Director, Strategic Accounts

Medline Industries, LP

. Lead the professional team managing key strategic customers .

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

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in account management and sales strategy, with a strong focus on driving growth through innovative customer programs and effective team leadership. Proficient in building consultative relationships and managing complex sales processes across multiple levels.

Highest-signal resume keywords

Account ManagementSales Strategy DevelopmentTeam LeadershipNegotiation SkillsCRM Software Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales GrowthQuota AttainmentBusiness Plan PreparationFinancial Problem-SolvingProduct-Mix Optimization

Soft Skills

Effective CollaborationTime ManagementOrganizational SkillsDetail TrackingPresentation Skills

Tools & Technologies

CRM SoftwareMicrosoft Office Suite

Industry Keywords

Strategic AccountsFederal Government Medical DistributionConsultative RelationshipsSales MetricsMarket Trends

About the role

Key responsibilities & impact

Lead the professional team managing key strategic customers
Oversee day-to-day responsibilities for Strategic Accounts serving complex or major regional, national, or strategic accounts
Create innovative customer programs and strategies to differentiate Medline, particularly within federal government medical distribution channels
Drive margin and sales growth through product-mix optimization and customer cost-savings opportunities
Lead sales strategy, planning, program and product implementation
Identify upselling and cross-selling opportunities within existing accounts
Train and mentor account management teams
Build consultative relationships with key decision makers
Oversee client negotiations and participate in high-level meetings and presentations
Track sales metrics, sales volume, product mix, selling price, market trends, supply and demand, economic indicators, and competitors
Achieve budgeted sales for assigned accounts
Collaborate with field sales, product divisions, and sales support teams
Support product ideation, launch plans, 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 multiple managers and provide leadership to major departments or system-wide functions
Plan strategically, tactically, and operationally over 12+ months
Manage departmental or major project budgets
Develop and implement policies
Hire, develop, evaluate, and assign staff while ensuring policy compliance

Requirements

What you’ll need

Typically requires a 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’ experience managing a team of sales professionals
Experience influencing, negotiating, and facilitating with internal and external partners
Experience preparing business plans to align/support 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 audience levels
Ability to own a complex sales strategy to sell solutions across multiple levels
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

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
Employee Resource Groups
Employee Service Corp
Bonus and/or incentive eligibility