Strategic Account Manager
Rotech Healthcare Inc., Orlando, FL, United States
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 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 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
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
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.
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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 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
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
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.
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