Job Title: Key Account Manager - Laboratory Services (Charlotte)
Location: Charlotte, NC
Work Model: Hybrid
About the Job Opportunity
The Key Account Manager - Laboratory Services is responsible for driving growth of service-based solutions within assigned federal or state government laboratory accounts. This role partners closely with laboratory stakeholders to understand operational needs, align service offerings, and deliver measurable value through consultative selling and long-term relationship management. You will focus on expanding service adoption, identifying new opportunities, and ensuring successful execution in highly regulated laboratory environments.
What You'll Do
Key Account Management & Business Development
Serve as the primary commercial contact for assigned government laboratory accounts. Develop and execute strategic account plans aligned to laboratory missions and funding cycles. Identify and pursue cross-sell, upsell, and new service opportunities. Build trusted relationships with laboratory leadership, procurement, and operations teams.
Service Growth & Commercial Execution
Position service offerings including maintenance programs, compliance support, and operational services. Lead pricing discussions, proposals, and service contract negotiations. Support contract development, renewals, and service expansions.
Customer Engagement & Value Delivery
Conduct value-based discussions tailored to government laboratory workflows and regulations. Act as a trusted advisor by aligning service solutions to operational and compliance challenges. Ensure customer expectations are clearly defined and met.
Cross-Functional Collaboration
Partner with service operations, field teams, and account management to execute solutions. Coordinate onboarding and implementation of new service programs. Proactively address issues to support service performance and customer satisfaction.
What You'll Bring
Your Background
Bachelor's degree or equivalent experience 3+ years of experience in business development, account management, or sales Experience selling services within laboratory, healthcare, life sciences, or technical services environments Proven ability to identify, advance, and close service-related opportunities Strong negotiation, consultative selling, and relationship-building skills
Preferred Experience
Working with federal or state government laboratories Familiarity with public health, environmental, forensic, or research laboratories
Who We Want to Meet
Act Like an Owner: Demonstrates Accountability & Execution by owning account outcomes and following through on commitments. Serve with Purpose: Applies Customer Centric thinking to align service solutions with laboratory mission and impact. Adapt to Thrive: Uses Managing Ambiguity to remain effective in regulated, complex government environments. Collaborate to Win: Leverages Influence & Communication to align internal teams and external stakeholders. Challenge the Status Quo: Applies Curiosity & Problem Solving to uncover service growth opportunities and improve outcomes