Sr. Manager Strategic Accounts

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 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.

US Pay Range

$115,600 - $180,000 USD

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