Strategic Account Manager

Job Summary:

The Strategic Account Manager is responsible for selling and marketing selected Company products to targeted Integrated Delivery Networks (IDN) and multi-hospital systems as well as managing the contractual relationships with specified Group Purchasing Organizations (GPO). Under the direction of the Sr. Manager, Strategic Accounts, the position is responsible for utilizing innovative contracting strategies and tactics for the development of new business in targeted accounts, for protecting current base business and for increasing market share to IDNs across all business lines. The Strategic Accounts Manager advises sales management on department-related issues, including those with company-wide or external impact.

• Ability to drive high-level, C-Suite engagements, fostering relationships with organizational leadership.
• Experienced business acumen with the ability to think outside the box for mutually beneficial agreements.
• Ability to lead and manage field sales activities without direct report responsibility.
• High energy and positive attitude along with a focused competitive drive for success.

Responsibilities:

• Develop strong relationships with key executives, clinical staff and entire supply chain within targeted IDNs and multi-hospital systems.
• Execute the Strategic Accounts Strategy focusing on long and short-term goals that increase sales and build the Company brand equity and loyalty.
• Negotiate contract terms for sales to IDNs and multi-hospital systems including pricing, warranty and special conditions.
• Develop new business in targeted IDNs by developing and employing innovative contracting strategies and tactics focused on creating a competitive advantage. These strategies and tactics should also identify opportunities to increase market share within those identified IDNs across all business lines.
• Interact with Region Sales Managers to target IDN enterprise business sales opportunities within their respective region and/or assigned accounts.
• Submit to Sr. Manager, Strategic Accounts a monthly dashboard on activities and achievements of goals and objectives.
• A quarterly dashboard is also required to outline the spend history, the sales funnel and projected quarterly business for targeted IDNs and GPOs.
• Work with Regional Sales Managers to develop forecasts for opportunities with a contracted or projected IDN partner.
• Coach the Account Managers to understand the different IDN strategies from internal and external viewpoints.
• Share knowledge to continually train Account Managers in regards to any group buys and/or target buys and promotions for the respective assigned GPOs and IDNs.
• Work in collaboration with the Strategic Accounts Sales Analyst to achieve goals and deadlines.
• Represent Company products and trade shows and events when requested to do so.
• Maintain and monitor expenses in accordance with Company policy.
• Travel throughout the United States as necessary to facilitate the business needs, quarterly reviews, national meetings and trade shows.
• Become an independent employee able to analyze problems and formulate plans to overcome challenges and to get work done quickly with a high degree of quality.
• To make sound and logical decisions and choose the appropriate courses of action based on the parameters of the situation at hand and to use continual improvement problem solving skills.
• Assist in creating an ongoing effort to improve the Company and Strategic Accounts Department through personal action and engagement, contributing ideas to support both the Department and Company’s ongoing improvement efforts.
• Understand the Company’s business objectives and the relationship between the Department and those objectives; to support and follow the Corporate Vision, Mission Values and Statements, to maintain the services and quality levels set by the Company, and to continually enable the Company to be a great place to work.
• Understand, follow and support the Company’s internal Quality System policies, procedures and work instructions including but not limited to applicable external regulations (21 Code of Federal Regulations Part 820 Quality System Regulations and applicable International Standards).

Qualifications & Requirements:

Required:

• Bachelor’s degree in Business, Marketing or related field (MBA Preferred)
• 10+ years in commercial, product, or business leadership roles in the healthcare or medtech industry.
• Proven track record leading both product categories and customer segments with measurable revenue growth outcomes.
• Strong financial acumen, organizational influence, and cross-functional leadership experience.

Preferred:

• Experience in scaling commercial infrastructure (teams, systems, processes) at a high-growth organization.
• Background in ASC markets, IDN contracting, or GPO strategies.
• Experience supporting international expansion or adjacent commercial verticals.
• Visionary and strategic, with the ability to operate tactically in the present while building for the future.
• Executive presence with strong stakeholder influence, both internally and externally.
• Entrepreneurial mindset with the resilience and adaptability needed to scale an organization.
• Data-driven and analytically grounded, with a commitment to performance visibility and accountability.
• Excellent customer focus with a high sense of urgency. Ability to provide excellent interpersonal and communication skills.
• Able to travel up to 80% with some weekend travel within the United States and internationally.