Key Account Manager

For over 50 years, LifeLabs has been Canada's leading provider of laboratory diagnostic information and digital health connectivity systems, enabling patients and healthcare practitioners to diagnose, treat, monitor and prevent disease. We are passionate about empowering healthier Canadians through accessible, accurate, and innovative diagnostic services.

We are committed innovators, operating Canada's first commercial genetics lab, and the country's largest online patient portal, with more than 8 million Canadians receiving their results online. More than 112 million laboratory tests come through LifeLabs' laboratories annually, and our team of more than 6,000 passionate, caring, and diverse professionals works together as one to provide high quality testing and results that Canadians can trust.

We know that behind every lab requisition, sample being tested, or investment in technology is an individual and their family counting on us. At LifeLabs, you can make a meaningful impact on Canadians' lives every day.

Our teams are at the heart of everything we do. We are proud to be recognized as one of Canada's Best Employers, reflecting our deep commitment to our core values of caring, agility, teamwork, and a customer-centered approach. As part of this commitment, LifeLabs prioritizes the ongoing development of our diversity, equity, and inclusion (DEI) program to better serve the needs of our diverse workforce and the communities we serve. We continue to take steps to challenge ourselves to act with courage and integrity, and to create an environment where people can be their true selves.

These values are not just words on a page, they guide our actions and decisions every day and have come to define our team culture.

Reports to: Director, B2B and Strategic Partnerships

Position Summary:

The Key Account Manager – Worforce Solutions (KAMWS) is responsible for delivering on goals and objectives in our Workforce Solutions segments including Executive Health, Drug Screening, Occupational Health, and Employer Wellness. This will be achieved through the execution and expansion of the Workforce Solution sales and product strategy.  Building and maintaining effective long-term relationships within the Workforce Solutions segment will support revenue expansion, client acquisition, and ensure a high level of satisfaction of our clients.

The KAMWS will strategically manage the segments by identifying, developing, and closing new business opportunities and supporting existing clients through contract renewals, pricing increases, and product expansion initiatives. Acting as the primary contact for LifeLabs' products and services, the KAMWS oversees an existing client base of key/strategic accounts, maintains relationships with clients at the senior management or executive level, and drives new client acquisition through business development activities. The KAMWS is also responsible for understanding their clients and the competitive landscape to enhance the sales and product strategy.

The KAMWS is a strategic thinker, product influencer, and business developer than can cultivate business relationships into business opportunities leveraging prior industry knowledge, contacts, and planning within the LifeLabs organization.

The KAMWS will be the main business contact with direct engagement with Quest workforce solutions teams to introduce new product opportunities to Canada – testing, POCT, etc

This role is SIP eligible.
This position is not car eligible.
Preferred location is Toronto area.

Vacancy status: This posting is for an existing position.

What You'll Do:

 Portfolio Performance Management

• Develop and implement sales strategies for new account prospects to secure profitable new business, focusing primarily on higher margin prospects and new business opportunities.
• Responsible for identifying, prospecting, and securing business opportunities to support new revenue growth through product expansion of existing clients and unlocking new revenue in new business opportunities.
• Work closely with the marketing team to support segment POV, sales collateral requirements, and initiatives to increase lead generation.
• Support introduction on new test and product initiatives from reference lab partners including Quest Diagnostics.
• Ensure compliance with sales automation platforms (Salesforce, segmentation tools, sales reports & dashboards), completion of mandatory training and goal setting.
• 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.
• Work closely with the team to strategize and build sales pipelines in prioritized segments.
• Participate in regular meetings with Director to review/coordinate sales efforts.

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.
• 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

What You'll Bring:

• 7-10 years of experience in a Key Account Management role with at least 5-7 years in a sales role
• Demonstrated experience in a sales role with a history of exceeding sales targets
• Prior experience in roles with account management and new business development. (Preferred in workforce segments with existing client relationships)
• Demonstrated ability to develop and sustain multilevel relationships in a complex environment
• Experience with pricing models, Business Proposals, sales contracting at a basic and complex level
• Demonstrated understanding of the public healthcare environment and its impacts on the laboratory business
• Strong negotiation skills
• Strong communication skills – written and verbal
• Ability to navigate cross-functionally and build an extensive network across the organization
• Ability to support and solve client escalations and issue resolution in a timely manor.
• Ability to prioritize multiple complex opportunities and business initiatives that will lead to generating higher revenues.

Why Join Us?

At LifeLabs, you'll join a collaborative and innovative environment where your project management expertise directly contributes to high-impact initiatives in laboratory operations. You'll work alongside diverse teams, gain exposure to cutting-edge projects, and play a pivotal role in delivering operational excellence that supports patient care. This is an opportunity to grow your career while making a tangible difference in a fast-paced, supportive workplace.

What We Offer:
Salary range: $94,400– 120,400 CAD annually (commensurate with experience)

LifeLabs' compensation programs are commensurate based on the role, skill, effort, responsibility and working conditions, irrespective of gender, race, ethnicity, beliefs, age or any other personal characteristics. Pay programs are communicated regularly in an accessible and transparent manner.

LifeLabs is also proud to offer resources, opportunities, as well as a collaborative and supportive environment that enables our team members to thrive.

In addition to a competitive compensation package, LifeLabs provides a comprehensive total rewards program, specific to the job position. Your package may include:
 

• Employee Group Benefits: Competitive coverage for employees and their families to support their overall health and wellness needs, including Extended Health Care, Dental Care, and Life Insurance.
• Retirement Savings Plan
• Vacation and Wellness Days
• Employee Wellness and Giving Programs: Our award winning mental, physical and financial wellness programs aim to address the comprehensive well-being of our team members, including resources like the Employee & Family Assistance Program, financial planning tools, and employee recognition initiatives.
• Professional development and membership reimbursement, access to preferred rates and discount programs, including WorkPerks, Home and Auto Insurance, Costco Membership, etc., and optional health-related benefits.

In accordance with LifeLabs' Accessibility Policy, and the applicable Accessibility Acts within the provinces we operate in, accommodations are available by request for candidates taking part in all aspects of the recruitment and selection process. For a confidential inquiry or to request an accommodation, please contact your recruiter or email 

Vaccinations are highly encouraged at LifeLabs'. Vaccinations and/or immunization screening 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 vaccinated or undergo immunization screening.

Ready to empower healthier Canadians? Apply today