Strategic Accounts Director - West

Carlsmed

3d•Remote

About The Position

Our mission is to improve outcomes and decrease the cost of healthcare for spine surgery. The Carlsmed aprevo® personalized surgery platform is designed to improve the standard of care for spine surgery one patient at a time.

Requirements

Expertise in contract negotiations, value-based selling, and strategic business planning.
Strong understanding of healthcare economics, reimbursement, and procurement decision-making within health systems.
Ability to influence executive decision-makers and effectively present business cases.
Excellent communication, negotiation, and leadership skills.
5+ years of experience in medical device sales, national accounts, or market access, with a strong preference for spine or orthopedic technologies.
Experience selling breakthrough or disruptive medical technologies and navigating hospital approval processes.
Bachelor's degree required
Proven ability to manage a large territory
willingness to travel up to 60%

Nice To Haves

MBA or advanced degree preferred

Responsibilities

Lead contracting efforts with hospitals, IDNs and GPOs to secure agreements for the company’s products, driving profitable growth while ensuring compliance with company policies.
Identify and drive key opportunities to expand market access and improve hospital adoption of the company’s technology.
Monitor the competitive landscape and evolving reimbursement trends to optimize positioning within strategic accounts.
Develop and execute account strategies that align with the company’s revenue and growth objectives.
Collaborate with the field sales team to support hospital-level engagement and execution of strategic agreements.
Cultivate executive-level relationships with decision-makers and influencers within major accounts, including supply chain, value analysis committees, and clinical stakeholders.
Leverage data and insights to develop compelling business cases that demonstrate the clinical and economic value of the company’s technology.
Work closely with Sales, Marketing, Finance, Reimbursement, and Regulatory teams to ensure a seamless approach to market access and commercialization.
Partner with marketing and clinical teams to tailor messaging and value propositions for hospitals, IDNs and GPOs.
Support product launches by ensuring alignment with key accounts and optimizing sales channel strategies.
Provide strategic input to leadership on customer feedback, market access barriers, and opportunities for growth.