Director, National Strategic Accounts

The Director of National Strategic Accounts will lead the growth and execution of Sanuwave’s enterprise business strategy, focused on developing partnerships with national and regional healthcare organizations. This leadership role is responsible for initiating and expanding C-suite-level relationships, negotiating contracts, and driving top-line revenue growth. The role will emphasize collaboration with Sanuwave’s local salesforce to ensure execution of field-level adoption and support of enterprise agreements. Target customers include skilled nursing facility (SNF) networks, hospital systems, and other large-scale wound care providers. The Director will work cross-functionally to align go-to-market strategies, leverage our non-contact ultrasound technology, and maximize recurring revenue through regional and national partnerships.

The Director of National Strategic Accounts will lead the growth and execution of Sanuwave’s enterprise business strategy, focused on developing partnerships with national and regional healthcare organizations. This leadership role is responsible for initiating and expanding C-suite-level relationships, negotiating contracts, and driving top-line revenue growth. The role will emphasize collaboration with Sanuwave’s local salesforce to ensure execution of field-level adoption and support of enterprise agreements. Target customers include skilled nursing facility (SNF) networks, hospital systems, and other large-scale wound care providers. The Director will work cross-functionally to align go-to-market strategies, leverage our non-contact ultrasound technology, and maximize recurring revenue through regional and national partnerships.

KEY RESPONSIBILITIES:

Enterprise Client Development & Strategic Growth

- Establish and grow relationships with C-level executives and decision-makers at high-potential national and regional organizations.

- Develop and implement strategic business development plans to secure contracts and expand Sanuwave’s footprint across key market segments.

- Negotiate enterprise agreements that align with organizational objectives and support scalable adoption at the facility level.

- Serve as a trusted advisor to strategic partners, aligning Sanuwave’s technology with client needs and care delivery models.

Field Sales Collaboration & Execution

- Collaborate closely with Sanuwave’s regional sales team to drive execution of national agreements at the local level.

- Develop and distribute implementation playbooks to support successful onboarding and field enablement.

- Partner with regional managers to monitor performance, provide sales support, and maximize account potential.

Pipeline Management & Forecasting

- Own and manage a national sales pipeline with accurate forecasting and reporting.

- Track progress toward revenue targets, analyze trends, and adjust strategies as needed.

- Prepare detailed business cases and present updates to senior leadership.

Cross-functional Leadership

- Partner with internal stakeholders (Marketing, Product, Clinical, and Customer Service) to design programs that drive adoption and value delivery.

- Ensure client needs are addressed efficiently, and escalated issues are resolved in partnership with relevant teams.

Contract Negotiation & Compliance

- Lead complex negotiations involving pricing, scope, and service level expectations with C-suite and procurement stakeholders.

- Ensure all agreements are in compliance with federal regulations including Anti-Kickback, Stark Law, and Sunshine Act.

Documentation & Reporting

- Monitor key metrics such as account penetration, client satisfaction, and revenue growth.

- Use insights to recommend actions that accelerate enterprise account growth.

- Comply with all company policies, including, but not limited to, COVID-19, confidentiality, insider trading, ethics, and employee handbook, Sunshine Act, Anti-Kickback/Stark Law and Sanuwave’s Code of Ethics

MINIMUM SKILL REQUIREMENTS AND EDUCATION

- Bachelor’s, Associate’s, or relevant Clinical Degree required.

- Minimum of 10 years of relevant experience in medical sales required. Wound care experience highly preferred.

- Documented success of achieving/exceeding assigned quotas and/or KPIs.

- Documented success working with IDN/Large scale, multi-facility healthcare organizations

- Exceptional time management skills, and ability to prioritize and execute in a dynamic environment.

- Demonstrated business acumen with the proven ability to work independently as well as collaboratively in a cross-functional team environment. Early commercial stage/start up experience strongly preferred.

- Ability to multi-task and navigate complex approval processes of capital equipment

- Ability to communicate and network among C-suite executives.

- Availability to travel 50 - 75%, at times, with minimal advance notice.

- High ethical standards, ensuring integrity is always at the forefront of communication.

- Excellent verbal, written communication, and group presentation skills.

- Fluency with current sales and business technology and analytical tools (Microsoft Office, Outlook, web, CRM databases)

- Proactive, strategic thinker with strong communication skills and a deep understanding of the healthcare and medical device industry.

- Proven track record in managing complex client accounts, preferably in rapid growth, early stage, start-up enterprises or similar.

- Dedicated to improving patient care through innovative technology and comprehensive solution selling.