Strategic Account Director

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

📋 Description

• Take ownership of account strategy, stakeholder mapping, governance frameworks, opportunity roadmaps, and commercial outcomes for a portfolio of strategically significant health systems.

• Act as a senior spokesperson for OTTAVA, engaging stakeholders at both system-wide and local levels.

• Establish relationships with health-system C-suite executives, as well as leaders in strategy, finance, procurement, supply chain, capital and robotics committees, service-line leaders, IT, and robotics coordinators.

• Cultivate account-specific knowledge regarding capital budgeting, strategic funding, approval pathways, committee requirements, and patterns of stakeholder influence.

• Develop multi-year account plans that align customer priorities, demand, robotic program strategies, capital timing, and expansion opportunities.

• Lead sales and negotiations across multiple sites and robots.

• Oversee strategic opportunities from qualification to purchase order, ensuring coordination in awareness, advocacy, evaluation, negotiation, onboarding, utilization, and expansion.

• Convert local demand into comprehensive clinical, operational, strategic, and financial investment cases at the system level.

• Empower capital and clinical sales teams by providing account intelligence, access to senior stakeholders, removing barriers, and creating aligned selling strategies.

• Collaborate with Clinical and Capital Sales, Commercial Operations, Finance, Legal, HEMA, Offer Development, and Contracting on deal structures and customer decision-making.

• Manage forecasting, opportunity documentation, executive updates, risk identification, and ensure timely decision-making.

• Lead the account planning process across OTTAVA and cross-functional teams.

• Conduct structured account reviews, designate relationship owners, and monitor customer value, utilization, and opportunities for expansion.

• Work in conjunction with U.S. Surgery Key Account Management and Field Sales Teams on surgeon champions, account planning, introductions, and procurement access.

• Collaborate with broader Johnson & Johnson MedTech account teams to foster enterprise and cross-portfolio relationships.

• Link post-install utilization, operational performance, customer outcomes, and business reviews to future growth initiatives.

• Gather account insights and replicable practices to enhance OTTAVA’s strategic account model.

• Influence within a matrixed organization and clarify account roles, decision rights, customer engagement, and subsequent actions.

• Exemplify ethical leadership, compliance, inclusivity, transparency, and accountability.

⛳️ Requirements

• A minimum of a bachelor's degree is required.

• At least 10 years of progressive commercial experience in surgical robotics, capital equipment, healthcare, complex technology, or another highly regulated sector.

• Proven success in leading complex, multi-stakeholder enterprise sales cycles, including multi-site capital opportunities and executive-level negotiations.

• Experience in engaging health-system C-suite leaders, finance, strategy, procurement, supply chain, capital or robotics committees, IT, clinical leaders, and local hospital executives.

• Familiarity with health-system capital budgeting, strategic planning, business-case development, and purchasing processes.

• Capability to enable local sales teams and lead cross-functional account teams without direct authority in a dynamic, matrixed environment.

• Strong business and financial acumen, encompassing account planning, ROI discussions, pricing, contracting, forecasting, and value-based customer interactions.

• Excellent skills in executive communication, negotiation, problem-solving, and presentation.

• Willingness to travel approximately 50–70%, including overnight travel, and work in hospital and operating room settings.

• Valid driver's license and ability to meet all credentialing requirements of customer facilities.

• Preferred: advanced degree in business, healthcare administration, or a related discipline.

• Preferred: experience in capital equipment, operating room technology, or complex procedural platforms.

• Preferred: experience with integrated delivery networks, academic medical centers, national or regional health systems, and group purchasing organizations.

• Preferred: experience leading system-wide or multi-site capital programs and fostering relationships across corporate and local hospital levels.

• Preferred: experience in launching a new platform or establishing a market in an early commercialization phase.

• Preferred: understanding of perioperative operations, service models, implementation, technology adoption, digital connectivity, and customer success.

🏝️ Benefits

• Sales incentive compensation program.

• Company car or car allowance through the J&J Fleet program.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Short- and long-term disability insurance.

• Business accident insurance.

• Group legal insurance.

• Pension plan.

• 401(k) savings plan.

• Long-term incentive program.

• Vacation: up to 120 hours per calendar year.

• Sick time: up to 40 hours per calendar year; Washington employees up to 56 hours.

• Holiday pay, including floating holidays: up to 13 days per calendar year.

• Work, Personal and Family Time: up to 40 hours per calendar year.