Director, Strategic Accounts

Carlsmed; Chicago (IL); On-site; USD 120,000 - 160,000; Full time

Job summary

A leading company in medical technology is seeking a Strategic Accounts Director based in Chicago. This role involves driving access and adoption of innovative products within hospitals and healthcare systems. The ideal candidate will have a strong background in medical device sales, excellent negotiation skills, and the ability to cultivate executive relationships across major accounts. Competitive salary and comprehensive employee benefits are offered.

Benefits

100% paid healthcare premiums

401(k) plan with employer matching

Unlimited PTO

Qualifications

• 5+ years of experience in medical device sales or market access.
• Experience in disruptive technologies and hospital processes.
• Willingness to travel up to 60%.

Responsibilities

• Lead contracting efforts with hospitals and GPOs.
• Develop account strategies in line with revenue objectives.
• Collaborate with sales to support hospital engagement.

Skills

Contract negotiations

Value-based selling

Strategic business planning

Healthcare economics

Decision-making

Communication

Negotiation

Leadership

Education

Bachelor's degree

MBA or advanced degree

Job description

Position Description

The Strategic Accounts Director is responsible for developing and executing strategies to

gain and expand access to hospitals, IDNs, and GPOs. This individual will be a key leader in

contract negotiations, pricing strategies, and relationship management with major accounts,

reporting to the Vice President of Strategic Accounts and Professional Education. Success in

this role requires deep expertise in hospital purchasing dynamics, strong connections within

the healthcare industry, and experience commercializing disruptive medical technologies.

Responsibilities

Market Access & Contracting

• Lead contracting efforts with hospitals, IDNs and GPOs to secure agreements for thecompany’s products, driving profitable growth while ensuring compliance withcompany policies.
• Identify and drive key opportunities to expand market access and improve hospitaladoption of the company’s technology.
• Monitor the competitive landscape and evolving reimbursement trends to optimizepositioning within strategic accounts.

Strategic Sales & Business Development

• Develop and execute account strategies that align with the company’s revenue andgrowth objectives.
• Collaborate with the field sales team to support hospital-level engagement andexecution of strategic agreements.
• Cultivate executive-level relationships with decision-makers and influencers withinmajor accounts, including supply chain, value analysis committees, and clinicalstakeholders.
• Leverage data and insights to develop compelling business cases that demonstrate the clinical and economic value of the company’s technology.

Cross-Functional Collaboration & Execution

• Work closely with Sales, Marketing, Finance, Reimbursement, and Regulatory teams toensure a seamless approach to market access and commercialization.
• Partner with marketing and clinical teams to tailor messaging and value propositionsfor hospitals, IDNs and GPOs.
• Support product launches by ensuring alignment with key accounts and optimizingsales channel strategies.
• Provide strategic input to leadership on customer feedback, market access barriers,and opportunities for growth.

Skills

• Expertise in contract negotiations, value-based selling, and strategic businessplanning.
• Strong understanding of healthcare economics, reimbursement, and procurementdecision-making within health systems.
• Ability to influence executive decision-makers and effectively present business cases.
• Excellent communication, negotiation, and leadership skills.

Qualifications

• 5+ years of experience in medical device sales, national accounts, or market access,with a strong preference for spine or orthopedic technologies.
• Experience selling breakthrough or disruptive medical technologies and navigatinghospital approval processes.
• Bachelor's degree required; MBA or advanced degree preferred.
• Proven ability to manage a large territory and willingness to travel up to 60%.

Equal Opportunity Employer

Carlsmed is an equal-opportunity employer. All applicants will be considered for

employment without attention to race, color, religion, sex, sexual orientation, gender identity,

national origin, veteran or disability status. Carlsmed is committed to providing reasonable

accommodation for candidates with disabilities in our recruitment process.

Compensation

We are pleased to provide a competitive salary and benefits. Our benefits reflect our

investment in the overall health and well-being of our employees and their families. including

paying 100% of monthly healthcare, dental & vision insurance premiums, a 401(k) plan with

employer matching and unlimited PTO. Compensation may vary based on related skills,

experience, and relevant key attributes.