Director of Strategic Accounts

About this role

Who We Are

At PolyNovo, we are committed to improving the outcomes of patients through the development and provision of the best surgical solutions possible. PolyNovo develops innovative medical devices utilizing the patented bioabsorbable polymer technology NovoSorb®. Our lifesaving and life-changing products have revolutionized the treatment of burns and major trauma, and have multiple emerging indications.

With 130 employees in the U.S. and over 300 worldwide, PolyNovo has positively impacted the lives of more than 65,000 patients globally.

About the Job

Who We Are

At PolyNovo, we are committed to improving patient outcomes through the development and delivery of innovative surgical solutions. PolyNovo develops medical devices utilizing our patented bioabsorbable polymer technology, NovoSorb®. Our life-saving and life-changing products have transformed the treatment of burns and major trauma and continue to expand into emerging indications.

About the Role

PolyNovo is currently searching for a Director of Strategic Accounts – IDN to lead the development, growth, and management of relationships with key Integrated Delivery Networks and health systems across the U.S.

The Director will partner with health system executives and key decision-makers to understand each IDN's clinical, operational, and financial priorities and develop strategic solutions that create value for both the customer and PolyNovo.

This individual will serve as the strategic lead for assigned IDNs, connecting the system-level strategy with execution at the individual hospital and market level. Working closely with Regional Sales Directors, Area Business Managers, and field sales teams, the Director will develop account strategies, pricing approaches, contracting plans, and growth initiatives designed to expand access and drive sustainable year-over-year growth throughout the health system.

Key Responsibilities

• Develop strong, long-term relationships with C-suite executives and key health system stakeholders, including value analysis committees, purchasing and supply chain leaders, medical directors, contracting teams, and clinical decision-makers.
• Serve as the primary strategic partner for assigned health systems, developing a thorough understanding of each organization’s business, clinical, operational, and financial priorities.
• Build and lead annual strategic business plans for targeted health systems, incorporating key value drivers for both the customer and PolyNovo.
• Partner with Regional Sales Directors and Area Business Managers to align local account activities with the broader health system strategy.
• Provide regional sales teams with insight, direction, and leadership regarding the overall health of assigned health systems, account priorities, contracting requirements, and growth opportunities.
• Develop account-specific pricing and contracting strategies that balance customer needs, market dynamics, and PolyNovo’s commercial objectives.
• Lead and support GPO, IDN, and federal contracting activities, including contract submissions, RFI and RFP responses, implementation, education, maintenance, and compliance.
• Identify opportunities to increase contract utilization, product adoption, customer penetration, and market share across affiliated hospitals and care sites.
• Coordinate cross-functional resources to ensure strategic accounts receive high-quality, consistent service across the organization.
• Maintain a high-level view of activities across individual hospitals and accounts within each health system, identifying potential gaps and escalating or course-correcting as needed.
• Schedule and support strategic business reviews with selected health system and strategic account partners.
• Monitor account performance, market dynamics, contract timelines, and revenue potential to support forecasting and resource planning.
• Review applicable revenue reports, administrative fees, rebates, and contract performance in partnership with internal stakeholders.
• Collaborate with Commercial, Medical, Clinical, Finance, Quality, Regulatory, and other internal teams to develop programs that communicate PolyNovo’s clinical and economic value.
• Support contract submissions and initial clinical reviews by coordinating appropriate clinical, economic, and product materials.
• Provide indirect coaching, mentoring, and strategic guidance to sales representatives supporting assigned accounts.
• Educate sales team members on strategic account requirements, contracting processes, pricing strategies, and account-specific priorities.
• Maintain timely and accurate account plans, forecasts, progress reports, and other required business documentation.
• Represent PolyNovo at relevant national conferences, strategic account meetings, and customer events.
• Manage assigned resources and expenses in accordance with the approved budget.
• Conduct all activities in accordance with PolyNovo’s quality, regulatory, compliance, safety, and ethical standards.

Qualifications

• Bachelor’s degree in business, life sciences, healthcare, or a related field.
• Advanced degree in business, science, healthcare, or education is preferred.
• Minimum of 3–5 years of experience in healthcare contracting, strategic accounts, IDN management, GPO management, or a related commercial function.
• At least 2–5 years of sales leadership or strategic commercial leadership experience.
• Experience working with IDNs, GPOs, federal accounts, hospital systems, and complex healthcare contracting processes.
• Demonstrated experience developing relationships with C-suite executives and senior hospital decision-makers.
• Experience creating strategic account plans, pricing strategies, contracting approaches, and business review presentations.
• Strong understanding of hospital decision-making processes, value analysis, supply chain, purchasing, and contract implementation.
• Experience in medical devices, regenerative medicine, surgical products, burns, trauma, or wound care is strongly preferred.
• Experience using healthcare market intelligence and account data platforms, including Definitive Healthcare, is preferred.
• Ability to interpret account, contract, market, and revenue data and translate findings into actionable business strategies.
• Strong business and financial acumen, including the ability to balance customer value with organizational growth objectives.
• Excellent written, verbal, presentation, negotiation, and executive communication skills.
• Demonstrated ability to influence and lead cross-functional teams without direct authority.
• Strong interpersonal skills and the ability to establish effective working relationships with customers, sales teams, and internal stakeholders.
• Proactive problem-solving skills with the ability to identify risks, course-correct, and escalate issues appropriately.
• Ability to work autonomously while remaining highly collaborative within a small, fast-moving organization.
• Strong organizational skills with a demonstrated commitment to accurate reporting, documentation, follow-through, and accountability.
• Proficiency with Microsoft Office, CRM platforms, and other business reporting tools.
• Ability and willingness to travel as required.

Benefits

• Total compensation package consisting of base salary, bonus, and applicable incentive plans.
• 401(k) plan with company match.
• Comprehensive medical, dental, and vision insurance for employees and their families.
• Generous paid time off, company holidays, and two paid Nurture Days per year.
• Parental leave for primary and secondary caregivers.
• Car allowance and technology package, where applicable.

This position has a base salary of $180,000 - $200,000 and is eligible for bonuses.

We like AI for lots of things, but we do not use it for résumé review. Your application is read by actual human beings. No automated screening tools are used in our hiring decisions. PolyNovo fosters an environment that promotes equity, diversity, and inclusion. We recognize and value that it is the sum of our parts – our combined backgrounds, experiences and perspectives – that allow us to succeed.

PolyNovo is an equal opportunity employer and provides equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.