Strategic Accounts Director - West

About Carlsmed

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.

Position Description

The Strategic Accounts Director is responsible for developing and executing strategies to gain and expand access to hospitals, IDNs, and GPOs. This individual will be a key leader in contract negotiations, pricing strategies, and relationship management with major accounts, reporting to the Vice President of Strategic Accounts and Professional Education. Success in this role requires deep expertise in hospital purchasing dynamics, strong connections within the healthcare industry, and experience commercializing disruptive medical technologies. The ideal candidate will be located in California, Colorado, Utah, Arizona, Minnesota or Missouri.

Responsibilities

Market Access & Contracting

• 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.

Strategic Sales & Business Development

• 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.

Cross-Functional Collaboration & Execution

• 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.

Skills

• 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.

Qualifications

• 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; MBA or advanced degree preferred.
• Proven ability to manage a large territory and willingness to travel up to 60%.

Equal Opportunity Employer

Carlsmed is an equal-opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Carlsmed is committed to providing reasonable accommodation for candidates with disabilities in our recruitment process.

Compensation

Individual compensation is determined based on factors such as experience, skills, education, certifications, and geographic location.

In addition to base salary, eligible employees may participate in incentive compensation programs and receive a comprehensive benefits package. Our benefits reflect our commitment to the health and well-being of our employees and their families and include 100% employer-paid medical, dental, and vision insurance premiums, a 401(k) plan with employer matching, and unlimited paid time off (PTO). Your recruiter can provide additional details about our total rewards package during the hiring process.