resolution.\nKey Competencies * Leadership Qualities Relevant\nDrives Results: Consistently deliver on sales targets and growth objectives.\nDevelops Talent: Effectively coaches and mentors sales team members.\nCustomer Focus: Builds strong relationships and delivers value-driven solutions.\nStrategic Thinking: Identifies opportunities and adapts to market dynamics.\nCommunication: Delivers clear, compelling presentations and messaging.\nAccountability: Maintains discipline in sales process execution and reporting.\nBusiness Insight: Understands the health laundry business, its market challenges and how ImageFIRST. addresses this on of its clients and community. Has a solid base of business and financial knowledge to speak intelligently with clients and administrators.\nDecision Quality: Makes timely, well-informed decisions that drive effective outcomes.\nCollaboration: Builds partnerships and works effectively within and across teams to achieve shared goals.\nQualifications\nBachelor’s degree or equivalent experience preferred.\nMinimum 5+ years of B2B sales experience, preferably in healthcare, facility services, or service-based industries.\nProven success in new business development and closing complex deals.\nStrong understanding of healthcare sales cycles and decision-making processes.\nExcellent communication, presentation, and negotiation skills.\nAbility to work independently while collaborating cross functionally.\nProficient in CRM tools and Microsoft Office applications\nAbility to travel within the assigned territory (up to 50%).\nKey Performance Indicators (KPIs)\nSales Performance: Installed New Business measured by Average Weekly Revenue - performance evaluated weekly, monthly, quarterly, and yearly.\nSales Performance: Achievement of sales activity requirements including cold calls, first appointments, and dynamic connections.\nPipeline Management: Volume, quality, and progression of opportunities via Hot Prospect reporting.\nAccount Management: Growth within existing accounts and long-term customer partnerships.\nCompany Values & Benefits\nReporting Structure\n Reports to: Regional Sales Manager (RSM)\nDirect reports: None\nStakeholders\nRegional Sales Manager\nRegional Vice Presidents (RVPs) - Sales\nGeneral Managers (GMs)\nSales Team\nOperations Leadership\nHR\nEOE / Drug-Free Workplace\nWe are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by applicable law. 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