MediVena · 1 day ago
Key Account Manager (KAM), Distribution Sales
United States
Full-time
Remote
Mid, Senior Level
2+ years expMediVena is a leader in the medical device industry providing critical tools that healthcare professionals rely on. They are seeking a Senior Commercial Leader to drive national sales growth within the Alternate Care market and expand penetration in the Acute Care market through master distribution partnerships.
Health CareManufacturingMarketingMedical Device
Responsibilities
You will own the strategy and execution required to expand MediVena’s presence, managing the full lifecycle from prospecting to high-level negotiation
Sales Leadership & Strategy : Build and execute the annual and multi-year revenue growth plans for Alternate and Acute Care markets. You will manage the sales budget, track margin performance, and take corrective action to ensure profitability
Alternate Care Growth Engine : Relentlessly acquire new independent distributors, with a specific focus on NDC and IMCO members. You will drive prospecting activities - from cold-calling and email blasts to promos and conference attendance - while leading onboarding, training, and Quarterly Business Reviews (QBRs)
Acute Care & Master Distribution : Manage and grow relationships with the industry giants: Owens & Minor, Medline, Cardinal Health, Concordance, and Henry Schein. You will support the acquisition of GPO contracts (Vizient, Premier, HealthTrust) and develop purchasing pathways for IDNs with self-distribution
Commercial Creativity (OEM/Private Label) : Evaluate and negotiate complex opportunities, including private label programs with major medical device companies or national distributors
Pipeline & Execution : Ensure CRM accuracy (Salesforce or HubSpot) and pipeline discipline. You will set KPIs, oversee outbound prospecting campaigns, and collaborate with Marketing on collateral and launch campaigns
Frontline Presence : Represent MediVena at national trade shows and distributor events. You own the booth planning, lead handling, and follow-up strategy
Operational & Team Leadership : Collaborate with supply chain, regulatory, and production teams to ensure compliance. Crucially, you will help develop the future sales organization—recruiting, mentoring, and promoting a culture of accountability
Qualification
Required
2+ years of sales experience with deep distribution knowledge (Medical Industry preferred)
Bachelor's degree required
The 'Entrepreneur' Factor: You have a mindset to scale programs quickly
Market Fluency: proven success within national and regional distribution networks
Strong understanding of Alternate and Acute Care procurement, including GPOs, price-coalition/aggregation groups, and major IDNs
Experience with master distribution agreements and OEM/private label partnerships is essential
Excellent communication and negotiation abilities are non-negotiable
Proficient with CRM systems (Salesforce/HubSpot)
Ability to travel for customer visits, trade shows, and industry exhibitions
Preferred
MBA is a plus
Company
MediVena
MediVena is a manufacturer of medical equipment.
11-50 employees
Funding
Current Stage
Early StageCompany data provided by crunchbase