PartsSource is the leading technology and software platform for managing mission-critical healthcare equipment. Trusted by over 5,000 US hospitals and 15,000 clinical sites, PartsSource empowers providers and service organizations to maximize clinical availability for patient care and automates the procurement of parts, services and training through a unique digital experience.
PartsSource team members are deeply committed to our mission of Ensuring Healthcare is Always On®, which is foundational to our success and growth. Our vibrant culture is built upon aligned values, shared ownership, mutual respect, and a passion for collaborating to solve complex customer problems.
Job Title:
Location: Charlotte, NC
About the Job Opportunity
The Key Account Manager, Laboratory 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
Benefits & Perks
- Competitive compensation package with salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health, college debt reduction, and more!)
- Career and professional development through training, coaching and new experiences.
- Hybrid culture with new & beautiful workspaces that balance flexibility, collaboration, and productivity.
- Inclusive and diverse community of passionate professionals learning and growing together.
Interested?
We’d love to hear from you! Submit your resume and an optional cover letter explaining why you’d be a great fit.
About PartsSource
Since 2001, PartsSource has evolved into the leading technology and software platform for managing mission-critical equipment, serving over half of the U.S. hospital infrastructure. Our digital systems modernize and automate the procurement of parts, services, technical support, and training for HTM professionals to efficiently and effectively maintain their mission-critical equipment. PartsSource employs over 700 employees nationwide that committed to supporting healthcare providers and ensuring healthcare always on.
In 2021, Bain Capital invested in the business, further accelerating our growth and positive impact within the healthcare industry.
Read more about us here:
· PartsSource Named to Newsweek’s List of the Top 200 America’s Most Loved Workplaces for 2024
· PartsSource® Named Among the Top 50 Healthcare Technology Companies of 2025
· PartsSource® Named Among the Top 25 Healthcare Software Companies of 2025
· PartsSource President and CEO Philip Settimi Named to Top 50 Healthcare Technology CEO List 2025
· WSJ: Bain Capital Private Equity Scoops Up PartsSource
Legal authorization to work in the U.S. is required.
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