Director, Strategic Accounts

Jobtailor; Kentucky; On-site; USD 120,000 - 180,000; Full time

Job summary

Jobtailor in the United States seeks a senior medical device sales leader to manage strategic accounts and grow partnerships. The role focuses on articulating value across clinical, reimbursement, and health economics dimensions, while collaborating with VPs and regional sales teams on key accounts.

The candidate will drive strategic plans, manage contracts, and ensure pricing discipline aligned with corporate strategy, with extensive travel up to 50% across the country.

Qualifications

• Bachelor’s degree required.
• At least 12 years top performance in medical device sales required.
• Prior sales management experience in medical device required.
• A minimum of 4 years’ experience in medical device Market Access preferred.
• Experience with Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination preferred.
• Proficiency with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care.
• Excellent presentation skills for executive and department leadership audiences.
• Excellent written and verbal communication skills required.
• Ability to build relationships with internal and external stakeholders.
• Ability to manage negotiations for large, complex, system-wide standardization agreements.
• Great organizational and time management skills.
• Experience with the RFP process.
• Ability to travel extensively across the United States, estimated up to 50% of the time.

Responsibilities

• Drive incremental business growth through development and management of relationships with key strategic accounts
• Develop, manage, and grow partnerships with designated strategic regional accounts
• Articulate Shockwave Medical’s complete clinical, reimbursement, health economics, and pricing value proposition
• Collaborate with sales VPs, Regional Sales Directors, and sales teams on designated accounts
• Develop and implement short- and long-term strategic plans based on key customer initiatives
• Manage implementation of contracts and agreements to grow sales volumes and create partnership opportunities
• Liaise with marketing, sales, and other functions to create market expansion and entry support programs
• Maintain pricing discipline aligned with corporate strategy
• Roll out contracts within sales teams to maximize pull-through
• Collaborate with the Senior Director of Strategic Accounts, Regional Sales Directors, sales teams, contracts department, and cross-functional Shockwave partners
• Conduct quarterly business reviews with external customers and internal Shockwave partners

Skills

Medical Device Sales

Strategic Account Management

Reimbursement Expertise

Contract Negotiation

Consultative Selling

Education

Bachelor’s degree

Job description

• Drive incremental business growth through development and management of relationships with key strategic accounts
• Develop, manage, and grow partnerships with designated strategic regional accounts
• Articulate Shockwave Medical’s complete clinical, reimbursement, health economics, and pricing value proposition
• Collaborate with sales VPs, Regional Sales Directors, and sales teams on designated accounts
• Develop and implement short- and long-term strategic plans based on key customer initiatives
• Manage implementation of contracts and agreements to grow sales volumes and create partnership opportunities
• Liaise with marketing, sales, and other functions to create market expansion and entry support programs
• Maintain pricing discipline aligned with corporate strategy
• Roll out contracts within sales teams to maximize pull-through
• Collaborate with the Senior Director of Strategic Accounts, Regional Sales Directors, sales teams, contracts department, and cross-functional Shockwave partners
• Conduct quarterly business reviews with external customers and internal Shockwave partners

Requirements

• Bachelor’s degree required
• At least 12 years top performance in medical device sales required
• Prior sales management experience in medical device required
• A minimum of 4 years’ experience in medical device Market Access preferred
• Experience with Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination preferred
• Proficiency with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care
• Excellent presentation skills for executive and department leadership audiences
• Excellent written and verbal communication skills required
• Ability to build relationships with internal and external stakeholders
• Ability to manage negotiations for large, complex, system-wide standardization agreements
• Great organizational and time management skills
• Experience with the RFP process
• Ability to travel extensively across the United States, estimated up to 50% of the time

Core Competencies

Demonstrates expertise in medical device sales, strategic account management, and relationship building with key stakeholders. Proficient in developing and implementing strategic plans, managing complex negotiations, and articulating value propositions in clinical and reimbursement contexts.

Highest-signal resume keywords

• Medical Device Sales
• Strategic Account Management
• Reimbursement Expertise
• Contract Negotiation
• Consultative Selling

Hard Skills

• Market Access
• Program Implementation
• Health Policy
• RFP Process
• Pricing Strategy

Soft Skills

• Excellent Presentation Skills
• Written Communication
• Verbal Communication
• Relationship Building
• Organizational Skills

Certifications & Qualifications

• Bachelor’s Degree

Industry Keywords

• Medical Device
• Strategic Partnerships
• Sales Management
• Health Economics
• Business Growth