Director, Strategic Accounts

Medline Industries, LP

. Lead the professional team managing key strategic customers .

Posted 11/2/2026full-timeRemote • New York • United StatesLead💰 $134,000 - $201,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management, sales growth, and team leadership, with a strong focus on developing innovative customer programs and effective negotiation strategies. Proficient in managing complex sales strategies and fostering relationships within federal government medical distribution channels.

Highest-signal resume keywords

Strategic Account ManagementSales GrowthTeam LeadershipNegotiation SkillsCRM Software Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentBusiness Plan PreparationSales Metrics TrackingFinancial Problem-SolvingConsultative SellingPresentation DevelopmentBudget ManagementProduct Launch ManagementCross-SellingUpselling

Soft Skills

Effective CollaborationTime ManagementOrganizational SkillsDetail TrackingPrioritization

Tools & Technologies

CRM SoftwareMicrosoft Office Suite

Industry Keywords

Federal Government Medical DistributionStrategic AccountsSales ProgramsClient NegotiationsMatrixed Team Relationships

About the role

Key responsibilities & impact

Lead the professional team managing key strategic customers
Oversee day-to-day responsibilities of the Strategic Accounts team for complex or major regional, national, and strategic accounts
Create innovative customer programs and strategies to differentiate Medline in the marketplace
Understand complexities of federal government medical distribution channels
Drive margin and sales growth through optimal product mix and customer cost-savings opportunities
Lead strategic sales leadership supporting Medline’s corporate strategy
Identify growth opportunities through upselling and cross-selling
Oversee development and implementation of sales programs
Train and mentor account management teams
Lead implementation of Medline programs and products supporting customer needs
Guide account teams in increasing department margin and sales
Develop consultative relationships with key decision makers
Oversee client negotiations and participate in high-level meetings and presentations
Track sales metrics, including volume, product mix, and selling price
Achieve budgeted sales for assigned accounts
Promote collaboration with field sales, product divisions, and sales support divisions
Support new product ideas, product launches, conversions, and implementations
Review and approve sales presentations
Monitor budget progress and adjust plans and strategies
Manage account program costs, including advertising, rebates, buybacks, and slotting allowances
Manage through multiple managers and provide leadership to major departments or system-wide functions
Plan strategically, tactically, and operationally for 12+ months
Hold budget responsibility for departments, functions, or major programs
Develop and implement department policies
Hire staff, recommend pay increases, conduct performance reviews, and oversee training and development
Estimate personnel needs, assign work, manage completion dates, and ensure consistent policy application

Requirements

What you’ll need

Bachelor’s degree in a business-related field
At least 7 years of account management and/or sales experience with demonstrable sales growth and quota attainment
At least 4 years of experience managing a team of sales professionals
Experience influencing, negotiating, and facilitating with internal and external partners
Experience preparing business plans aligned with selling strategies
Ability to identify, connect with, and close new business
Ability to build consensus and present multiple product lines
Experience developing and delivering presentations to varied audiences
Ability to manage complex sales strategies and sell solutions across multiple levels
Ability to sell effectively to different levels within a customer organization
Demonstrated financial, accounting, and business problem-solving skills
Effective collaboration skills
Experience building and maintaining relationships within a matrixed team
Time management, prioritization, organization, detail tracking, and deadline management skills
Exposure to and use of CRM software
Proficiency in CRM software and Microsoft Office Suite
Ability to work with federal government medical distribution channels

Benefits

Comp & perks

Competitive total rewards package
Continuing education & training
Health insurance
Life and disability insurance
401(k) contributions
Paid time off
Employee Assistance Program (for roles under 30 hours per week)
Employee Resource Groups (for roles under 30 hours per week)
Employee Service Corp (for roles under 30 hours per week)
Bonus and/or incentive eligibility
Career growth opportunities
Diversity, inclusion, and belonging resources