Strategic Account Manager

Rotech Healthcare Inc.•Orlando, FL

About The Position

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.

Requirements

High school diploma or GED equivalent, required
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)
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
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
Requires sitting, walking, standing, talking and listening
Requires close vision to small print on computer and/or tablet and paperwork

Nice To Haves

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.

Responsibilities

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.
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
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
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.
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.
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 nationally as needed (30%–50% typical; peaks as required).

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