About Distalmotion:
Distalmotion is a global MedTech company with a mission to expand access to the benefits of robotic surgery through simplified and flexible robotic technology. Its DEXTER robotic surgical system supports robotic assisted minimally invasive surgery across hospital outpatient departments and ambulatory surgery centers. Distalmotion is headquartered in Lausanne, Switzerland.
Position Overview:
The Strategic Account Manager drives commercial execution and adoption of DEXTER across assigned national Integrated Delivery Networks (IDNs), health systems, and multisite ambulatory surgery center (ASC) organizations in the United States. Reporting to the Director of Strategic Accounts, this role combines strategic account development with hands-on sales execution across multiple markets.
The position translates national account priorities into regional and facility-level opportunities, builds relationships with executives and surgeons, and advances opportunities from initial engagement through evaluation, purchase, implementation, and utilization growth. The Strategic Account Manager works closely with Area Sales Managers and cross-functional teams to deliver coordinated execution and measurable account growth.
Key Responsibilities:
Strategic Account Planning and Development
- Partner with the Director of Strategic Accounts to develop and execute plans for assigned national IDNs and ASC organizations, aligning enterprise priorities with market and facility opportunities.
- Map corporate, regional, and local stakeholders, including executive leadership, operations, business development, supply chain, finance, and physician leaders.
- Identify and prioritize markets, facilities, and surgeon champions based on clinical fit, procedural opportunity, operational readiness, and commercial potential.
- Build relationships across the account and maintain clear action plans, ownership, milestones, and follow-up.
Sales Execution Across Multiple Markets
- Prospect, qualify, and advance opportunities across assigned accounts; spend time in priority markets to develop surgeon interest and facility engagement.
- Coordinate with Area Sales Managers to advance the sales cycle, including presentations, demonstrations, evaluations, business cases, proposals, negotiations, and closing, within approved commercial parameters.
- Translate national agreements and account alignment into actionable facility opportunities, coordinating local sales activity and communicating progress to account leadership.
- Develop facility-specific value propositions and business cases with internal partners, considering procedure volumes, reimbursement, costs, staffing, workflow, and implementation requirements.
- Work with the Director and local sales leadership to establish account coverage and opportunity ownership, coordinate customer outreach, and remove barriers to progress.
Surgeon Engagement and Account Launch
- Engage surgeons and physician groups to identify appropriate procedure opportunities and build sustainable demand within assigned accounts.
- Coordinate demonstrations, labs, training pathways, and clinical evaluations with Clinical, Training, and Marketing teams.
- Partner with clinical and customer support teams on launch readiness, surgeon activation, and utilization growth following installation.
- Monitor early account performance, identify adoption barriers, and coordinate actions to support customer success and expansion.
Cross Functional Collaboration and Market Engagement
- Align field execution with the national account strategy through regular communication with the Director, Area Sales Managers, and regional sales leadership.
- Coordinate support from Clinical, Training, Marketing, Service, Finance, and other internal partners to meet customer needs.
- Participate in account reviews, industry conferences, and targeted customer events; share effective practices across markets.
- Provide market intelligence, competitive insights, and customer feedback to inform account strategy and commercial planning.
Commercial Operations and Performance
- Maintain current CRM records, stakeholder maps, opportunity stages, next steps, and account activity.
- Provide accurate pipeline updates and forecasts; track performance against assigned sales, account development, and utilization objectives.
- Prepare account reviews that communicate progress, risks, resource needs, and recommended actions.
Ethical and Compliant Conduct
- Conduct all activities in accordance with company policies, approved product indications and messaging, applicable regulations, and ethical standards.
- Maintain professionalism, transparency, and appropriate handling of confidential customer and company information.