FQHC Strategic Account Manager

The FQHC Strategic Account Manager is responsible for generating new business opportunities with Federally Qualified Health Centers (FQHCs) across the U.S., leading the full sales cycle from prospecting to closing. This role requires a self-starter with an entrepreneurial mindset who can build and manage their own pipeline, take initiative, and position DigitalOptometrics' tele-optometry solutions as a high impact offering that expands access to quality vision care. The ideal candidate will have experience selling into FQHCs, vision care providers, or healthcare technology markets, with a strong understanding of FQHC operations and challenges.

Job Duties And Responsibilities

• Identifies and builds strategic relationships with executives, administrators, and clinical leaders at Federally Qualified Health Centers (FQHCs) and community health organizations to introduce DigitalOptometrics' tele-optometry services.
• Develops a territory-specific sales strategy focused on driving new business growth in the FQHC sector.
• Proactively builds and expands their own pipeline of qualified FQHC leads through research, outreach, and strategic networking, without relying solely on inbound leads or marketing support.
• Educates potential FQHC partners on the value of tele-optometry in expanding access to care, improving patient outcomes, and supporting underserved communities.
• Conducts in-depth market research to understand the operational challenges, funding models, and care delivery goals unique to FQHCs.
• Builds and maintains a robust sales pipeline of qualified FQHC prospects using HubSpot CRM or similar tools.
• Leads prospects through the entire sales process, including initial outreach, consultative discovery, solution alignment, pricing, negotiation, and deal closure.
• Develops customized business proposals, ROI models, and implementation plans tailored to the unique needs of FQHCs.
• Attends relevant FQHC conferences to generate leads and represent DigitalOptometrics.
• Networks with decision-makers and influencers in the FQHC space, including C-suite executives, medical directors, and government-funded program leaders.
• Presents at webinars, panels, or local/regional forums to position DigitalOptometrics as a thought leader in vision care access and telehealth innovation.
• Delivers compelling sales presentations and live or virtual product demonstrations that highlight the clinical, operational, and financial benefits of the solution.
• Coordinates remote or in-person meetings with medical, operations, and IT teams at prospective FQHC partners to ensure full alignment.
• Oversees the evaluation, proposal, and contract negotiation process, addressing stakeholder concerns and adapting as needed to meet procurement requirements.
• Collaborates with internal implementation and operations teams to ensure a smooth onboarding process and client satisfaction post-sale.
• Maintains accurate and detailed records of all sales activities, communications, deal status, and client feedback within the CRM system.
• Provides regular reporting on sales performance, pipeline health, market trends, and feedback from the FQHC sector.
• Continuously gathers insights from prospects to refine DigitalOptometrics' go-to-market strategy, messaging, and service offering for the FQHC market.
• Performs additional responsibilities as assigned, as this list does not reflect all duties and responsibilities of the FQHC Strategic Account Manager.
  
  

Qualifications

Competencies:

• Strong business development and sales acumen, particularly within healthcare or medical technology.
• Ability to engage and influence FQHC executives, administrators, and key decision-makers.
• Deep understanding of FQHC operations, reimbursement models, and telehealth trends.
• Excellent presentation, negotiation, and relationship-building skills.
• Ability to build and nurture long-term partnerships with executives and healthcare administrators at community health centers.
• Can think strategically and offer creative solutions for integrating remote optometry into primary care workflows.
• Ability to manage objections, adjust sales approaches, and pivot strategies as DigitalOptometrics expands in the FQHC market.
• Proficiency in CRM tools (HubSpot preferred) and sales pipeline management.
• Self-motivated with the ability to work independently while collaborating across teams to drive strategic growth.
• Confident in delivering compelling sales pitches, product demos, and ROI discussions to key stakeholders.
• Ability to manage multiple tasks and meet deadlines.
• Entrepreneurial mindset with a strong sense of ownership and urgency in generating leads and driving new business.
• Possess a strong commitment to a team environment while working well with others, which includes treating doctors, clients, employees, and all stakeholders with respect and dignity.
  
  

Skills

• Comfortable using video conferencing platforms such as Zoom, Microsoft Teams and Google Meet for virtual collaboration.
• Experience in sales, business development, or strategic partnerships, ideally within FQHCs, optometry, or healthcare technology.
• Proven ability to sell solutions to medical professionals and healthcare organizations.
• Ability to identify and approach potential FQHC partners through research, networking, and outreach.
• Understanding of FQHC operations, telehealth models, and vision care service delivery in community health settings.
• Skilled at overcoming objections, structuring deals, and finalizing contracts with FQHC administrators and clinical leadership.
• Strong presentation and public speaking abilities.
• Familiarity with telemedicine integration and community-based healthcare delivery models.
• Proficiency in Microsoft Office Suite (Word, Excel, Outlook, PowerPoint)
  
  

Education

• Bachelor's degree in Business, Healthcare Administration, Sales, Marketing, or a related field preferred.
• Equivalent work experience in FQHC sales, vision care, or healthcare business development may be considered.
  
  

Experience

• Minimum of 5 years of direct sales experience in healthcare, medical devices, vision care, or community health, with a strong focus on new business development and closing deals.
• Proven track record of identifying, pursuing, and closing B2B healthcare partnerships.
• Experience working with FQHCs, optometry, telehealth, or medical technology solutions is highly preferred.
• Familiarity with healthcare reimbursement models, vision care delivery in underserved communities, and clinical workflows in FQHCs or similar environments.
• Previous experience introducing new products, services, or solutions into the medical market is a strong plus.
• Demonstrated experience in conference networking, lead generation, and relationship-building with healthcare professionals.
• Hands-on experience with CRM software (HubSpot preferred) and sales pipeline management.
• Prior experience working with FQHC leadership, vision care networks, or nonprofit healthcare providers is a plus.
• Previous conference representation and industry networking experience.
  
  

Work Environment

• Works primarily in a climate-controlled environment with minimal safety/health hazard potential.
• Access to a fast and reliable hardwired internet connection with a minimum of 10 Mbps upload and 10 Mbps download
• A quiet, professional work area free of distractions.
• Ability to travel as needed for business development efforts.
  
  

Physical Demands

• Must be able to be punctual and attend work on a regular and consistent basis.
• This is a salaried position; however, additional hours may be required to meet business needs.
• Must be able to concentrate with various interruptions, weather conditions, and noise levels.
• Ability to communicate effectively (speak and hear) and perform tasks requiring use of hands and fingers.
• Ability to remain seated for extended periods, up to 8 hours a day, with standard breaks provided in accordance with company policy and applicable state regulations.
• Ability to travel as needed for business development efforts.
  
  

The physical demands described above are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

DigitalOptometrics is an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, national origin, age, disability, genetic information, or any other protected status. We are committed to providing a workplace free of discrimination and harassment.

Job Posted by ApplicantPro