Apply to Senior Account Manager, Workers' Compensation (Remote, Mid-Atlantic)

About the role

A growing national healthcare services organization is adding a Senior Account Manager to lead and grow an established book of workers' compensation field case management clients across Pennsylvania and the Mid-Atlantic.

This is a relationship-and-growth role, not a cold-calling job. You'll take ownership of an existing customer base of employers, carriers, TPAs, and adjusters, become their trusted point of contact, and expand our partnership with them: new divisions, new locations, more referrals, and broader adoption of our services. If you've managed workers' comp accounts, know how claims professionals think, and can show your attainment numbers, we want to talk to you.

This is a new position and a chance to help shape how account management works across a growing region.

What you'll do

• Own the full account management cycle for a portfolio of strategic workers' comp clients, serving as their lead point of contact

• Grow revenue within existing accounts by identifying new divisions, locations, and referral sources that aren't using our services yet

• Educate and train client teams (adjusters, claims managers, employer contacts) on how to get the most from field case management

• Build and execute strategic account plans, and track key metrics: program KPIs, quarterly results, and annual forecasts

• Lead quarterly business reviews with key clients, including utilization review

• Partner with operations, implementation, billing, and our nurse case managers to make sure clients get timely, high-quality service

• Respond to client questions, provide quotes and service agreements, and negotiate terms

• Meet or exceed quarterly revenue and activity goals, with all activity tracked in Salesforce

What you bring

• Account management experience in workers' compensation (required): managed care, case management, TPA, carrier, or a related workers' comp services company

• 6+ years of combined experience and education, with a focus on account management, client development, or B2B sales

• A documented track record of quota attainment. Be ready to talk numbers (percent to plan, revenue growth, retention)

• Fluency in a strategic account planning methodology such as Miller Heiman, Challenger, Sandler, or similar

• Experience with Salesforce or a comparable CRM

• A data-driven approach: you know your own activity-to-results math and use it to plan your time

• A collaborative style and a genuine interest in learning and getting better

• Willingness to travel up to 50% across the Mid-Atlantic region

• Must reside in the Mid-Atlantic region (PA, NJ, MD, DE, Northern VA)

Why this role

• Strong earning potential: $90K–$100K base plus a $60K target incentive, uncapped, paid quarterly

• An established book of business to build on from day one

• Remote position with field presence in your own territory

• Deep sales training and coaching resources, and a seat at the table as the account management model grows