Director, Strategic Accounts Sales- Aesthetics
Galderma, Miami, FL, United States
The Director, Strategic Accounts Sales is a senior commercial leader responsible for developing and executing enterprise‑level growth strategies across Galderma’s Aesthetic portfolio within a defined set of high‑value, strategic accounts. This role is highly focused on large, multi‑location aesthetic organizations, including private equity‑backed platforms, consolidators, and other high‑volume customers requiring complex contract negotiation and customized commercial agreements.
Key Responsibilities
Develop and execute comprehensive national and regional strategic account plans to drive revenue growth, share expansion, and long‑term enterprise partnerships across high‑value aesthetic customers.
Lead high‑volume, complex contract negotiations including pricing strategy, rebates, performance‑based agreements, and multi‑year enterprise contracts.
Own relationships with executive‑level stakeholders within private equity‑backed aesthetic platforms, large medical groups, and national accounts.
Identify and capitalize on opportunities to “steal share” through creative commercial models, value‑based proposals, and differentiated portfolio positioning.
Partner cross‑functionally with Legal, Finance, Marketing, and Commercial Operations to structure compliant, profitable, and scalable agreements aligned to company growth strategy and profitability targets.
Collaborate with Marketing to deliver customized value propositions, promotional strategies, and enterprise‑level programs tailored to strategic accounts.
Partner with Finance to model contract scenarios, assess margin impact, and ensure financial discipline across large‑scale agreements.
Provide strategic direction and coordination with Regional Sales Managers and field teams to ensure strong execution within contracted accounts.
Manage a team of Corporate Account Managers ensuring delivery of revenue growth, account performance, implementation of programs and collaboration with cross‑functional partners.
Drive forecasting accuracy, pipeline management, and revenue visibility across strategic accounts.
Conduct executive business reviews with key customers to reinforce value delivery, performance metrics, and expansion opportunities.
Monitor competitive landscape and consolidation trends within the aesthetics space, proactively positioning the organization for growth within emerging private equity‑backed networks.
Represent the organization at national aesthetic meetings, industry conventions, and executive‑level customer engagements.
Uphold the highest standards of integrity, compliance, and professionalism in all business interactions.
Other duties as assigned.
Skills And Qualifications
Bachelor’s degree required; MBA or advanced business degree strongly preferred.
12+ years of progressive sales experience with significant experience managing enterprise or strategic accounts in medical device, dermatology, injectable aesthetics, or specialty pharmaceutical sales.
Demonstrated success negotiating high‑volume, complex commercial contracts.
Experience working with private equity‑backed healthcare organizations or consolidated multi‑site medical groups strongly preferred.
Strong financial acumen with the ability to analyze P&L impact, pricing models, rebate structures, and contract performance metrics.
Proven ability to collaborate effectively with Legal, Finance, and Marketing in structuring and executing sophisticated commercial agreements.
Executive presence with the ability to influence C‑suite stakeholders.
Exceptional strategic planning, analytical, and problem‑solving skills.
Excellent verbal and written communication and coaching skills required.
Ability to thrive in a highly driven culture that is performance based, fast paced, and results oriented.
Must maintain a high degree of integrity and be highly ethical at all times.
Valid driver’s license required.
Travel estimated at 30-40% depending on assigned account footprint.
Position Is Commensurate With Experience. Compensation and Benefits The base salary range for this role is determined based on several factors. These include but are not limited to job accountabilities; skill sets; experience and training; certifications; work location; competitive market rates and other business needs. A reasonable estimate of the hiring range for this role is $200,000-$230,000.
In addition to base salary, we provide an opportunity to participate in an annual short‑term incentive program that is based on corporate performance with a multiplier focused on individual performance. We offer a competitive and comprehensive benefits program including health insurance, 401(k) plan with employer match, a generous paid time off policy, hybrid work schedules and more.
Work Environment and Physical Requirements The work environment characteristics and physical requirements described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Operate a motor vehicle.
Stand; walk; sit; climb or balance; stoop; kneel; crouch; talk or hear; and taste or smell.
Climb stairs or ride elevators.
Lift and/or move up to 25 pounds.
Use close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
Manipulate keyboard or otherwise access computer, telephone, and hand‑held devices.
Be exposed to outside weather conditions while going in and out of office buildings.
Attendance at company‑sponsored meetings is required. Some meetings or meeting‑related travel may occur during evening or weekend hours.
