Sr. Manager Strategic Accounts

Tactile Medical; New York (NY); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental and vision benefits

Retirement benefits

Employee stock purchase plan

Paid time off and parental leave

Job summary

Tactile Medical, a leader in at-home therapy devices for lymphedema and related conditions, seeks a Senior Strategic Accounts Manager. This field-based role retains and grows key national accounts, driving disease-state awareness, protocol adoption, EMR integrations, and strong customer support.

You will blend high-touch relationship management with data analytics to track account health and collaborate across internal teams.

Qualifications

• Bachelor’s degree required or equivalent with 4 years combined education/work experience.
• Minimum of three (3) years of dedicated national accounts sales experience.
• Minimum of five (5) years of field-based sales experience in the medical device industry strongly preferred.
• Strong communication and advisory skills with healthcare stakeholders.

Responsibilities

• Grow national accounts by hunting, prospecting, and building executive-level relationships with Management Organizations, IDNs, and large hospital systems.
• Act as trusted advisor to KOLs, medical staff, and C-suite executives, aligning therapies with institutional goals.
• Develop account strategies to increase clinical adoption and nationwide product placement.
• Lead educational initiatives on lymphedema and bridge clinical needs to technical solutions for stakeholders.
• Organize on-site roundtables, C-suite presentations and large-scale educational seminars.
• Utilize CRM and market data to monitor utilization trends and quantify program impact.
• Lead quarterly or bi-annual business reviews with network groups to assess outcomes.
• Provide sales leadership with market insights, track prospects, and maintain forecasts.
• Collaborate with Field Sales and Marketing to align national accounts with local execution.
• Share best practices with other Senior SAMs to boost team performance.

Skills

Proven Track Record

Financial & Business Acumen

Consultative Selling

Healthcare Fluency

Project Management

Education

Bachelor’s degree or equivalent combined education and work experience (4 years)

Job description

At Tactile Medical, we specialize in developing at-home therapy devices to treat lymphedema, chronic venous insufficiency and respiratory illnesses.

Position Overview

The Senior Strategic Accounts Manager is a high-level, field-based individual contributor role responsible for retaining and growing key national accounts and healthcare systems. You will serve as the primary architect for long-term partnerships, driving disease state awareness (Lymphedema and Chronic Venous Insufficiency), protocol adoption, EMR integrations, and strong customer support. This role blends high-touch relationship management with data analytics to track account health. You will collaborate closely with Sales and other internal departments to advance our patient-first vision.

Core Responsibilities

Strategic Network Growth & Executive Engagement

• Network Penetration: Hunt, prospect, and cultivate robust executive-level business relationships across Management Organizations, Integrated Delivery Networks (IDNs), and large hospital systems.
• Trusted Advisor: Act as the face of Tactile Medical to Key Opinion Leaders (KOLs), medical staff, and C-suite executives, providing consultative solutions to align our therapies with their institutional goals.
• Account Optimization: Implement strategies to place Tactile Medical products country-wide and increase clinical adoption within large regional and national healthcare markets.

Disease State Advancement & Clinical Education

• Educational Leadership: Plan and execute Key Account Programs to advance education on Lymphedema and develop clinical protocols.
• Bridging the Gap: Translate complex clinical needs into technical solutions, ensuring stakeholders grasp the systemic, long-term value of Tactile Medical’s products.
• On-site Leadership: Expertly organize and facilitate in-person clinical roundtables, C-suite presentations, and large-scale educational seminars.

Data-Driven Strategy & Forecasting

• Utilization Analytics: Maintain high proficiency in CRM analytics and market data to monitor ongoing utilization trends and quantify the impact of customer excellence programs.
• Business Reviews: Hold quarterly or bi-annual business review meetings with assigned network groups to assess outcomes.
• Accurate Forecasting: Provide Sales Leadership with clear market insights, track prospects, and accurately maintain forecasts within our Tactile Medical Careers database.

Cross-Functional Synergy

• Local to National Alignment: Partner with Field Sales and Marketing to synchronize national account strategies with local, on-the-ground execution.
• Team Collaboration: Work alongside other Senior SAMs to freely share best practices, improve overall team performance, and disseminate important industry trends.

Qualifications & Requirements

Education & Experience

• Bachelor’s degree or equivalent combined education and work experience (4 years).
• Minimum of three (3) years of dedicated national accounts sales experience.
• Minimum of five (5) years of field-based sales experience in the medical device industry strongly preferred.

Professional Skills

• Proven Track Record: Demonstrated history of achieving sales targets and successfully managing key accounts.
• Financial & Business Acumen: Capable of presenting strategic business plans to high-level audiences.
• Consultative Selling: Outstanding networking and communication capabilities, with a proven ability to educate and influence clinical platforms.
• Healthcare Fluency: Solid understanding of customer decision-making processes for medical devices, healthcare compliance, and regulatory requirements.
• Project Management: Exceptional ability to handle multiple strategic tasks, understand organizational behavior, and flourish in a rapidly evolving workplace.

Work Environment & Physical Requirements

• Travel: Business travel (including overnight) is required, estimated at 50% or more. A valid driver’s license and valid passport are mandatory.
• Physical Demands: Requires moderate physical effort, including standing, bending, or stooping for extended periods. Must be able to occasionally lift and/or move up to 20 pounds of medical or office equipment.

Our total compensation package includes medical, dental and vision benefits, retirement benefits, employee stock purchase plan, paid time off, parental leave, family medical leave, volunteer time off and additional leave programs, life insurance, disability coverage, and other life and work wellness benefits and discounts. Benefits may be subject to generally applicable eligibility, waiting period, contributions, and other requirements and conditions.

Below is the starting salary or hourly range for this position, although offers may differ based on the candidate's location, job-specific knowledge, skills and experience.