Director of Strategic Accounts

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

📋 Description

• Take charge of growth strategies for designated regional health systems and key Integrated Delivery Networks (IDNs), which encompasses facility targets, sequencing, milestones, and stakeholder priorities.

• Evaluate installed-base performance, treatment pull-through, whitespace, competitive landscape, customer needs, and obstacles to adoption.

• Coordinate with Account Sales Managers (ASMs) and field leadership on account priorities, coverage, facility ownership, and recommended next steps.

• Track account progression, opportunity pipeline, forecasts, risks, and necessary support.

• Analyze national and system-level agreements to uncover expansion opportunities.

• Cultivate relationships with clinical, operational, financial, supply chain, and executive stakeholders at regional, system, and site levels.

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

• Lead account and business reviews, discovery sessions, demonstrations, executive meetings, opportunity advancement, and implementation planning.

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

• Create and deliver 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 use and growth.

• Achieve or surpass quarterly and annual sales targets.

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

• Adhere to company quality and commercial policies.

⛳️ Requirements

• Bachelor's degree or equivalent experience.

• A minimum of ten years of successful experience in MedTech or complex healthcare sales, 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-level 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.

🏝️ Benefits

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

• Chance to collaborate with talented individuals.

• Opportunities for challenge and professional growth.

• Commitment to equal opportunity employment and diversity and inclusion.