Strategic Account Manager

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 in ventilators, 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

Overview and Responsibilities

Job Summary

The Strategic Accounts Manager (SAM) leads enterprise growth with designated national healthcare customers-including the U.S. Department of Veterans Affairs (VA), national/commercial payers, and large integrated delivery networks (IDNs). This role blends consultative selling, complex account leadership, and healthcare domain expertise to expand adoption, deepen partnerships, and deliver measurable clinical, operational, and financial value. Success requires navigating federal procurement paths, payer contracting dynamics, and multi‑stakeholder decision processes across large health systems.

This position is in located in Orlando, FL and can be remote in FL.

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.)

* Own multi‑year account strategies for assigned national accounts (e.g., VA/VISNs, national payers, large IDNs) with clear growth objectives, relationship maps, and risk/opportunity plans.

* 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.

* Serve as a subject‑matter expert across the product portfolio; tailor value propositions to customer priorities (clinical outcomes, workflow efficiency, total cost of care, member/patient experience, quality measures).

* Lead discovery, product demonstrations, solutioning workshops, ROI modeling, and clinical/technical evaluations with cross‑functional stakeholders.

* Provide ongoing education on best practices, product updates, and emerging industry trends; influence roadmap through structured customer feedback.

* 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/Rev Ops 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

* Travel nationally as needed (30%-50% typical; peaks as required).

What Success Looks…