Strategic Accounts Manager

About the Role

The Strategic Account Manager reports to the Regional Director and is responsible for high-quality clinical case coverage and commercial execution within assigned accounts and territory. This role shares accountability for territory sales objectives with the Market Development Manager (MDM), driving NeuroBlate LITT utilization, physician adoption, account expansion, and referral development.

Key Responsibilities

• Own day-to-day commercial execution in assigned accounts and share responsibility with the MDM for territory sales quota, disposable revenue, and LITT procedure growth.
• Develop and execute account-level action plans with the MDM and Regional Director, including utilization goals, physician targeting, follow-up actions, and barriers to adoption.
• Conduct strategic sales meetings at installed accounts to review procedural activity, growth opportunities, workflow needs, and next steps.
• Identify opportunities to expand existing surgeon utilization, engage new physician users, and support new-account activation in coordination with regional leadership.
• Monitor account ordering patterns, inventory needs, procedure trends, and competitive activity; communicate risks and opportunities promptly.
• Serve as the primary clinical case-support resource for designated accounts, providing reliable, professional support before, during, and after NeuroBlate/ROSA procedures within training and company policy.
• Coordinate scheduling, readiness, equipment and disposable availability, and procedural logistics with clinical teams and internal partners.
• Provide appropriate workflow education and product training to physicians and hospital staff.
• Assist with service-related coordination and issue escalation; provide coverage in neighboring territories as directed based on business and customer needs.

Physician Engagement & Market Development

• Collaborate with the MDM to map referral pathways, identify unmet clinical education needs, and develop physician-to-physician engagement opportunities.
• Regularly deliver approved clinical selling modules and ask effective discovery questions to identify appropriate LITT use cases and adoption barriers.
• Invite and engage physicians in approved webinars, conferences, trade shows, peer-to-peer programs, and other educational activities; follow up on digital campaigns and e-blasts.
• Build productive relationships with physician champions, operating teams, MRI personnel, and hospital stakeholders to support sustained account engagement.
• Maintain complete, accurate Salesforce records for contacts, account profiles, sales activities, opportunities, and follow-up commitments.
• Communicate regularly with the MDM and Regional Director regarding territory strategy, case schedules, account progress, competitive intelligence, and forecast inputs.
• Coordinate effectively with clinical specialists, marketing, operations, service, and other Zimmer Biomet partners to provide a consistent customer experience.

Requirements & Tech Stack

• As a clinically proficient, customer-facing sales professional, independently support complex MRI and stereotactic workflows, conduct strategic account meetings, deliver clinical selling presentations, and coordinate educational engagement.
• Demonstrate proficiency in applicable MRI workflows, stereotactic platforms, procedural setup, troubleshooting, and NeuroBlate technology; maintain required certifications and clinical readiness.
• Competence in account profiling, referral mapping, Salesforce/CRM usage, sales activity tracking, and procedural trend analysis.

Qualifications

• Advanced clinical and technical understanding of NeuroBlate LITT, MRI environments, stereotactic workflows, and relevant neurosurgical procedures.
• Ability to independently manage clinical case support while identifying and advancing appropriate commercial opportunities.
• Strong account planning, territory management, consultative selling, questioning, presentation, and physician engagement skills.
• Ability to translate clinical literature and approved educational content into clear, relevant physician discussions.
• Excellent communication, organization, responsiveness, problem-solving, and collaboration skills across hospital and internal teams.
• Judgment and professionalism in high-stakes clinical settings, with a commitment to patient safety, ethical conduct, and compliance.
• Capacity to develop toward broader Market Development Manager responsibilities.
• Bachelor's degree in business, life sciences, healthcare, or a related field preferred; equivalent relevant experience may be considered.
• Prior medical device sales, clinical support, procedural sales, or hospital-based commercial experience preferred.
• Experience in neurosurgery, stereotaxy, MRI-guided procedures, neuro-oncology, epilepsy, or other complex surgical specialties strongly preferred.
• Demonstrated ability to build physician relationships, support procedures, and manage assigned accounts with increasing independence.
• Ability to meet company training and credentialing requirements for operating room and MRI access.

Physical Requirements

• Regular field travel throughout assigned accounts and territory, including travel for case coverage, customer meetings, educational programs, and rare support in adjacent territories as business needs require.