Director of Strategic Accounts

Our Company

AliMed is a leading medical products manufacturer and distributor with a vast portfolio of high-quality offerings designed to improve patient outcomes and experiences spanning hospital to home. We remain committed to serving the needs of both patients and providers in the acute, rehab, and post-acute care communities by continuing to build on our strong foundation of innovation, responsiveness, and exceptional customer service that starts with our team of dedicated and talented employees.

As a part of the healthcare industry for over 50 years, AliMed is proud to continue to be able to make a difference through our people, processes, and products. If you would like to be a part of our community and thrive in an environment where you can create, implement, and drive results, we want to hear from you! We are actively seeking a Director of Strategic Accounts to join our team.

Normal hours of work can be accommodated with flexible shifts. This position will require heavy travel and can accommodate remote work.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Key Focuses:

Strategic & Key Account Management (Primary Focus)

• Serve as the senior executive sponsor and primary relationship owner for the company's most strategic key accounts, IDNs, and enterprise customers.


• Develop, own, and execute multi‑year account strategies aligned to customers' clinical, operational, financial, and regulatory priorities.


• Lead complex negotiations, contracting discussions, and executive‑level business reviews.


• Drive organic growth, share expansion, and long‑term retention within named accounts.


• Build and maintain rolling 30/60/90‑day tactical plans tied to long‑term strategic account roadmaps.

Channel Partners, GPOs & Distribution

• Lead sales strategy and execution across channel partners, including GPOs and distributors in the acute space.


• Grow and optimize contracted positions through GPOs and strategic distribution partnerships.


• Act as senior escalation point for channel partner performance, compliance, and relationship management.


• Collaborate with Pricing and Marketing to ensure channel alignment, competitive positioning, and margin optimization that align with a direct and channel matrix environment.

Player‑Coach Leadership & Team Development

• Begin as a strategic account leader, progressively transitioning into a player‑coach role.


• Set performance expectations, conduct reviews, and create individual development plans.


• Establish best practices for enterprise selling, account planning, and value‑based consultative sales.


• Influence and align internal cross‑functional teams (Marketing, eComm, Sales Operations, Inside Sales).

Sales Strategy, Planning & Performance Management

• Develop and execute the enterprise and strategic accounts sales strategy in alignment with company financial goals.


• Own sales forecasting, pipeline management, and performance reporting using CRM and Power BI.


• Partner with Sales Operations to define territories, account assignments, and coverage models.


• Participate in pricing strategy, promotional planning, and incentive design (SPIFs, commissions, channel programs).

Cross‑Functional Collaboration

• Work closely with Marketing and eCommerce to align demand generation, account‑based marketing, and strategic campaigns.


• Coordinate sales training initiatives for both internal teams and contracted channel personnel.


• Ensure disciplined CRM usage and data‑driven decision‑making across all strategic accounts.

Core Competencies

• Proven ability to lead strategic enterprise accounts and IDNs at the executive level.


• Strong experience managing channel partners, distributors, and GPO‑driven sales models.


• Demonstrated success transitioning from individual contributor to player‑coach leadership.


• Exceptional executive presence, negotiation skills, and consultative selling capabilities.


• Strong business acumen with the ability to link customer strategy to revenue outcomes.


• Highly organized, adaptable, and comfortable managing complexity and ambiguity.

SUPERVISORY RESPONSIBILITIES:

• Initially limited direct reports, expanding over time to include key account managers, channel sales leaders, and support resources.


• Responsible for performance management, coaching, and career development of assigned team members.

EDUCATION AND/OR WORK EXPERIENCE REQUIREMENTS

EDUCATION:

Bachelor's degree from four-year college or university. MBA is highly desirable.

EXPERIENCE:

• 10+ years' experience developing and expanding key account relationships


• 5+ years' leadership experience preferred


• 5+ years in medical device sales capacity


• Proven track record of exceeding performance metrics

LANGUAGE SKILLS:

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public.

MATHEMATICAL SKILLS:

Ability to calculate figures and amounts such as discounts, interest, commission, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

REASONING SKILLS:

Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

PHYSICAL REQUIREMENTS

• Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards.


• Ability to maintain regular, punctual attendance.


• While performing the duties of this job, the employee is regularly required to sit and talk and hear. The employee is occasionally required to stand, walk and reach with hands and Specific vision abilities required by this job include close vision and ability to adjust focus.