Director of Strategic Accounts (Health Systems)

Location: Campbell
Posted on: June 23, 2025

Job Description:

As a Director of Strategic Accounts with Tri-anim Health Services, you will lead our efforts in developing and executing complex sales strategies tailored to the Top Integrated Delivery Networks (IDNs) for Tri-anims Northeast Region. Tri-anim Health Services, a division of Sarnova, is the leading national specialty distributor of products in Acute Respiratory Markets. This is a 100% remote opportunity that requires residency in the Northeastern part of the U.S. with easy access to a national airport. Travel is expected to be between 50-80%. The Director of Strategic Accounts focuses on representing the value of Tri-anim through targeted Health Systems programs designed to meet the unique needs of both Clinician and Supply Chain. You will be responsible for cultivating and maintaining executive-level relationships with key decision-makers, including the C-suite, within strategic accounts. Essential Duties and Responsibilities: Strategic Leadership • Develop and implement tailored strategies and business plans to achieve sales targets and expand market presence within assigned strategic account • Work cross-functionally with internal teams, including Region Sales Directors, Territory Account Managers, and Clinical Specialists, to achieve sales objectives • Lead without Authority: Ability to influence and guide others without direct management responsibility Business Development • Expand business with existing customers by introducing new products and services • Deliver strategic business presentations and quarterly business reviews • Articulate the Tri-anim Advantage in a compelling manner to drive customer engagement and sales growth • Analyze market trends, sales data, and customer needs to identify opportunities for growth • Prepare and deliver presentations and proposals to clients Customer Relationships • Establish and nurture executive-level relationships with key cross functional decision-makers in each strategic account • Develop and maintain strong relationships with key cross-functional stakeholders, including healthcare providers and decision-makers • Serve as the primary point of contact for negotiations, sales calls, and the presentation of pricing and clinical strategies Resource Utilization • Collaborate with internal departments (Finance, Product Marketing, New Product Development, Clinical Specialists, Contract Administration, and Legal) to develop and execute account strategies • Understand and effectively communicate the features and benefits of Tri-anim’s products and services, including respiratory, anesthesia, and critical care supplies • Present pricing and clinical strategies to the pricing committee for approval • Build and develop strategic programs to drive value within assigned accounts Performance Monitoring • Conduct quarterly business reviews for each strategic account, identifying and resolving any customer issues • Maintain comprehensive customer records and track account performance. Sales Administration • Manage CRM system records, prepare sales reports, complete necessary paperwork, and contribute to special projects as needed Skills/Experience Required: • Bachelor’s degree in Sales, Marketing, Business, or a related field from an accredited institution or equivalent experience. Advanced degree a plus but not required • 10 years of B2B sales experience in the medical device industry selling to acute facilities preferred • Network of established contacts within the healthcare industry/health systems desired • People leadership experience desired but not required • Proven experience in selling to executive-level stakeholders with strong communication and negotiation skills • Executive-Level Selling: Expertise in engaging and selling to executive-level stakeholders • Strategic Thinking: Ability to develop and implement strategic plans for large accounts • Collaboration: Effective team player who can work across various departments to achieve common goals • Customer Focus: Dedication to understanding and meeting customer needs • Positive attitude, drive, enthusiasm, and eagerness to learn

Keywords: , Palo Alto , Director of Strategic Accounts (Health Systems), Sales , Campbell, California