National Sales Director, National Accounts

CONMED Corporation • Utica, NY

2d

About The Position

The National Director, Distribution & Strategic Partnerships role is a senior commercial leader responsible for developing and executing CONMED’s national distribution and partnership strategy across the United States . Reporting to the Health Care Systems group leader, this role drives enterprise alignment, revenue growth, channel optimization, and brand protection across key distribution partners, OEM relationships, MedSurg distributors, and Government-focused entities (including SDVOSB partners) . This position plays a critical role in expanding channel coverage, strengthening strategic partnerships, mitigating secondary/gray market risk, and ensuring disciplined governance across third-party distribution networks. The role operates within the Health Care Systems group under Strategy & Corporate Development and collaborates closely with Business Unit leadership , Finance, Legal, Compliance, Operations, and Customer Experience to ensure stable, compliant, and profitable revenue growth in channel.

Requirements

• Bachelor’s degree in Business Administration , Finance, Healthcare Administration, or related field .
• 10+ years of progressive commercial leadership experience in medical device or healthcare distribution.
• Demonstrated success managing national distribution partners or OEM relationships.
• Experience navigating Government contracting frameworks (SDVOSB, VA, DoW , GSA).
• Strong financial acumen (pricing, margin management, contract structures).
• Proven cross-functional leadership experience.

Nice To Haves

• MBA or advanced degree .
• Experience in enterprise sales or corporate accounts structure.
• Knowledge of contract law.
• Familiarity with GPO and IDN frameworks .

Responsibilities

• National Distribution Strategy & Channel Optimization Develop and execute a comprehensive national distribution strategy aligned to CONMED’s enterprise growth priorities.
• Identify and activate high-level impact distribution channels ( MedSurg , regional distributors, specialty distributors, OEM partnerships).
• Drive revenue growth, margin expansion, and strategic account penetration through optimized channel coverage Evaluate and rationalize channel performance, ensuring alignment with enterprise guardrails and growth objectives .
• Lead Quarterly and Annual Business Reviews (QBRs/ABRs) with key distribution partners.
• Strategic Partnerships & OEM Relationship Leader Own executive-level relationships with large OEM and MedSurg distribution partners.
• Negotiate and structure partnership agreements that drive enterprise value while protecting brand equity and pricing discipline.
• Identify co-development , bundling, or cross-portfolio opportunities that increase market share and customer engagement.
• Collaborate cross- functionally to align product launches, marketing initiatives, and supply chain capabilities with partner strategies.
• Government Channel & SDVOSB Relationship Management Lead enterprise relationships with Government-aligned distributors and SDVOSB partners.
• Expand channel penetration across VA, DoW , and other federal government agencies.
• Partner with BU Field Sales Organizations and Sales Leadership to drive access and contract execution in the Government channel.
• Monitor evolving Federal Government dynamics affecting distribution channels.
• Secondary/Gray Market Governance & Counter-Diversion Establish and enforce enterprise counter-diversion strategy.
• Monitor and mitigate secondary market exposure, including unauthorized resale, pricing leakage, and channel conflict.
• Partner with Legal, Compliance, and Finance to ensure governance, monitoring mechanisms, and enforcement protocols are in place.
• Develop reporting frameworks to identify exceptions in channel flow and pricing behavior .
• Protect brand equity, margin integrity, and contractual commitments across all distribution relationships.
• Enterprise Alignment & Cross-Functional Leadership Serve as the central point of coordination between Health Care Systems, Business Units, Finance, and Operations on distribution strategy.
• Align compensation models, growth targets, and incentive structures for MedSurg distribution partners and channels.
• Ensure distribution strategies support enterprise KPIs including Total Revenue Contracted Sales Growth Margin – Gross and Contribution Domestic Growth Outperformance Support forecasting, pipeline transparency, etc., for operational and demand planning.

Benefits

• Competitive compensation
• Excellent healthcare including medical, dental, vision and prescription coverage
• Short & long term disability plus life insurance -- cost paid fully by CONMED
• Retirement Savings Plan (401K) -- CONMED matches your contributions dollar for dollar, with the potential for up to 7% per pay period
• Employee Stock Purchase Plan -- allows stock purchases at discounted price
• Tuition assistance for undergraduate and graduate level courses

What This Job Offers

• Job Type: Full-time
• Career Level: Director