Account Manager

Summary

Join Hazel Health, a leading virtual provider of school-based healthcare, as an Account Manager. You will cultivate and expand relationships with K-12 school districts, collaborating with the customer success team and internal stakeholders to achieve regional goals. This role involves establishing strategic partnerships, leading the team in creating a dynamic experience for K-12 partnerships, and developing account strategies to meet engagement, renewal, and expansion targets. You will analyze account performance, resolve issues, and conduct regular check-ins with district partners. The position requires managing the renewal process, maintaining product knowledge, and representing customer needs to internal teams. The ideal candidate has K-12 account management experience, a data-driven approach, and a proven track record of fostering strong relationships. This remote role is based in Los Angeles, CA, with up to 30% travel.

Requirements

• Prior sales or account management experience within K-12 education or in partnership with K-12 education, at the district level or above
• Demonstrated ability to perform against engagement and renewal targets
• Strong communication, negotiation, and interpersonal skills
• Proficiency with CRM software

Responsibilities

• Activate & manage district relationships
• Identify key stakeholders across the district and broader district ecosystem (schools, parents, local government, other community partners, etc) that are critical to account success and develop insight into how decisions are made
• Serve as the primary point of contact and actively build and deepen relationships by understanding stakeholder needs and priorities and appropriately matching them to opportunities and solutions within Hazel’s control
• Lead strategic conversations focused on the value of Hazel’s products and services, opportunities for improved customer service delivery, and expansions / renewals
• Develop and implement strategies that drive partner success
• Develop account strategies to achieve engagement, renewal, and expansion targets, aligned with overall customer and Hazel business objectives
• Use tailored insights to recommend and build alignment around actions that will enable care for more students while improving the operating conditions necessary for account success
• Proactively analyze account performance metrics, as well as customer feedback and insights, to identify and resolve risks that may impact the district's strategic goals. Work closely with cross-functional partners across the organization to surface customer needs and resolve issues in a timely manner
• Conduct regular check-ins with district partners that deepen our understanding of customer needs, highlight successes, address concerns, and demonstrate how our products and services help districts achieve their goals
• Accurately track customer-related activities, communication, market data, and critical issues using a CRM, ensuring all insights are integrated into strategic account planning
• Secure account renewal
• Manage the end-to-end renewal process for the district, by creating a clear understanding of district decision-making processes and hierarchy, developing and executing a strategic plan, and negotiating favorable terms that sustain / deliver value for both Hazel and our customers
• Maintain deep product and service knowledge
• Stay informed about Hazel Health's products and services to effectively communicate their value to district partners
• Represent the voice of the customer to Product, Marketing, Clinical, and other core teams to inform the development of new offerings and services, while addressing current needs and pain points

Preferred Qualifications

• Prior experience within start-up or hyper-growth environments
• Direct prior experience as a school counselor or administrator or district leader
• K-12 Ecosystem Understanding & Relationship Development: You understand the players and hierarchies that exist with K-12 schools and districts, and know how to best leverage that knowledge and relationships to meet team KPIs. Bonus points if you’ve previously worked in schools or district roles before shifting into account management
• Account Management: You have deep, quantifiable experience in successfully managing relationships within large districts in the K-12 market, and understand market positioning to secure buy-in, collaboration, and loyalty from key players
• Activation and Engagement Tactics: You know how to translate district partnerships into active, successful usage. You proactively develop engagement plans that drive adoption at both the school and district levels. You can navigate common blockers (like competing priorities or limited capacity) and deftly use data to adapt engagement strategies
• Customer Service Mindset: You lead by relating to your stakeholders, be they internal or external; you’ve developed a strong reputation as a people person, and somebody that folks are excited to work with. You’re able to manage complex account health issues with a focus on timely resolution
• Renewal Ability / Sales Skillet: You’ve managed revenue streams in prior organizations and have a track record of securing partnership renewals that result in favorable terms that sustain & deliver value for both an organization and its customers

Benefits

• 401k match
• Healthcare coverage
• Paid time off
• Stock options
• A broad range of other benefits and perks
• Total compensation for this role is market competitive, with a base salary range of $110,000 - $130,000, up to $20,000 annual bonus