Director of Strategic Accounts

ZOLL Medical•Columbia, SC

2d•$100,000 - $285,000•Remote

About The Position

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions. ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT®️ family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT®️ is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA. Job Type Remote Job Summary The Director of Strategic Accounts is a high-impact executive-level sales leader responsible for driving growth and long-term partnership development with a heavy focus on the Primary Care field for our sleep diagnostics portfolio. This role leads enterprise-level strategy, account planning, and executive engagement to expand adoption of diagnostic solutions that improve clinical outcomes, operational efficiency, and population-level sleep health. The ideal candidate brings deep experience navigating the Primary Care Physician (PCP) space. This role requires the management of direct reports and reports directly to the Senior VP of Sales & Marketing, US.

Requirements

Demonstrated success in leading, developing, and managing high-performing teams through effective coaching, performance management, and talent development.
Exceptional organizational skills.
Excellent time management skills and ability to multi-task and prioritize work.
Proven experience dealing with key accounts and sites associated with Key Opinion Leaders
Proven selling and customer relationship management skills with the ability to navigate a complex sales process
Strong clinical and technical knowledge, with the confidence to knowledgeably engage key stakeholders such as physicians, clinical staff, nurses, administrative officers, and supply chain to present a value proposition.
Professional presence that influences desired results with both external and internal stakeholders.
Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business planning.
Proven effective verbal, computer, written and presentation/communication skills.
Ability to use communication methods and strategies that influence desired results within the assigned accounts.
Ability to quickly adapt and respond to job, environmental, and industry changes.
Collaborative Team player
Takes initiative to make things happen with a results driven persona
Strong business acumen
Proficiency in MS Office
Two years minimum of CRM or Salesforce
BS Degree in health-related field
3+ years of management experience in the Primary Care medical device space
5+ years of successful medical device sales experience
5+ years of successful track record in customer relationship and account management

Responsibilities

Primary focus of this position will be dedicated to the achievement of corporate revenue and test volume targets of the PCP channel.
Build, lead, and scale a high-performing sales team by recruiting, onboarding, coaching, and setting clear performance expectations aligned with company growth goals.
Own achievement of sales revenue and test volume targets set by the Senior Vice President of Sales & Marketing, translating strategic objectives into executable plans and measurable outcomes.
Develop and execute sales strategies, pipelines, and operating rhythms (forecasting, reporting, and performance reviews) to drive consistent execution, accountability, and continuous improvement.
Partner cross-functionally (marketing, regulatory, channels, KOLs, and partners) to support new product introductions, registrations, and national initiatives.
Lead and execute national strategic account sales efforts, owning revenue growth, test volume, bid opportunities, and achievement of company sales goals across all regions.
Develop and implement effective sales strategies, forecasts, and budgets in alignment with senior leadership, ensuring disciplined execution and reporting.
Drive strategic account expansion by maximizing existing accounts, cultivating new opportunities, negotiating agreements, and building long-term customer relationships.
Serve as a subject matter expert on company products, clearly articulating value propositions and competitive differentiation to customers and prospects.
Provide clinical education, workflow optimization, and change management support to physicians, clinics, and hospitals through programs, events, and industry collaborations.
Represent the company externally at trade shows, clinical meetings, seminars, and conferences while maintaining strong engagement with physicians, clinical staff, administrators, and procurement stakeholders.