Strategic Account Manager

Strategic Account Leadership

• • Develop and manage account strategies for assigned national accounts (e.g., VA/VISNs, national payers, large networks) with clear growth objectives
  • Build executive‑level and multi‑level relationships (clinical, operational, administrative, IT, supply chain, and finance) to position the company as a trusted, outcomes‑oriented partner.
  • Orchestrate enterprise selling across complex organizational structures, including contracting pathways and governance processes at federal agencies and payer organizations.

• • Deliver standardized clinical training for providers, staff, and partner teams
  • Train clinicians on therapy use, patient pathways, and workflow integration
  • Serve as a subject‑matter expert across Rotech’s therapy and product portfolio
  • Present clinical evidence, product updates, and best practices

• • Support national and government accounts with onboarding, training, and ongoing guidance
  • Ensure consistent, compliant clinical messaging and documentation practices
  • Partner with Strategic Account Managers to reinforce adoption and identify growth opportunities

Sales Execution & Revenue Growth

• • Own the full sales cycle from opportunity identification through proposal/RFP, pricing, negotiation, and close; drive renewals, expansions, and cross‑portfolio selling.
  • Develop competitive win strategies for new logos and expansions; coordinate capture planning for complex deals.
  • Partner closely with Marketing, Product, Clinical, Customer Success/Implementation, and Finance/RevOps to align resources and deliver on account plans.

Market, Policy & Industry Insight

• • Maintain current knowledge of healthcare policy, reimbursement changes (e.g., Medicare Advantage, payer prior authorization trends), VA procurement/FAR considerations, and the competitive landscape.
  • Translate market signals into account opportunities and strategic guidance for go‑to‑market planning and positioning.

Governance, Compliance & Cross‑Functional Collaboration

• • Collaborate with Government Affairs, Contracts, Legal/Compliance, and Security to meet federal and payer contracting and regulatory requirements.
  • Ensure seamless implementation handoffs and long‑term customer success; track adoption, value realization, and satisfaction with defined success metrics.
  • Contribute to forecasting, pipeline hygiene, and executive business reviews.

• Travel nationally as needed (30%–50% typical; peaks as required).

• Trusted relationships and executive sponsorship across assigned VA and national accounts.
• Consistent achievement of revenue, retention, and expansion targets; growing multi‑year agreements.
• High customer satisfaction (e.g., CSAT/NPS), reference ability, and account advocacy.
• Strategic influence on product direction and market strategy through structured insights.

• Background check (company-wide). Results will not be used automatically to disqualify individuals. Instead, the Company will conduct an individualized assessment that considers the duties of the position, the nature and timing of the offense, and any evidence of rehabilitation, in accordance with applicable laws.
• Drug screen (when applicable for the position)
• Compliance with healthcare facility credentialing process (when applicable for the position)
• Valid driver’s license in state of residence with a clean driving record (when applicable for the position)

• High school diploma or GED equivalent, required

• Bachelor’s degree required; advanced degree and/or relevant certifications (e.g., RRT, RPSGT, federal procurement) preferred.
• Five years in strategic account management, enterprise sales, or business development in healthcare, payer, or federal markets.
• Demonstrated success selling complex solutions into large health systems, payers, or federal agencies; VA experience (VHA/VISNs, VBA, OIT) strongly preferred.
• Proven ability to navigate healthcare workflows, reimbursement models, and procurement/contracting processes.
• Exceptional executive communication, negotiation, and relationship‑building skills; strong financial and analytical acumen.
• One year of related work experience, preferred.
• Medical terminology, preferred.

• Accurately perform simple mathematical calculations
• Effectively communicate in English; both oral and written
• Interpret a variety of communications (verbal, non-verbal, written, listening and visual)
• Maintain confidentiality, discretion and caution when handling sensitive information
• Multi-task along with attention to detail
• Self-motivation, organized, time-management and deductive problem solving skills
• Work independently and as part of a team

• Email transmission and communication
• Internet navigation and research
• Microsoft applications; Outlook, Word and Excel
• Office equipment; fax machine, copier, printer, phone and computer and/or tablet

• Lift and carry office equipment at times
• Requires sitting, walking, standing, talking and listening
• Requires close vision to small print on computer and/or tablet and paperwork