Sr. Manager Strategic Accounts

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.