Position Summary
The Senior Account Manager – Laboratory & OEM Distributors is responsible for managing and growing ASP Global's strategic laboratory and OEM distributor accounts. This is a relationship-driven sales and account management role focused on revenue growth, customer retention, business development, and long-term partnership building.
The successful candidate will develop deep business relationships across several lab customers, identify growth opportunities, and serve as the primary commercial leader for their assigned accounts. Key customers may include national laboratory organizations, medical and pharmacy distributors, and OEM partners.
Mission
Drive profitable growth by expanding ASP's business within existing laboratory, pharmacy, and specialty OEM distributor accounts while ensuring exceptional customer retention and satisfaction.
Success Scorecard (First 12 Months)
1. Strengthen Strategic Customer Relationships
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Build relationships with key stakeholders at multiple levels, including buyers, operations leaders, procurement, and executive leadership.
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Conduct regular in-person meetings and business reviews with key accounts.
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Develop a thorough understanding of each customer's business objectives, priorities, and challenges.
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Position ASP Global as a trusted strategic business partner rather than a transactional supplier.
2. Deliver Revenue Growth
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Achieve assigned revenue and profitability targets.
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Increase share of wallet within existing accounts.
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Identify and close new business opportunities across assigned customers.
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Develop and execute specific account growth plans.
3. Build a Consistent Growth Pipeline
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Maintain an active pipeline of growth projects and opportunities.
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Identify opportunities for product expansion, sourcing initiatives, and supply chain improvements.
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Develop joint business plans that align ASP Global’ s solutions with customer priorities.
4. Drive Customer Retention & Service Excellence
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Achieve customer retention objectives across assigned accounts.
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Serve as the primary point of contact for customer needs and escalations.
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Ensure customer expectations are clearly understood and effectively managed.
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Partner closely with cross functional internal teams (customer service, sourcing, purchasing, demand planning, finance, marketing and sales) to deliver exceptional service and resolve issues proactively.
Key Responsibilities
Strategic Account Management
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Own commercial performance for assigned laboratory and specialty OEM distributor accounts.
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Develop and execute account plans focused on growth, retention, and customer satisfaction.
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Expand ASP Global’s product and sourcing footprint within existing customers.
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Relationship Management
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Build strong business relationships across multiple levels within customer organizations.
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Conduct regular customer visits, business reviews, operations improvement, and strategic planning meetings.
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Develop a deep understanding of customer goals, challenges, and success metrics; provide effective performance management and results reporting
Business Development
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Identify and execute growth opportunities within assigned accounts.
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Lead contract negotiations, pricing discussions, RFQs, and RFPs.
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Expand ASP's presence through new products, programs, and solutions.
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Customer Success Leadership.
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Act as the customer's advocate within ASP.
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Coordinate closely with Operations, Supply Chain, Customer Service, and Product Management teams.
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Ensure successful execution of customer commitments and service expectations.
Qualifications
Required
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10+ Years of experience in strategic account management, sales, or business development within healthcare, laboratory diagnostics, medical distribution, or related industries.
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Proven success managing and growing complex customer relationships.
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Experience leading contract negotiations and commercial discussions.
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Strong executive presence and relationship-building skills.
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Experience working with laboratory organizations, healthcare distributors, or OEM partners.
- Knowledge of laboratory consumables, specimen collection, healthcare supply chain, or medical distribution markets.
