Strategic Account Manager

About Rotech

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 in ventilators, 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 delivers high-quality products, exceptional service, and compassionate support that 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.

Overview and Responsibilities

Job Summary

Rotech Healthcare is a national leader in respiratory and sleep related therapies, partnering with hospitals, physicians, payers, and government agencies to support patients with high quality care and dependable service.

The Strategic Account Manager (SAM) plays a key role in supporting national growth while ensuring strong clinical adoption across major accounts—including the U.S. Department of Veterans Affairs (VA), commercial payers, and other delivery networks. This role blends clinical education, product expertise, and strategic account support, ensuring customers receive consistent training, smooth onboarding, and clear clinical value.

Essential Job Duties and Responsibilities

(Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.)

Strategic Account Leadership

• * Develop and manage account strategies for assigned national accounts (e.g., VA/VISNs, national payers, large networks) with clear growth objectives
• Build executive‑level and multi‑level relationships (clinical, operational, administrative, IT, supply chain, and finance) to position the company as a trusted, outcomes‑oriented partner.
• Orchestrate enterprise selling across complex organizational structures, including contracting pathways and governance processes at federal agencies and payer organizations.

Clinical Education & Product Expertise

• * Deliver standardized clinical training for providers, staff, and partner teams
• Train clinicians on therapy use, patient pathways, and workflow integration
• Serve as a subject‑matter expert across Rotech’s therapy and product portfolio
• Present clinical evidence, product updates, and best practices

Account Support & Adoption

• * Support national and government accounts with onboarding, training, and ongoing guidance
• Ensure consistent, compliant clinical messaging and documentation practices
• Partner with Strategic Account Managers to reinforce adoption and identify growth opportunities

Sales Execution & Revenue Growth

• * Own the full sales cycle from opportunity identification through proposal/RFP, pricing, negotiation, and close; drive renewals, expansions, and cross‑portfolio 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.

Market, Policy & Industry Insight

• * 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 go‑to‑market planning and positioning.

Governance, Compliance & Cross‑Functional Collaboration

• * Collaborate with Government Affairs, Contracts, Legal/Compliance, and Security to meet federal and payer contracting and regulatory requirements.
• Ensure seamless implementation handoffs and long‑term 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).

What Success Looks Like

• Trusted relationships and executive sponsorship across assigned VA and national accounts.
• Consistent achievement of revenue, retention, and expansion targets; growing multi‑year agreements.
• High customer satisfaction (e.g., CSAT/NPS), reference ability, and account advocacy.
• Strategic influence on product direction and market strategy through structured insights.

Qualifications

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., RRT, RPSGT, 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 relationship‑building 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

Rotech Information

Benefits

• Generous paid time off and paid holidays
• Overtime pay for non-exempt positions (as applicable)
• Commission for 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

Make the right move—submit your resume today. Hiring managers review resumes and contact applicants whose experience aligns with the position. To check the status of a role you’ve applied for, Sign into your account.

All positions are posted for a minimum of five (5) days and remain open until filled by a qualified applicant, generally no longer than 200 days. Thank you for your interest in Rotech Healthcare Inc.

Flordia applicants - Background screening is required through the Florida Care Provider Background Screening Clearinghouse: https://info.flclearinghouse.com/

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.