ACCOUNT CONSULTANT JOB DESCRIPTION

The Account Consultant is a front-line revenue and relationship role found across industries where solution complexity and stakeholder diversity require a consultative sales approach. Operating at the intersection of business development and account stewardship, this position owns both the pursuit of new opportunities and the health of existing accounts within a defined territory or portfolio. Organizations in healthcare, financial services, equipment services, and enterprise technology rely on Account Consultants to translate customer needs into measurable business outcomes. The role is critical to revenue stability, client retention, and market penetration.

As the Account Consultant, you drive territory or portfolio revenue by identifying prospect needs, building stakeholder consensus, and delivering solutions that produce quantifiable improvements for customers. Reporting to a Regional or Sales Manager, you operate within a cross-functional team while maintaining independent ownership of pipeline health, account relationships, and performance against quarterly targets.

Career Impact: This role establishes you as a trusted advisor in complex B2B sales, building credentials that transfer across industries and move you toward senior account or enterprise sales leadership.

Business Impact: Your decisions directly determine whether accounts grow, renew, or churn, making your contribution visible at every level from individual customer outcomes to regional revenue performance.

Growth Opportunity: Consistent performance in this role creates a defined path to Major Account, Enterprise, or Sales Management positions, broadening both deal size and strategic scope.

• Build and maintain consultative relationships with economic buyers, end users, and administrative decision-makers across assigned accounts or territory.
• Develop custom solutions by conducting thorough needs analyses and quantifying operational improvements for each prospect or customer.
• Execute proactive retention strategies for at-risk accounts, re-engaging stakeholders, and repositioning value before revenue is at risk.
• Negotiate contracts, pricing, and service terms that support long-term partnership while meeting margin and compliance requirements.
• Partner with internal teams, including marketing, operations, and customer support, to align resources and exceed customer expectations.
• Maintain accurate pipeline, forecast, and activity data to enable real-time territory visibility and performance reporting.
• Monitor competitive market conditions, buying trends, and account health metrics to adjust account strategies proactively.
• Identify and position cross-sell and upsell opportunities within existing accounts, expanding revenue within the established base.

• Bachelor's degree in Business, Marketing, or a related field, or equivalent work experience.
• 3+ years of demonstrated success in B2B consultative sales, account management, or customer retention, with consistent quota attainment.
• Proven ability to manage complex, multi-stakeholder sales cycles from prospecting through close and post-sale optimization.
• Strong negotiation skills with experience in structuring pricing, contract terms, and service agreements at the account level.
• Excellent written and verbal communication skills, including comfort presenting to executive and committee-level audiences.
• Demonstrated organizational and time management ability to prioritize a high-volume, geographically dispersed territory or portfolio.
• Track record of maintaining accurate pipeline and activity records to support forecasting and management reporting.

• Prior experience in a regulated industry such as healthcare, financial services, or enterprise equipment, with fluency in relevant compliance or purchasing processes.
• History of top-tier sales performance, including President's Club recognition or placement in the top 10% of a peer sales cohort.
• Experience conducting formal needs assessments or total-cost-of-ownership analyses to build business cases for C-suite decision-makers.
• Familiarity with territory planning methodologies, account segmentation frameworks, or formal sales process disciplines such as MEDDIC or Challenger.

• Core Stack: Salesforce CRM, Microsoft Dynamics, Microsoft Office Suite (Word, Excel, PowerPoint).
• Collaboration & Communication: Microsoft Teams, video conferencing platforms.
• Sales Enablement & Prospecting: CRM-based pipeline and forecasting tools, sales prospecting and outreach platforms, survey and webinar registration tools.
• Data & Reporting: Account performance dashboards, territory mapping and planning tools.
• AI Tools: Not specified in examples.

• Base Salary Range: $65,000-$95,000 annually, varying by industry vertical, territory size, and seniority level.
• Bonus: Variable commission structure; on-target earnings typically add 20-40% above base.
• Equity: Not standard for individual contributor roles; may apply at senior levels or in pre-IPO companies.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company size.
• PTO: 15-20 days annually, plus company holidays; some organizations offer flexible or unlimited PTO.
• Common Perks: Car allowance or mileage reimbursement, phone and home-office stipend, expense account for client entertainment.

Figures based on current US market benchmarks. Adjust based on location, company size, and seniority level.

Lamwork is an equal opportunity employer. All qualified applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. Reasonable accommodations are available for individuals with disabilities throughout the application and employment process. All offers of employment are contingent upon successful completion of a background check. Candidates must be authorized to work in the United States.

Sitting at the intersection of clinical relationships and revenue growth, the Account Consultant drives placement and adoption of pain management devices by delivering both technical and value-based sales across hospitals, surgical centers, and clinics. Partnering with surgeons, neurologists, radiologists, and nursing staff within a defined geographic territory, the Account Consultant operates under the Regional Manager to execute strategic and tactical sales plans.

Key Responsibilities

• Develop and maintain relationships with key surgeons, therapists, nurses, physicians, clinicians, department decision makers, and administrators within assigned accounts or markets.
• Develop and maintain expertise across a range of products and product platforms.
• Manage the geographic dispersal of assigned facilities effectively.
• Negotiate contracts and prices, and manage contract administration.
• Utilise resources effectively to meet objectives.
• Implement sales activities and business strategies tactically to achieve business objectives.
• Participate actively with the Regional Manager in strategic and tactical planning.
• Position, analyse, and implement in-service activities for product categories, including business value selling.

