Regional Corporate Accounts - Heart Failure SolutionsRole OverviewThe Key Account Manager drives profitable revenue growth by building and converting a pipeline of design, pilot, evaluation, and commercial opportunities across two main industries. The first industry targets priority health systems, accountable care organizations (ACOs), integrated delivery networks (IDNs), and large cardiovascular accounts. The second industry is medical device manufacturers working on innovative solutions to address the macro-economic challenges like workforce shortage and aging population.
Direct customer engagement is central to the role and requires strong enterprise sales capabilities, technical knowledge of ADI's portfolio, and the ability to articulate Sensinel's clinical, economic, workflow, and commercial value. The successful candidate will lead executive and technical customer discussions and coordinate a team-selling approach across business units and functional teams to resolve execution challenges and accelerate account growth.
The position reports directly to the
Sr. Director - Global Accounts and plays a key role in building Sensinel's commercial foundation in the heart failure market
Key Responsibilities- Lead regional strategy and account planning for priority health systems, ACOs, IDNs, and large cardiovascular accounts, including stakeholder mapping, clinical champions, contracting pathways, implementation requirements, and expansion plans.
- Build executive-level relationships with C-suite leaders, population health executives, cardiovascular service line leaders, advanced heart failure physicians, financial decision-makers, and other key stakeholders.
- Build and convert a qualified pipeline of design, pilot, evaluation, and commercial opportunities that drives profitable revenue growth.
- Lead customer discussions that connect ADI's technical portfolio and Sensinel's value proposition to heart failure management, remote monitoring, readmission reduction, total cost of care, and value-based care performance.
- Develop customer business cases that address clinical value, economic impact, workflow requirements, reimbursement considerations, and commercial strategy.
- Coordinate a team-selling approach across business units and internal functions, including contracting, BAAs, cybersecurity, procurement, reimbursement, implementation, and customer success.
- Diagnose and proactively resolve cross-functional execution issues that could delay customer decisions or implementation.
- Lead regional account reviews, pipeline updates, and forecast discussions.
- Coach and support Key Account and Associate Account team members within the region.
- Drive successful implementation, post-pilot conversion, expansion, and long-term account growth.
Ideal Candidate Profile- Experience in medical device, digital health, cardiovascular, heart failure, remote patient monitoring, enterprise healthcare sales, strategic accounts, or a related field.
- Proven ability to manage complex sales cycles and convert pipelines into profitable growth within hospitals, health systems, ACOs, or IDNs.
- Strong enterprise sales skills and sufficient technical knowledge to position ADI's portfolio and lead substantive customer discussions.
- Strong understanding of healthcare stakeholders, including physicians, administrators, population health, finance, procurement, legal, compliance, IT, and security.
- Ability to communicate clinical and economic value, workflow impact, reimbursement considerations, and commercial strategy.
- Executive presence and the ability to influence senior-level decision-makers.
- Demonstrated success leading cross-functional, team-selling efforts across business units and proactively resolving execution conflicts.
- Strong account planning, communication, coaching, and leadership skills.
Success Measures- Advance strategic accounts through evaluation, pilot, contract, and expansion stages.
- Grow the regional pipeline and qualified opportunities.
- Successfully execute health system, ACO, and large-account strategies.
- Develop strong executive and clinical champion relationships.
- Convert pilots into broader commercial opportunities.
For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls. As such, applicants for this position - except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) - may have to go through an export licensing review process.
Job Req Type: Experienced
Required Travel: Yes, 50% of the time
Shift Type: 1st Shift/Days
The expected wage range for a new hire into this position is $142,800 to $196,350.
- Actual wage offered may vary depending on work location, experience, education, training, external market data, internal pay equity, or other bona fide factors.
- This position qualifies for a discretionary performance-based bonus which is based on personal and company factors.
- This position includes medical, vision and dental coverage, 401k, paid vacation, holidays, and sick time, and other benefits.
