Job Description

The Strategic Account Manager (SAM) is responsible for leading Integrated Delivery Network (IDN) engagement, contracting strategy, and adoption growth within assigned accounts. This role focuses on securing new system-wide agreements, strengthening executive-level relationships, and driving enterprise-wide product adoption to increase market share.

The SAM will operate at both strategic and tactical levels, navigating complex health system structures, engaging stakeholders across the supply chain and clinical leadership, negotiating contracts, and ensuring pull-through execution post-award.

Key Responsibilities:

IDN Contracting & Business Development:

• Identify, target, and secure new IDN system-wide agreements.
• Lead contract negotiations, pricing strategy discussions, and value-based positioning.
• Develop and execute account-specific strategic growth plans.
• Expand footprint within contracted systems through enterprise alignment.

Stakeholder Engagement Across the Care Continuum:

• Build and maintain relationships with:
  • Supply chain leadership
  • Value analysis committees
  • Clinical leadership
  • Procedural department heads
  • Finance and contracting teams
• Understand system priorities, cost-containment objectives, and operational challenges.
• Position company solutions as strategic partners aligned to health system goals.

Adoption & Market Share Expansion:

• Drive post-contract implementation and adoption across facilities within the IDN.
• Coordinate with field sales and inside sales teams to ensure execution at the site level.
• Develop pull-through strategies to increase utilization and standardization.
• Monitor adoption metrics and address barriers to conversion.

Cross-Functional Collaboration:

• Partner with Product Management to align portfolio strategy with system needs.
• Collaborate with Business Operations and Pricing to ensure contract compliance and margin discipline.
• Coordinate with Marketing on system-specific value messaging and clinical support materials.
• Provide market intelligence and competitive insights into leadership.

Performance Management & Reporting:

• Maintain accurate pipeline forecasting and contract tracking.
• Deliver quarterly business reviews to assigned IDNs.
• Track revenue growth, market share expansion, and contract performance metrics.
• Ensure alignment with annual revenue and margin targets.

Qualifications:

• Bachelor’s degree required.
• 7–10+ years of healthcare sales experience, with direct IDN and contracting exposure.
• Proven success negotiating system-level agreements within hospital networks.
• Strong understanding of healthcare supply chain dynamics and purchasing structures.
• Experience navigating value analysis committees and multi-stakeholder decision processes.
• Demonstrated ability to drive adoption post-contract award.
• Strong financial acumen and pricing negotiation capability.
• Willingness to travel within the assigned territory.