Director, Strategic Accounts

Golden Technology; Monroe (NC); On-site; USD 140,000 - 210,000; Full time

Job summary

Golden Technology in Monroe, NC is seeking a senior commercial leader to own high‑value customer channels in healthcare and veterinary markets. You will drive strategic partnerships, translate customer needs into actionable commercial plans, and align internal teams around shared objectives.

You will lead strategic accounts, manage revenue and growth, negotiate terms with distributors, hospital groups and GPOs, and coordinate cross‑functional teams to deliver measurable outcomes.

Qualifications

• 7–10 years of progressive experience in strategic account management or sales leadership in animal or human health.
• Bachelor’s degree in Business, Marketing, or related field; advanced degree a plus.
• Ability to manage sophisticated customer organizations and deliver measurable outcomes.
• Strong negotiation, financial acumen, and cross-functional collaboration.

Responsibilities

• Own the overall commercial strategy for a portfolio of major relationships.
• Establish long-range plans for key accounts and identify growth opportunities.
• Develop relationships with senior stakeholders and act as trusted partner.
• Lead account planning, promotional initiatives, and customer-specific growth programs.
• Coordinate Field Sales, Marketing, Finance, and other teams to support initiatives.
• Lead account reviews and report performance to leadership.

Skills

Strategic account leadership

Sales leadership

Contract negotiations

Financial literacy

Cross-functional leadership

Executive presence

Education

Bachelor's degree in Business, Marketing, or related field

Job description

Our client is looking for an experienced commercial leader to take ownership of several high-value customer channels within the healthcare and veterinary ecosystem. This individual will be responsible for strengthening strategic partnerships, identifying new avenues for growth, and translating customer needs into actionable commercial plans.

The role will focus on organizations such as veterinary distributors, large veterinary hospital groups, and Group Purchasing Organizations (GPOs). Success will require a combination of strategic account leadership, financial understanding, negotiation skills, and the ability to coordinate multiple internal teams around shared customer objectives.

This is a senior-level opportunity for a relationship-driven commercial professional who can operate comfortably with both internal leadership and senior decision-makers at major partner organizations.

What You’ll Be Responsible For

Strategic Customer Leadership

• Own the overall commercial strategy for a portfolio of major distribution, hospital, and GPO relationships.
• Establish long-range plans for key accounts, identifying opportunities to increase sales, expand product utilization, improve distribution, and strengthen customer partnerships.
• Develop relationships with senior and executive stakeholders and serve as a trusted strategic partner to key customers.
• Understand each organization’s business priorities and translate those priorities into mutually beneficial growth initiatives.

Revenue & Business Growth

• Take accountability for account-level revenue, profitability, distribution, and growth objectives.
• Identify whitespace opportunities within existing accounts and develop strategies to expand product adoption and market presence.
• Lead annual account planning activities, including sales objectives, promotional initiatives, product introductions, and customer-specific growth programs.
• Build and manage Joint Business Plans with strategic customers, establishing measurable goals and tracking progress against agreed-upon objectives.
• Use customer, sales, financial, and market information to identify emerging risks and prioritize growth opportunities.

Commercial Agreements & Negotiations

• Lead commercial discussions involving distributor relationships, corporate veterinary organizations, and GPO partners.
• Manage contract negotiations, renewals, pricing structures, rebates, incentives, and other commercial terms.
• Work closely with Finance, Legal, and Channel Management to develop agreements that balance customer requirements with business profitability.
• Monitor existing agreements and ensure commercial activities remain consistent with established policies and contractual commitments.

Cross-Functional Leadership

• Bring together Field Sales, Marketing, Channel Management, Finance, Supply Chain, and eCommerce teams to support strategic customer initiatives.
• Determine appropriate internal resources needed to support account growth and provide business justification for additional field or account support when required.
• Coordinate product launches, promotional programs, merchandising initiatives, and account-specific opportunities across internal functions.
• Partner with digital and eCommerce teams to maintain accurate product information and customer-facing data across partner platforms.

Performance Management

• Establish account performance measures and routinely evaluate results against business objectives.
• Lead monthly account reviews and executive-level Quarterly Business Reviews (QBRs).
• Analyze performance trends and develop action plans when accounts fall short of established targets.
• Present account performance, financial considerations, opportunities, and recommendations to internal leadership and external stakeholders.

What We’re Looking For

• 7–10 years of progressive experience in strategic account management, sales leadership, commercial management, or a related function within the animal health or human health industry.
• Bachelor’s degree in Business, Marketing, or a related field; an advanced degree is a plus.
• Demonstrated ability to manage sophisticated customer organizations and deliver measurable commercial outcomes.
• Strong background in strategic selling, account development, contract negotiations, pricing, rebates, and multi‑party commercial agreements.
• Experience creating and executing account strategies involving multiple internal and external stakeholders.
• Strong understanding of financial and sales metrics with the ability to turn data into practical business recommendations.
• Excellent executive presence with strong presentation, communication, negotiation, and relationship‑management capabilities.
• Ability to influence without direct authority and effectively coordinate cross‑functional teams.
• Strong business judgment, analytical thinking, and ability to balance short‑term execution with long‑term account strategy.
• This is primarily an on‑site leadership position with regular in‑office presence expected.
• Approximately 25% travel is anticipated for employees working on‑site.
• Employees working remotely may be expected to travel up to 50%, including travel to the company’s primary office location.