National Accounts Director (Western Region)

The National Accounts Director (NAD) is an individual contributor responsible for driving strategic execution within national or large regional health systems or IDNs. This role supports and executes the Advanced Wound Management (AWM) strategy by building strong relationships with key clinical and economic stakeholders, advancing portfolio opportunities, and supporting contracting initiatives. The NAD works closely with the VP, National Accounts, Area Director of Key Accounts and field sales teams to maximize account performance and deliver measurable business growth.

Key Responsibilities:

Account Strategy Execution

• Implement account-level strategies in assigned large health systems in alignment with overarching AWM objectives.
• Coordinate with field sales, clinical team and internal stakeholders to ensure consistent execution across the portfolio.
• Identify and escalate unmet needs, roadblocks, or growth opportunities within the assigned accounts.
• Drives account ownership, strategy and contract implementation at a national level. 

Stakeholder Engagement

• Develop strong relationships with clinical, administrative, and economic stakeholders (e.g., wound care teams, supply chain, contracting).  Takes the lead in building C-suite relationships within assigned health systems. 
• Serve as a key point of contact for AWM-related initiatives, business reviews, and educational engagements.
• Support clinical and economic value discussions through coordinated field engagement.

Contract and Program Support

• Drives the implementation of cross-portfolio contracts by partnering closely with the Area Director of Key Accounts, clinical, and field sales teams to ensure seamless execution and customer alignment
• Monitor contract adherence and follow up on utilization, compliance, and rebate performance where applicable.
• Assist with data analysis and presentation materials for account reviews or performance tracking.

Cross-Functional Collaboration

• Partner with marketing, training, and commercial operations teams to execute customer-facing initiatives including new product launches. 
• Coordinate with AWM field sales teams to align on clinical evaluation, education, and conversion opportunities.
• Collaborate internally to prepare and deliver executive-level presentations and updates.

Qualifications:

• Education: Bachelor’s degree (BA/BS) required.  Master’s preferred. 
• Experience:
  • 5 – 7 years of experience in medical device, healthcare, or pharmaceutical sales or key account management.
  • Prior experience contracting with hospital systems, IDNs, or GPOs preferred.
  • Prior experience selling at the C-suite within large health systems preferred. 
  • Familiarity with healthcare contracting, reimbursement, and clinical selling.

Key Competencies:

• Strong communication and presentation skills
• Strong negotiation skills
• Strategic, solution-oriented mindset
• Financial acumen
• Ability to navigate complex healthcare environments
• Organized, proactive, and able to manage multiple priorities
• Leading without authority – the ability to influence cross-functional teams and customer stakeholders without direct oversight
• Team player with a collaborative spirit
• Professional presence in both clinical and economic discussions

Travel Requirements:

• Up to 75%

Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.