[Remote] Director of National Accounts - West
Note: The job is a remote job and is open to candidates in USA. Micro-Tech Endoscopy Americas (MTAm) is a rapidly growing medical device company based in Ann Arbor, MI, dedicated to improving patient care and healthcare value. The Director of National Accounts will be responsible for securing strategic contracts with hospital IDNs and GPOs to drive revenue growth and increase market share, while also supporting the development and execution of the strategic plan.
Responsibilities
- Drive revenue growth by expanding Micro-Tech’s presence within GPO, IDN, and ASC contracts through strategic relationships with key decision makers
- Own the national account strategy for assigned GPOs and IDNs, including contract penetration, optimization, and long-term growth planning
- Develop and execute IDN-specific strategies in partnership with field sales leadership to support enterprise-wide alignment and results
- Establish and maintain senior-level relationships with supply chain, contracting, and value analysis leaders across assigned national accounts
- Lead the end-to-end contracting process, including RFP responses, negotiations, pricing strategy, and coordination of contract requirements across the organization
- Serve as the primary point of contact for corporate and national accounts, ensuring effective communication, issue resolution, and ongoing relationship management
- Partner cross-functionally with Sales, Finance, Operations, and Accounting to ensure pricing accuracy, contract compliance, and operational readiness
- Monitor and optimize contract performance through data analysis, quarterly business reviews, and continuous improvement initiatives
- Act as a subject matter expert on the national contract portfolio, supporting field teams in maximizing value within existing agreements
- Represent Micro-Tech Endoscopy in executive-level customer meetings, industry forums, and strategic account engagements
Skills
- BA/BS in Business or related field
- Minimum of five years in a dedicated US National Accounts role
- Minimum of 10 years in Medical Device Sales
- Ability to engage customers at all levels in an account and be proficient in interacting at CEO/CFO/CVSL levels
- Exceptional negotiation, organization, and communication skills
- Ability to determine and provide supporting rationale for company resources needed to effectively win selected national account contracts and facilitate and coordinate those resources as required
- Strong presentation skills, written and verbal, to both hospital and national account customer administrative and clinical audiences
- Strong interpersonal and relationship management skills with ability to interact with other professionals to gather and disseminate information
- Strong attention to detail, tolerance for time sensitive deadlines and the ability to manage multiple priorities
- This position requires up to 60% travel
- Current relationships within GPOs/IDNs such as Ascension, HealthTrust, Premier, Novant, BayCare, CHS, Kaiser, Trinity, UPMC, and UHS highly preferred
- Canadian Healthcare experience also highly preferred
Company Overview