Key Account Director, AWM – East Coast

Smith+Nephew

. Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities and priorities .

Posted 11/11/2026full-timeUnited StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing account strategies within the healthcare sector, focusing on contract negotiation, stakeholder engagement, and compliance management. Proven ability to drive business growth through collaboration across multiple business units and effective communication with C-suite contacts.

Highest-signal resume keywords

Account Strategy DevelopmentContract NegotiationHealthcare Sales ManagementStakeholder EngagementCompliance Monitoring

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales SuccessContract ExecutionHealthcare Product KnowledgeGPO Contract ManagementBusiness Planning

Soft Skills

Relationship BuildingLeadershipCommunication

Certifications & Qualifications

BA/BS Degree

Industry Keywords

Healthcare LandscapeIDN Account ManagementPayersDistributorsAWM Portfolio

About the role

Key responsibilities & impact

Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities and priorities
Disseminate strategy to AWM Field Sales teams, including conducting account strategy reviews
Work with AWM stakeholders, including AVPs, DMs, and CADs, to ensure strategy execution
Develop relationships with influential clinical and economic stakeholders
Craft and deliver AWM-wide value proposition messages to account stakeholders
Coordinate development and negotiation of cross-AWM contracts
Own pricing and contract incentives with appropriate AWM leadership approvals
Monitor compliance and coordinate responses to non-compliance
Coordinate with Smith+Nephew stakeholders to manage AWM positioning on GPO contracts
Identify and pursue opportunities where other business units can unlock AWM opportunities
Ensure account strategies align with CAD-level strategies at key accounts
Work with CAD to develop and execute cross-Smith+Nephew contract opportunities involving AWM
Partner with field teams to support C-suite contacts and conduct business reviews
Drive the business planning process to increase customer engagement, build synergy across AWM businesses, and deliver incremental growth

Requirements

What you’ll need

BA/BS required.
Minimum 7 years of documented sales success in a broad range of healthcare products
Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution
Sales/people leadership preferred, not required
Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products
Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors
Experience working across business units/segments/functions to drive results
Knowledge of overall AWM portfolio preferred
Travel: up to 75%

Benefits

Comp & perks

401k Matching Program
401k Plus Program
Discounted Stock Options
Tuition Reimbursement
Flexible Personal/Vacation Time Off
Paid Holidays
Flex Holidays
Paid Community Service Day
Medical
Dental
Vision
Health Savings Account (Employer Contribution of $500+ annually)
Employee Assistance Program
Parental Leave
Fertility and Adoption Assistance Program
Hybrid Work Model (For most professional roles)
Hands-On, Team-Customized, Mentorship
Discounts on fitness clubs, travel and more!