Account Manager – Medical Devices & Diagnostics

Lock Search Group; Ontario; Remote; CAD 80,000 - 110,000; Full time

Job summary

A leading recruitment firm is seeking an experienced Account Manager to drive sales growth in the Greater Toronto Area. The role involves strategic account management and new business development in healthcare institutions. The successful candidate will enjoy a fast-paced environment, a strong focus on exceeding targets, and the opportunity to build lasting relationships with key stakeholders.

Qualifications

• 5-7 years of field sales experience in healthcare, diagnostics, medical device, or life sciences.
• Fluency in English; knowledge of French is an asset.
• Proven ability to exceed sales targets in complex environments.

Responsibilities

• Drive sales growth through new business development and strategic account management.
• Build and manage a robust sales pipeline using CRM tools.
• Conduct regular business reviews and identify upsell opportunities.

Skills

Sales Expertise

Pipeline Management

CRM Proficiency

Negotiation & Closing

Territory Planning

Travel & Time Efficiency

Education

Degree in Life Sciences, Business, or a related field

Master’s or PhD (asset)

Tools

CRM Dynamics

Job description

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.