Director, National Accounts Strategy & Enterprise Operations

Merz North America•Raleigh, NC

About The Position

The Director, National Accounts Strategy & Enterprise Operations serves as the enterprise-level leader responsible for defining, operationalizing, and scaling Merz's National Accounts strategy across large multi-site, private equity-backed, and complex enterprise partners. As a customer-facing sales leadership role, this position is accountable for driving post-sale adoption, utilization, and portfolio growth at the clinic level, ensuring enterprise agreements deliver measurable commercial and clinical outcomes across the customer network and continual to re-order at a high monthly/ quarterly cadence. Operating upstream of the sale and through implementation, this role integrates enterprise account strategy, financial analysis, operational excellence, clinical utilization, and go-to-market execution to ensure enterprise agreements translate into measurable business outcomes, portfolio adoption, utilization growth, and long-term account expansion. This leader serves as the central connector across Commercial, Clinical, Marketing, Medical Affairs, Finance, and Implementation teams, aligning strategic account planning with field execution and customer success. By combining deep business acumen, operational insight, and enterprise engagement expertise, the role ensures a consistent, scalable approach from initial discovery through activation, optimization, and expansion.

Requirements

Bachelor of Business Administration (B.B.A.)
10+ years Proven experience in sales management, business development, or a senior sales leadership role.
Excellent verbal (one-on-one and presentation) and written communication as well as interpersonal skills
Excellent leadership skills
Strong analytical skills and project management skills
Proficient with standard Microsoft Office software & comfort with a a large variety of digital communication tools and AV equipment
Excellent strategic account management skills & customer strategy development experience
Proven experience in post-sale customer success and account growth
Executive-level customer engagement skills - communication credibly with all practice leadership, providers, and enterprise stakeholders
Commercial acumen, financial analysis and commercial modeling skills, business-case and ROI development experience
Excellent data-driven decision making & ability to generate actionable insights
Strong change management skills, driving adoption of new products, processes, behaviors, and operating models
Ability to align and influence stakeholders at all levels of an organization, excellent negotiation and conflict resolution skills
Deep understanding of multi-site healthcare or aesthetics organizations
Familiarity with private equity-backed customer models
Strong knowledge of clinical adoption and provider-utilization drivers
Understanding of medical, regulatory, and commercial stakeholder boudnaries

Nice To Haves

Proven experience in sales management, business development, or a senior sales leadership role.

Responsibilities

Lead strategic discovery for priority National Accounts, including organizational structure, business model, growth objectives, operational challenges, and financial drivers.
Translate business, financial, and operational insights into comprehensive account strategies and growth plans.
Develop repeatable frameworks that balance customer-specific needs with scalable enterprise solutions.
Develop compelling, outcomes-based value propositions aligned to enterprise customer priorities.
Integrate financial, operational, and clinical insights into executive level business cases and ROI frameworks.
Quantify impact across revenue growth, utilization improvement, operational efficiency, provider productivity, and patient outcomes.
Ensure messaging resonates from C-suite leaders through operational and clinical decision makers.
Design and oversee the National Accounts operating model, governance processes, and performance management framework.
Establish governance rhythms including QBRs, KPI reviews, forecasting cycles, and execution tracking.
Build standardized dashboards and reporting tools to monitor revenue, utilization, productivity, adoption, and portfolio penetration.
Lead development of playbooks supporting network growth, new clinic activation, turnaround efforts, and operational optimization.
Engage directly with clinic leadership and providers to drive utilization growth, clinical adoption, and execution of best practices across enterprise locations.
Partner with Clinical, Medical Affairs, and field teams to develop enterprise level clinical adoption and utilization strategies.
Identify utilization barriers and create targeted improvement plans that increase treatment velocity, provider productivity, and patient retention.
Support onboarding, certification, and capability building initiatives for enterprise providers and staff.
Ensure enterprise strategies translate into measurable utilization and portfolio adoption at the clinic level.
Architect account-specific and scalable go-to-market approaches across enterprise segments.
Define how solutions should be positioned based on customer priorities and business needs.
Equip National Account Directors and Sales teams with executive ready strategies, insights, and engagement materials.
Ensure consistency between commercial positioning, implementation planning, and field execution.
Serve as the strategic integrator across Sales, Marketing, Medical Affairs, Finance, and Implementation teams.
Align stakeholders around a common enterprise strategy and execution framework.
Translate enterprise objectives into field level activation plans and measurable actions.
Drive organizational alignment to improve execution consistency and customer outcomes.
Identify, prioritize, and enable expansion opportunities across the National Accounts portfolio.
Develop scalable frameworks for network growth, acquisitions, new clinic integration, and portfolio expansion.
Monitor performance indicators and readiness signals to support growth recommendations.
Serve as the primary enterprise-facing commercial leader responsible for driving post-sale account performance, utilization, and portfolio adoption across National Accounts.
Develop and execute utilization growth strategies that accelerate provider adoption, increase procedure volumes, and maximize portfolio penetration across customer networks.
Monitor account utilization trends and clinic-level performance metrics, proactively identifying gaps and implementing corrective action plans to achieve business objectives.
Build and maintain strong customer relationships that support customer retention, expansion, and long-term strategic growth.