CONMED Corporation

National Sales Director, National Accounts

CONMED Corporation

full-time

Posted on:

Location Type: Remote

Location: Florida • New York • United States

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Salary

💰 $185,000 - $250,000 per year

Job Level

Lead

About the role

  • Develop and execute a comprehensive national distribution strategy aligned to CONMED’s enterprise growth priorities
  • Identify and activate high-level impact distribution channels (MedSurg, regional distributors, specialty distributors, OEM partnerships)
  • Drive revenue growth, margin expansion, and strategic account penetration through optimized channel coverage
  • Evaluate and rationalize channel performance, ensuring alignment with enterprise guardrails and growth objectives
  • Lead Quarterly and Annual Business Reviews (QBRs/ABRs) with key distribution partners
  • Own executive-level relationships with large OEM and MedSurg distribution partners
  • Negotiate and structure partnership agreements that drive enterprise value while protecting brand equity and pricing discipline
  • Identify co-development, bundling, or cross-portfolio opportunities that increase market share and customer engagement
  • Collaborate cross-functionally to align product launches, marketing initiatives, and supply chain capabilities with partner strategies
  • Lead enterprise relationships with Government-aligned distributors and SDVOSB partners
  • Expand channel penetration across VA, DoW, and other federal government agencies
  • Partner with BU Field Sales Organizations and Sales Leadership to drive access and contract execution in the Government channel
  • Monitor evolving Federal Government dynamics affecting distribution channels
  • Establish and enforce enterprise counter-diversion strategy
  • Monitor and mitigate secondary market exposure, including unauthorized resale, pricing leakage, and channel conflict
  • Partner with Legal, Compliance, and Finance to ensure governance, monitoring mechanisms, and enforcement protocols are in place
  • Develop reporting frameworks to identify exceptions in channel flow and pricing behavior
  • Protect brand equity, margin integrity, and contractual commitments across all distribution relationships
  • Serve as the central point of coordination between Health Care Systems, Business Units, Finance, and Operations on distribution strategy
  • Align compensation models, growth targets, and incentive structures for MedSurg distribution partners and channels
  • Ensure distribution strategies support enterprise KPIs including Total Revenue Contracted Sales Growth Margin – Gross and Contribution Domestic Growth Outperformance
  • Support forecasting, pipeline transparency, etc., for operational and demand planning

Requirements

  • Bachelor’s degree in Business Administration, Finance, Healthcare Administration, or related field
  • 10+ years of progressive commercial leadership experience in medical device or healthcare distribution
  • Demonstrated success managing national distribution partners or OEM relationships
  • Experience navigating Government contracting frameworks (SDVOSB, VA, DoW, GSA)
  • Strong financial acumen (pricing, margin management, contract structures)
  • Proven cross-functional leadership experience
Benefits
  • Competitive compensation
  • Excellent healthcare including medical, dental, vision and prescription coverage
  • Short & long term disability plus life insurance -- cost paid fully by CONMED
  • Retirement Savings Plan (401K) -- CONMED matches your contributions dollar for dollar, with the potential for up to 7% per pay period
  • Employee Stock Purchase Plan -- allows stock purchases at discounted price
  • Tuition assistance for undergraduate and graduate level courses
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
national distribution strategychannel performance evaluationpartnership agreements negotiationreporting frameworks developmentpricing managementcontract structuresmarket share analysiscross-portfolio opportunities identificationfinancial acumenoperational planning
Soft Skills
leadershipcollaborationrelationship managementstrategic thinkingcommunicationnegotiationproblem-solvingcross-functional coordinationinfluenceadaptability