Travel estimated at 30-40%.
Equal Employment Opportunity Statement Galderma is an equal opportunity employer dedicated to building an inclusive and diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, or any other characteristic protected by applicable law. Galderma is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment.
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Key Responsibilities
Develop and execute comprehensive national and regional strategic account plans to drive revenue growth, share expansion, and long‑term enterprise partnerships across high‑value aesthetic customers.
Lead high‑volume, complex contract negotiations including pricing strategy, rebates, performance‑based agreements, and multi‑year enterprise contracts.
Own relationships with executive‑level stakeholders within private equity‑backed aesthetic platforms, large medical groups, and national accounts.
Identify and capitalize on opportunities to “steal share” through creative commercial models, value‑based proposals, and differentiated portfolio positioning.
Partner cross‑functionally with Legal, Finance, Marketing, and Commercial Operations to structure compliant, profitable, and scalable agreements aligned to company growth strategy and profitability targets.
Collaborate with Marketing to deliver customized value propositions, promotional strategies, and enterprise‑level programs tailored to strategic accounts.
Partner with Finance to model contract scenarios, assess margin impact, and ensure financial discipline across large‑scale agreements.
Provide strategic direction and coordination with Regional Sales Managers and field teams to ensure strong execution within contracted accounts.
Manage a team of Corporate Account Managers ensuring delivery of revenue growth, account performance, implementation of programs and collaboration with cross‑functional partners.
Drive forecasting accuracy, pipeline management, and revenue visibility across strategic accounts.
Conduct executive business reviews with key customers to reinforce value delivery, performance metrics, and expansion opportunities.
Monitor competitive landscape and consolidation trends within the aesthetics space, proactively positioning the organization for growth within emerging private equity‑backed networks.
Represent the organization at national aesthetic meetings, industry conventions, and executive‑level customer engagements.
Uphold the highest standards of integrity, compliance, and professionalism in all business interactions.
Other duties as assigned.
Skills And Qualifications
Bachelor’s degree required; MBA or advanced business degree strongly preferred.
12+ years of progressive sales experience with significant experience managing enterprise or strategic accounts in medical device, dermatology, injectable aesthetics, or specialty pharmaceutical sales.
Demonstrated success negotiating high‑volume, complex commercial contracts.
Experience working with private equity‑backed healthcare organizations or consolidated multi‑site medical groups strongly preferred.
Strong financial acumen with the ability to analyze P&L impact, pricing models, rebate structures, and contract performance metrics.
Proven ability to collaborate effectively with Legal, Finance, and Marketing in structuring and executing sophisticated commercial agreements.
Executive presence with the ability to influence C‑suite stakeholders.
Exceptional strategic planning, analytical, and problem‑solving skills.
Excellent verbal and written communication and coaching skills required.
Ability to thrive in a highly driven culture that is performance based, fast paced, and results oriented.
Must maintain a high degree of integrity and be highly ethical at all times.
Valid driver’s license required.
Travel estimated at 30-40% depending on assigned account footprint.
Position Is Commensurate With Experience. Compensation and Benefits The base salary range for this role is determined based on several factors. These include but are not limited to job accountabilities; skill sets; experience and training; certifications; work location; competitive market rates and other business needs. A reasonable estimate of the hiring range for this role is $200,000-$230,000.
In addition to base salary, we provide an opportunity to participate in an annual short‑term incentive program that is based on corporate performance with a multiplier focused on individual performance. We offer a competitive and comprehensive benefits program including health insurance, 401(k) plan with employer match, a generous paid time off policy, hybrid work schedules and more.
Work Environment and Physical Requirements The work environment characteristics and physical requirements described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Operate a motor vehicle.
Stand; walk; sit; climb or balance; stoop; kneel; crouch; talk or hear; and taste or smell.
Climb stairs or ride elevators.
Lift and/or move up to 25 pounds.
Use close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
Manipulate keyboard or otherwise access computer, telephone, and hand‑held devices.
Be exposed to outside weather conditions while going in and out of office buildings.
Attendance at company‑sponsored meetings is required. Some meetings or meeting‑related travel may occur during evening or weekend hours.
Travel estimated at 30-40%.
Equal Employment Opportunity Statement Galderma is an equal opportunity employer dedicated to building an inclusive and diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, or any other characteristic protected by applicable law. Galderma is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment.
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