Requisition ID: 7367Job Title: Strategic Account Manager, Nexus - Northeast (Boston, New York, Philadelphia)Job Country: United States (US)Territory: Northeast (Boston, New York, Philadelphia)Covering: Massachusetts, New York, eastern Pennsylvania, New Jersey, New Hampshire, Vermont, Connecticut, Rhode Island, MaineEssential Duties & Responsibilities:The Nexus Strategic Account Manager (SAM) is a field-based, regionally deployed role responsible for driving adoption and hospital-wide expansion of the Nexus portfolio, with a strong emphasis on the Nexus TKO® anti-reflux needleless connector, within an assigned region. The SAM partners with the region's Neonatal and Vascular Access Specialist to expand Nexus penetration throughout the hospital - anchored in Neonatal and Pediatric Intensive Care Units (NICUs and PICUs) where TKO's clinical advantage is strongest, and expanding into adult ICUs, operating rooms, anesthesia, oncology, interventional radiology, vascular access teams, and every other unit that relies on central-line and IV-based nutrition and medication delivery.
The role is a hybrid clinical and strategic account position. The SAM brings dedicated Nexus product expertise, vascular access clinical knowledge, and account-level strategic focus to a portfolio that is otherwise carried alongside other Specialty Nutrition Systems products.
Product Responsibility:
The full Nexus portfolio, with strong emphasis on the Nexus TKO® anti-reflux needleless connector. Includes all associated Nexus product SKUs and future line extensions.
Markets and Call Points:
- Hospitals and health systems within the assigned region. The SAM's call points span the hospital wherever central-line or IV-based nutrition and medication delivery is performed:
- Anchor units: NICU / PICU medical directors, neonatologists, pediatric intensivists, and NICU/PICU nursing leadership
- Adult critical care: MICU, SICU, CVICU, Neuro ICU, Burn ICU medical directors and nursing leadership
- Operating Room and Anesthesia: Chief of Anesthesia, OR nursing leadership, CRNAs, anesthesia technicians; PACU leadership
- Emergency Department: ED medical directors, ED nursing leadership, trauma teams
- Oncology and Infusion: oncology medical directors, infusion center leadership, PICC and port access nursing
- Interventional Radiology: IR physicians, IR nursing leadership, central line placement teams
- Vascular Access Team / PICC Team leadership - frequently the decision-maker for hospital-wide connector standardization
- Nutrition Support Service: parenteral nutrition prescribers and monitoring teams
- Pharmacy leadership: IV compounding, sterile products, pediatric pharmacy, and formulary decision-makers
- Infection Prevention, Antibiotic Stewardship, and CLABSI-focused Quality/Patient Safety leadership
- Senior nursing leadership: CNO, Clinical Nurse Specialists, unit-based nursing directors
- Materials Management, Value Analysis Committees, Supply Chain, and Clinical Education
Key Responsibilities:- Develop and execute a regional Nexus portfolio account growth plan - with strong emphasis on Nexus TKO - in partnership with the Regional Manager and the region's Neonatal and Vascular Access Specialists
- Drive hospital-wide Nexus TKO adoption: land the product in NICU/PICU as the clinical anchor, then expand into adult ICUs, OR/anesthesia, oncology and infusion, interventional radiology, ED, and every other unit that performs central-line and IV-based delivery
- Lead Nexus TKO clinical presentations, protocol conversion conversations, and adoption planning at target accounts; support broader Nexus portfolio adoption where applicable
- Own account-level strategy for Nexus portfolio expansion, with primary focus on Nexus TKO - including product trials, protocol standardization, clinical validation, and formulary/committee approvals
- Engage Vascular Access Team and PICC Team leadership as the primary decision-makers for hospital-wide connector standardization
- Build clinical relationships with Infection Prevention and Quality/Patient Safety leadership around CLABSI reduction as the primary clinical argument for TKO adoption
- Partner with the Neonatal and Vascular Access Specialist on shared accounts to ensure the Nexus portfolio receives dedicated clinical and strategic focus without disrupting the existing account relationship
- Build executive-level relationships (CNO, CMO, Chief Quality Officer) at strategic IDNs within the region where system-wide Nexus standardization decisions are made
- Serve as the region's subject-matter expert on the Nexus portfolio - particularly Nexus TKO clinical evidence, competitive positioning, and clinical differentiation vs. incumbent needleless connectors
- Support pricing, contracting, and IDN-level strategy work in coordination with National Accounts and Corporate Accounts teams
- Analyze regional sales trends, customer insights, and competitive data to refine account strategies and drive continuous performance improvement
- Identify and develop Key Opinion Leaders and clinical advocates to strengthen Nexus adoption and standardization across the region
- Track and report on regional Nexus portfolio account activity, adoption milestones, growth, and competitive intelligence
- Participate in monthly and quarterly regional business reviews, delivering insights on Nexus portfolio performance, risks, and opportunities
- Coordinate with Clinical Education Specialists on Nexus TKO training and broader Nexus portfolio competency programs for hospital staff
- Maintain high standards of compliance with Avanos' Code of Conduct and AdvaMed guidelines
- Support the earnout-linked growth objectives for the Nexus product portfolio as defined by commercial leadership
Your qualificationsRequired:- Bachelor's Degree required
- Minimum 5 years of experience in medical device sales, key account management, or clinical sales with a strong record of business impact
- Demonstrated ability to develop and execute account-level growth strategies in complex hospital and health system environments
- Strong clinical acumen and comfort across high-acuity care environments - NICU, PICU, adult ICU, OR, and interventional settings
- Strong leadership presence with consultative influence
- Strong analytical, strategic planning, and communication skills
- Proven ability to collaborate across matrixed organizations and partner effectively with field sales colleagues
- Proficiency with MS Office Suite and CRM platforms (Salesforce.com preferred)
- Self-directed, highly organized, and results-driven
- Ability to synthesize complex clinical and business data into actionable account strategies
- Comfortable with clinical selling into high-acuity, patient-facing hospital environments
- Travel as required to support commercial initiatives and key account activities; up to 60% overnight travel
- Must be able to lift 35 pounds
Preferred: - 10+ years' experience in the medical device industry preferred
- Direct experience in vascular access, infusion therapy, critical care, OR/anesthesia, oncology, or NICU/PICU medical device sales
- Prior experience selling needleless connectors, IV access devices, PICC/central line products, or related vascular access technology
- Clinical credential preferred: RN (critical care, vascular access, NICU/PICU, or OR experience), CRNI, VA-BC, or equivalent
- Familiarity with health systems, GPOs, and IDN account structures
- Familiarity with health economics, reimbursement dynamics, and value-based selling in acute care settings
- Demonstrated success in cross-functional collaboration with Neonatal and Vascular Access Specialists, clinical educators, and national accounts teams
- Track record of driving new product adoption across multiple hospital units and clinical stakeholders
The statements above are intended to describe the general nature and level of work performed by employees assigned to this classification. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.
Salary Range:The anticipated average base pay range for this position is $101,500.00 - $125,000.00. In addition, this role is eligible for an attractive incentive compensation program and benefits. In specific locations, the pay range may vary from the base posted.
Avanos offers a generous 401(k) employer match of 100% of each pretax dollar you contribute on the first 4% and 50% of the next 2% of pay contributed with immediate vesting.
Avanos also offers the following:
benefits on day 1
free onsite gym
onsite cafeteria
HQ region voted 'best place to live' by USA Today
uncapped sales commissions
