Director of Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and take ownership of growth strategies for designated regional health systems and key Integrated Delivery Networks (IDNs), encompassing facility targets, sequencing, milestones, and stakeholder priorities.

• Evaluate the performance of the installed base, treatment pull-through, whitespace opportunities, competitive landscape, customer requirements, and barriers to adoption.

• Synchronize with Area Sales Managers (ASMs) and field leadership on account priorities, coverage strategies, facility ownership, and subsequent actions.

• Monitor account progression, opportunity pipeline, forecasting, risks, and necessary support.

• Analyze national and system-level agreements to identify facilities and applications with potential for expansion.

• Foster relationships with clinical, operational, financial, supply chain, and executive stakeholders.

• Drive the expansion of Tablo into more hospitals, service lines, and acute-care applications.

• Conduct account and business reviews.

• Map customer decision-making processes and cultivate stakeholder coalitions.

• Organize discovery sessions, demonstrations, executive meetings, opportunity progression, and implementation planning.

• Collaborate with Clinical Sales, Marketing, Finance, Legal, and Operations teams.

• Create and present business cases, ROI models, and recommendations for Tablo.

• Lead or assist in negotiations for assigned accounts.

• Support customers in building consensus, preparing for implementation, and ensuring sustained adoption and expansion.

• Achieve or surpass quarterly and annual sales targets.

• Provide account plans, forecasts, risk assessments, resource requirements, and progress updates.

• Adhere to company quality and commercial policies.

⛳️ Requirements

• Bachelor's degree or equivalent experience.

• A minimum of ten years of successful sales experience in MedTech or complex healthcare, including at least five years in capital sales.

• Proven track record of growing regional health system or integrated delivery network accounts across multiple locations.

• Strong skills in consultative selling, stakeholder engagement, contracting, negotiation, and executive presentations.

• Experience in coordinating complex opportunities across customer stakeholders, field teams, and cross-functional partners without direct authority.

• Willingness to travel up to 75% of the time.

• Preferred: experience in leading strategic account growth within regional IDNs, hospitals, or complex health systems.

• Preferred: experience in introducing disruptive technology and assisting customers in adopting new operational methodologies.

• Preferred: familiarity with software, analytics, EMR integration, or healthcare IT solutions.

• Preferred: experience in dialysis, kidney care, or another intricate capital equipment market.

🏝️ Benefits

• Opportunities to enhance skills and expertise in a rewarding career.

• Engaging challenges and the chance to collaborate with exceptional individuals.

• Professional growth and development opportunities.

• Equal opportunity employer dedicated to diversity and inclusion.