Our client is looking for an experienced Account Manager to join their growing team and take charge of driving sales growth in the Greater Toronto Area. In this exciting role, you’ll combine strategic account management with new business development, building lasting relationships with key stakeholders in healthcare institutions. If you thrive in a fast-paced environment and have a proven track record of exceeding targets in complex sales cycles, we want to hear from you!
1 - Function
The Account Manager is responsible for driving sales growth in their territory through a mix of new business development and strategic account management. This role focuses on building a strong sales pipeline, identifying new opportunities, and expanding revenue within existing accounts.
The Account Manager manages the full sales cycle—from prospecting and lead qualification to proposal, negotiation, and closing. They use CRM tools to track activities, forecast sales, and ensure consistent follow-up. They handle objections, position solutions based on customer pain points, and present clear value propositions aligned with clinical and operational needs.
They maintain a deep understanding of the company’s products, provide frontline support during implementations, and ensure customer satisfaction post-sale. This role requires strong commercial instincts, technical credibility, and the ability to work cross-functionally to deliver results.
2 - Direct Reporting Relationship
Reporting to the General Manager.
3 - Missions
Sales Execution
1. Build and manage a robust sales pipeline using CRM tools
2. Identify, qualify, and close new business opportunities
3. Drive incremental growth within existing accounts
4. Deliver on quarterly and annual sales targets
5. Conduct effective prospecting through cold outreach, networking, and inbound follow-up
6. Develop and deliver tailored sales presentations and proposals based on customer needs
Account Management
7. Build strong relationships with key stakeholders at customer sites
8. Conduct regular business reviews with strategic accounts
9. Identify upsell and cross-sell opportunities across the product portfolio
10. Monitor customer satisfaction and retention
Sales Process & Tools
11. Maintain accurate and up-to-date records in CRM – Microsoft Dynamics
12. Forecast pipeline and report on sales performance
13. Use sales tools to plan territory activities and prioritize high-value accounts
14. Lead negotiations and manage contract discussions with decision-makers
15. Navigate the buying process in healthcare institutions, including public tenders
Market Intelligence & Strategy
16. Track competitor activity and market trends
17. Provide feedback to marketing and product teams on customer needs and gaps
18. Support go-to-market strategy for new product launches
19. Collaborate cross-functionally to ensure smooth onboarding and post-sale support
Value & Positioning
20. Communicate the company’s value proposition clearly and confidently
21. Handle objections and barriers with a solution-based mindset
22. Position offerings in line with customer pain points and business outcomes
4 - Responsibility Delegation
In case of absence, this role is backfilled by the General Manager, in collaboration with the Marketing Manager and other Account Managers.
5 - Skills
- Degree in Life Sciences, Business, or a related field. Master’s or PhD is an asset.
- Years of experience: 5–7 years of field sales experience in healthcare, diagnostics, medical device, or life sciences
- Mandatory: English; Asset: French
- Sales Expertise – proven ability to meet and exceed sales targets in complex environments
- Pipeline Management – proven ability to create, progress, and close a full sales funnel from prospecting to closing
- CRM proficiency – strong knowledge of CRM systems for tracking sales activity, pipeline, and forecasts. Asset: CRM Dynamics experience.
- Negotiation & Closing – experienced in high-stakes contract analysis, negotiation, and closure
- Territory Planning – ability to segment the market, prioritize accounts, and create a territory action plan that delivers growth
- Travel & Time Efficiency – skilled at planning client visits to maximize face time and minimize travel time and costs; primarily covers the territory through road travel to ensure frequent, in-person engagement while managing expenses effectively.
6 - Soft Skills
- Self-Starter
- Strategic Thinking
- Action Oriented
- Competitive
- Effective in high-pressure environments
- Skills for leading change
- Influence without authority
- Master in organization and prioritization of daily work tasks
- Excellent standard of personal presentation
- Clear and honest communication
- Political Savvy
7 - Workplace
- Works from home office located in the Greater Toronto Area
- Expected to travel 65% of the time
- Domestic travel and some international travel as required
Thank you in advance for your interest; only individuals deemed to have the skill set and experience to fit the role will be contacted.
Lock Search Group is a National Executive Recruitment firm with 11 offices in Canada and one in the United States, a staff of more than 30 Consultants and Associates, and expertise in 11 major disciplines. Our mission is to provide exceptional Recruitment and Consulting Services to clients and candidates. We apply our experience and expertise to deliver solutions with a personalized approach that focuses on client needs and candidate goals.