Senior Manager, Key Accounts (Providers)

Key Responsibilities

Account Ownership and Growth
Own and grow your accounts. Build account plans with clear order growth targets, risks, and next steps. Know each account down to the site and prescriber: who's ordering, who stopped, who never started, and why.
Flex your coverage to the account. Health systems and large groups get high-touch coverage. For smaller practices, build scaled approaches such as group training, office hours, and practice-ready resources, so they get what they need without one-to-one coverage.
Expand. Find the next site, service line, provider group, or product inside each account and build the case with clinical and operational leaders.
Build the foundation. Create and improve playbooks for adoption, account health, retraining, and expansion. Synthesize learnings across accounts into repeatable approaches.
Provider Engagement
Drive repeat ordering. Monitor provider and site performance against agreed targets. Diagnose what's slowing adoption, such as workflow breaks, staff turnover, reimbursement friction, or losing a champion, and fix it with named owners, dates, and measurable results.
Build internal advocacy. Partner with executives, provider leaders, practice managers, and clinical champions to sustain prescribing and patient activation.
Train and retrain. Lead ongoing education for new prescribers, new sites, and practice staff, in partnership with Clinical and PECT. Track the impact on prescribing and activation.
Be the first line on day-to-day reimbursement issues. Spot denial patterns, billing workflow problems, and payer issues early. Bring in Market Access, who own reimbursement and payer strategy, and make sure the practice knows how to handle it next time.
Internal Stakeholder Management
Take a clean handoff from PECT. Work alongside PECT as implementation wraps up, then own the account once it's live and ordering. Bring PECT back in when an expansion needs new workflows or EHR work.
Own escalations. Serve as the primary account escalation contact and drive resolution across Sales, PECT, Market Access, Clinical, Product, IT Implementation, and Legal.
Partner with Sales on growth. Contribute to contract amendments, pricing, and forecasting.
Keep leadership informed. Provide timely, executive-ready updates to senior leadership and customer sponsors.
Reporting and Documentation
Keep Salesforce as the single source of truth for accounts, contacts, opportunities, activity, and forecast. Use dashboards to surface adoption, risk, and growth signals.
Run QBRs and JOCs with clinical, operational, revenue cycle, and executive sponsors, built on order and activation data and clear next steps.
Partner with Finance on account reporting, invoicing, and forecasting, including resolving practice invoice issues.

Required Skills and Experience

8+ years in healthcare client success, account management, or field roles, including 4+ years in a customer-facing account role at a med device, diagnostics, digital health, or PDT company where revenue depended on providers ordering. Examples include ambulatory cardiac monitoring, home sleep testing, CGM, and RPM.
A track record of growing utilization or order volume across both health systems and smaller practices or provider groups. Bring the numbers.
Hands-on knowledge of how practices bill and get paid: fee-for-service, HCPCS/CPT, charge capture, and denials. You understand provider economics and what it means for a practice to carry reimbursement risk.
Credibility with clinical, operational, IT, revenue cycle, and executive stakeholders, and just as comfortable with a three-provider practice's office manager.
The ability to turn utilization data into an action plan and a credible ROI story. Salesforce and Looker (or similar) experience.
Disciplined organization, risk and issue management, and follow-through across a mixed portfolio.
Bachelor's degree required. An MBA, MPH, or clinical background is a plus. A clinical license is not required.
Willingness to travel 30–40% for onsite provider engagement, training, and account reviews.
Preferred
You've trained, mentored, or led others, or built a playbook from scratch.
Sleep medicine or behavioral health experience.