Strategic Account Manager – West

Hugel Aesthetics • Los Angeles, CA

22h • Onsite

About The Position

The Strategic Account Manager (SAM) is the field-based commercial lead responsible for winning, growing, and retaining Hugel’s most important strategic, multi-site customers across an assigned U.S. coverage area (East or West). This is a high-impact role that reports directly to the U.S. Director of Strategic Accounts and plays a critical role in translating Hugel’s national account strategy into disciplined field execution. The SAM is the strategic operator who transforms a signed contract into enterprise-wide adoption, sustained utilization, and a lasting brand win across the organization’s full footprint. The role requires a hunter mindset, strong business acumen, and the ability to operate as the connective tissue between executive decision-makers, field teams, marketing, medical affairs, clinical education, operations, finance, and customer service. This is not a transactional sales role. The SAM owns the relationship architecture, segments accounts by organizational need and growth profile, and orchestrates the cross-functional support plan that keeps each account delivering against the commitments made on day one. Equally important, the SAM is the financial steward of their territory. The SAM owns the rolling forecast, holds every account to its contracted commitments, and rolls performance up to the Director of National Accounts on a disciplined cadence. Forecast accuracy and contract enforcement are central to the role, not peripheral. The SAM works in close partnership with the Director of National Accounts to ensure each account plan is executed to plan, and serves as the connective tissue between corporate decision-makers, marketing liaisons, the clinical education team, and the strategic account reps who provide field-level support to injectors and key stakeholders. The SAM will spend a meaningful portion of time winning new strategic account contracts while also deepening utilization, protecting existing volume, and expanding partnerships. Success requires disciplined pipeline management, forecast accuracy, strong contract follow-through, and the ability to lead through influence across teams without direct authority. This is a great opportunity for someone who wants to grow, lead, and take ownership in an early-stage U.S. commercial organization with significant global backing.

Requirements

• Bachelor’s degree in a related field; MBA or advanced degree a plus.
• Minimum 7 years of experience in medical aesthetics, pharma, or medical device (aesthetics strongly preferred).
• Minimum 3 years in strategic, national, or enterprise account management with a documented track record of winning new multi-site accounts and growing complex existing partnerships.
• Direct experience working with multi-site aesthetic groups, PE-backed platforms, MSOs, IDNs, or GPOs.
• Demonstrated success negotiating and closing high-value contracts with executive-level decision-makers.
• Proven track record of forecast accuracy and disciplined pipeline management at the territory or named-account level.
• Experience holding customers accountable to contract terms, including managing minimum purchase commitments, rebate structures, and performance-based provisions.
• Experience managing distributor or channel transitions a plus, particularly transitioning customer relationships from one commercial partner to another.
• Strong cross-functional orchestration skills with proven ability to align marketing, clinical, operations, and field teams around a single account plan.
• Comfortable operating as an individual contributor while leading and influencing field reps without direct reporting authority.
• Sharp business acumen with the ability to translate account-level data into actionable plans and clear executive narratives.
• Comfortable operating in a high-growth, fast-paced, build-from-scratch environment.
• Proficiency with CRM platforms and comfort using data and analytics tools to manage pipeline and account performance.
• Ability to travel up to 60%.

Responsibilities

• Lead the contracting process for new strategic accounts in your territory, from initial diligence through executed agreement.
• Build and maintain relationships with C-suite, owner, medical director, and procurement decision-makers.
• Negotiate complex, high-value agreements with attention to commercial terms, performance commitments, and long-term partnership structure.
• Partner with the Director of National Accounts on enterprise-level deal architecture and approvals.
• Maintain a disciplined pipeline of target accounts with clear stages, expected close dates, and contract value.
• Onboard accounts transitioning to Hugel from the prior Letybo distributor, ensuring continuity of relationship, contractual clarity, and a smooth handoff that protects existing volume.
• Re-establish trust and rebuild executive relationships at transitioning accounts where the prior distributor model may have left gaps.
• Drive expansion within existing accounts: more locations active, deeper Letybo utilization per location, and migration of additional injectors onto the brand.
• Identify at-risk accounts early and build retention plans that reinforce the value of the Hugel partnership.
• Own a rolling forecast for every strategic account in your territory, with clear monthly and quarterly visibility into expected utilization, purchase commitments, and contract performance.
• Roll territory forecast up to the Director of National Accounts on a defined cadence, with accuracy held as a core performance metric.
• Hold every account to the commitments embedded in their contract: minimum purchase volumes, growth thresholds, exclusivity terms, MPR targets, and any performance-based rebate or incentive structures.
• Identify accounts trending below commitment early and execute corrective conversations and action plans before performance gaps become contract-level issues.
• Maintain disciplined CRM hygiene so the rolled-up territory forecast is grounded in account-level reality, not aspiration.
• Surface forecast risk transparently and proactively to the Director, with proposed mitigation plans rather than escalations.
• Segment each strategic account based on organizational structure (PE-backed platform, MSO, IDN, multi-site independent, GPO), procurement model, injector base, patient demographics, and growth profile.
• Develop a written strategic plan for each account that defines the path to winning contract commitment for Letybo and the support framework required to make the brand win sticky.
• Build account-level roadmaps with clear milestones for adoption, utilization, expansion, and renewal.
• Continuously refine each plan based on field signal, performance data, and customer feedback.
• Coordinate closely with marketing liaisons to ensure each account receives the appropriate co-branded promotional support, patient education materials, digital campaigns, and event activation.
• Partner with the clinical education team to deploy injector training, protocol guidance, peer-to-peer programs, and KOL engagement aligned to each account’s needs.
• Engage operations, contracting, finance, and customer service to remove friction from onboarding, ordering, and ongoing service.
• Serve as the single accountable point of contact for the customer across all internal Hugel functions.
• Work alongside the Strategic Account Reps assigned to your territory as your supporting cast on the ground, coordinating their activity through influence rather than direct authority.
• Align reps to your account-level plans so their field execution at each location reinforces the corporate-level partnership.
• Pull reps into account meetings, training events, and in-clinic activations to deepen the relationship at every level of the organization.
• Provide reps with clear context on each account’s goals, sensitivities, and commercial commitments so they can win hearts and minds with injectors, front-desk staff, and clinical leadership.
• Own utilization, share of wallet growth, and retention across every strategic account in your territory.
• Conduct regular business reviews with each account, surfacing performance data, identifying gaps, and driving expansion conversations.
• Build the case for portfolio expansion as Hugel’s U.S. product offering evolves beyond Letybo.
• Lay the foundation for long-term partnerships that extend across multiple product cycles.
• Use data to identify opportunities, expansion paths, and at-risk signals before they become losses.
• Contribute account-level intelligence to broader commercial planning and territory strategy with the Director.
• Represent Hugel at key industry conferences, trade shows, and strategic account events.

Benefits

• Base salary is only one element of employee compensation at Hugel Aesthetics. The total compensation could include base salary, bonuses and equity awards.

What This Job Offers

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