Strategic Account Manager

Join a Leader in Home Healthcare

At Rotech Healthcare Inc., we're more than a medical equipment provider-we're a trusted partner in patient care. As a national leader inventilators, oxygen therapy, sleep apnea treatment, wound care, diabetic solutions, and other home medical equipment, we empower patients to manage their health from the comfort of home.

With hundreds of locations across 45 states, our team delivershigh-quality products,exceptional service, andcompassionate supportthat helps patients live more comfortably, independently, and actively. Whether you're a clinician, technician, or healthcare administrator, your work at Rotech directly improves lives.

Explore more about our mission and services at Rotech.com.

• Own multiyear account strategies for assigned national accounts (e.g., VA/VISNs, national payers, large IDNs) with clear growth objectives, relationship maps, and risk/opportunity plans.
• Build executivelevel and multilevel relationships (clinical, operational, administrative, IT, supply chain, and finance) to position the company as a trusted, outcomesoriented partner.
• Orchestrate enterprise selling across complex organizational structures, including contracting pathways and governance processes at federal agencies and payer organizations.
• Serve as a subjectmatter expert across the product portfolio; tailor value propositions to customer priorities (clinical outcomes, workflow efficiency, total cost of care, member/patient experience, quality measures).
• Lead discovery, product demonstrations, solutioning workshops, ROI modeling, and clinical/technical evaluations with crossfunctional stakeholders.
• Provide ongoing education on best practices, product updates, and emerging industry trends; influence roadmap through structured customer feedback.
• Own the full sales cycle from opportunity identification through proposal/RFP, pricing, negotiation, and close; drive renewals, expansions, and crossportfolio selling.
• Develop competitive win strategies for new logos and expansions; coordinate capture planning for complex deals.
• Partner closely with Marketing, Product, Clinical, Customer Success/Implementation, and Finance/RevOps to align resources and deliver on account plans.
• Maintain current knowledge of healthcare policy, reimbursement changes (e.g., Medicare Advantage, payer prior authorization trends), VA procurement/FAR considerations, and the competitive landscape.
• Translate market signals into account opportunities and strategic guidance for gotomarket planning and positioning.
• Collaborate with Government Affairs, Contracts, Legal/Compliance, and Security to meet federal and payer contracting and regulatory requirements.
• Ensure seamless implementation handoffs and longterm customer success; track adoption, value realization, and satisfaction with defined success metrics.
• Contribute to forecasting, pipeline hygiene, and executive business reviews.

Travel

• Travel nationally as needed (30%-50% typical; peaks as required).

• Trusted relationships and executive sponsorship across assigned national accounts.
• Consistent achievement of revenue, retention, and expansion targets; growing multiyear agreements.
• Measurable customer outcomes (clinical, operational, and financial) attributable to product adoption.
• High customer satisfaction (e.g., CSAT/NPS), reference-ability, and account advocacy.
• Strategic influence on product direction and market strategy through structured insights.

Employment is contingent on

• Background check (company-wide). Results will not be used automatically to disqualify individuals. Instead, the Company will conduct an individualized assessment that considers the duties of the position, the nature and timing of the offense, and any evidence of rehabilitation, in accordance with applicable laws.
• Drug screen (when applicable for the position)
• Compliance with healthcare facility credentialing process (when applicable for the position)
• Valid driver's license in state of residence with a clean driving record (when applicable for the position)

Required Education and/or Experience

• High school diploma or GED equivalent, required

Preferred Education and/or Experience

• Bachelor's degree required; advanced degree and/or relevant certifications (e.g., capture management, federal procurement) preferred.
• Five years in strategic account management, enterprise sales, or business development in healthcare, payer, or federal markets.
• Demonstrated success selling complex solutions into large health systems, payers, or federal agencies; VA experience (VHA/VISNs, VBA, OIT) strongly preferred.
• Proven ability to navigate healthcare workflows, reimbursement models, and procurement/contracting processes.
• Exceptional executive communication, negotiation, and relationshipbuilding skills; strong financial and analytical acumen.
• One year of related work experience, preferred.
• Medical terminology, preferred.

Skills and Competencies

• Accurately perform simple mathematical calculations
• Effectively communicate in English; both oral and written
• Interpret a variety of communications (verbal, non-verbal, written, listening and visual)
• Maintain confidentiality, discretion and caution when handling sensitive information
• Multi-task along with attention to detail
• Self-motivation, organized, time-management and deductive problem solving skills
• Work independently and as part of a team

Machines, Equipment and Technical Abilities

• Email transmission and communication
• Internet navigation and research
• Microsoft applications; Outlook, Word and Excel
• Office equipment; fax machine, copier, printer, phone and computer and/or tablet

Physical Demands

• Lift and carry office equipment at times
• Requires sitting, walking, standing, talking and listening
• Requires close vision to small print on computer and/or tablet and paperwork

Benefits

• Generous paid time off and paid holidays
• Overtime pay for non-exempt positions (as applicable)
• Commissionfor Account Executives
• Bonus and incentive opportunities
• Fixed and variable car reimbursement for Area Managers and Account Executives
• Car, mileage, and telephone reimbursement(as applicable)
• Employee discount and recognition programs

• Employee Assistance Program (EAP)

• 401(k), HSA, and FSA/Dependent Care FSA

• Medical, prescription, dental, and vision coverage

• Life insurance, disability, accidental death, identity protection, and legal services

• Meru Health mental health and Mercer SmartConnect Medicare programs

• Livongo Diabetes and High Blood Pressure programs

• Healthcare Bluebook and RX Savings Solutions programs

• Hepatitis B (HEPB) and TB vaccinations

Equal Opportunity Employer of Minorities, Females, Protected Veterans and Individuals with Disabilities.Rotech Healthcare Inc. recruits, employs, trains, promotes, transfers, separates from employment and compensates employees without regard to membership in, association with, or perception of race, color, age, gender, gender identity, religion, creed, national origin, ancestry, citizenship, marital status, veteran status, sexual orientation, physical or mental disability, pregnancy or any other personal characteristic protected by applicable federal, state and local laws governing nondiscrimination in employment in each locality where Rotech has employees.