Education & Experience

• Bachelor's degree.
• Minimum 3 years of demonstrated success in medical device sales required; 5 years preferred.
• Proven top-tier sales performance, preferably within the top 10% of the sales force.
• Experience in hospital, spine implant, operating room/surgery, and capital equipment sales preferred.
• Experience working with PC-based applications, including Windows, Word, Excel, and PowerPoint.
• Strong oral and written communication skills.
• Tactfully aggressive with comfort operating in a hospital setting.
• Car travel required.

Embedded within a cross-functional account team, the Account Consultant anchors retention, post-sale optimization, and daily customer care for an assigned portfolio of credit unions, directly influencing loyalty and long-term revenue stability. Collaborating with sales partners, business associates, and credit union staff across multiple channels, the Account Consultant balances independent execution with team-wide coordination to meet service and retention targets.

Core Functions

• Execute against established sales and service standards.
• Build strong working relationships with sales account team members, credit union customers and staff, and business partner associates.
• Support sales process, pipeline, and territory planning; maintain Salesforce.com accuracy and coordinate the sales business escalation process, including exceptions.
• Identify and position cross-sale opportunities.
• Establish and execute a proactive account-level contact strategy for retention; resell products and programs when business is at risk or stalled in implementation.
• Resolve customer care activities by engaging appropriate resources to address issues, plan changes, and new sales implementations.
• Initiate and coordinate renewals on behalf of the Sales Partner; identify retention and product or programme optimisation opportunities within assigned credit unions.
• Identify issues and potential solutions for under-performing customers.
• Assist the Account Executive with data preparation and compilation to manage account relationships and performance.
• Monitor team lines, back up peers, and support all credit unions in customer care, retention, and sales as needed.
• Initiate, lead, and prepare recommendations for internal team calls.
• Provide feedback to Marketing and Sales Planning; serve as account team quality control for sales deal metrics and proposal revenue validation.
• Manage and contribute tools, resources, and discussions to drive credit union performance.
• Design and maintain registration, survey, and tracking solutions for all webinar activities.

Skills & Qualifications

• Bachelor's degree in Marketing, Business Administration, Insurance, or related field, or equivalent professional work experience.
• Life and Health Insurance and P&C Licences required; must possess or obtain within 90 days.
• 3-5 years of successful customer care or sales/retention experience, preferably within financial services.
• Demonstrated knowledge of CUNA Mutual Group products and services, with an in-depth understanding of customers, business, industry, and market preferred.
• Strong organisational skills with the ability to manage multiple priorities, plan projects, and maintain deadlines.
• Ability to comprehend and follow complex processes with aptitude for continuous improvement.
• Demonstrated ability to integrate computer technology into sales processes.
• Effective listening, communication, interpersonal, relationship-building, problem-solving, and presentation skills with emphasis on non-face-to-face environments.
• Strong persuasive, and influential skills with a strong work ethic, drive to succeed, and ability to work independently and collaboratively.
• Travel required up to 10%.

Accountable for end-to-end complex sales cycles, the Major Account Consultant targets, pursues, and closes high-value accounts by navigating multi-stakeholder buying environments and delivering quantified, customized solutions that measurably improve prospect operations. Working closely with internal departments, market research teams, and field leads, the Major Account Consultant maintains full pipeline visibility while aligning cross-functional resources to exceed prospect expectations.

Strategic Responsibilities

• Generate a minimum of $10,400 in weekly rental revenues during each fiscal year.
• Identify key decision makers and navigate complex buying environments to ensure positioning for success.
• Use the Total Cost Evaluation process to conduct thorough site-level needs analyses with key operational contacts within target accounts.
• Develop custom solutions for target accounts and quantify process improvements and savings.
• Present effectively to diverse audiences, including large committees and executives.
• Negotiate service requirements, pricing, and terms conducive to long-term partnerships.
• Align internal groups and departments to meet and exceed prospect expectations.
• Utilise Dynamics to qualify and prioritise opportunities based on contract expiration dates, market conditions, and competitive strengths and weaknesses.
• Use available prospecting tools to reach high-level decision makers and generate early sales interest.
• Work with the Market Research and Development group to manage the database and improve prospect quantity and information quality.
• Engage urgently with MAC Leads from the field and route non-qualifying leads to local teams.
• Submit prospects meeting National Account criteria to the National Accounts Division.
• Monitor competitive market conditions, sales and pricing strategies, and buying trends to devise effective counter-strategies.
• Maintain an accurate funnel, forecast, and monthly activity report.
• Achieve a minimum of 90% to quarterly commitment, meet minimum sales activity requirements, and maintain open communication with management while conducting oneself in accordance with the Code of Ethics.

Professional Experience

• Proven track record of sales success, including President's Club or equivalent achievement.
• End-to-end major account sales experience, including identifying targets, engaging decision makers, understanding buying influences, and presenting compelling solutions.
• Experience in contract negotiations with major account prospects at the executive or C-suite level.
• Proven track record of pipeline management and forecasting.
• High-level proficiency with CRM/sales force automation tools, Microsoft Office, and Microsoft Teams.
• Good interpersonal communication skills.
• Strong organizational and time management abilities.
• Autonomous, results-driven attitude with ability to work under pressure, meet deadlines with minimal supervision, and manage and prioritise a complex workload.
• Must reside in the assigned market area with willingness and ability to travel overnight within the market area.