National Sales Director, National Accounts

The National Director, Distribution & Strategic Partnerships role is a senior commercial leader responsible for developing and executing CONMED’s national distribution and partnership strategy across the United States.  Reporting to the Health Care Systems group leader, this role drives enterprise alignment, revenue growth, channel optimization, and brand protection across key distribution partners, OEM relationships, MedSurg distributors, and Government-focused entities (including SDVOSB partners).   

This position plays a critical role in expanding channel coverage, strengthening strategic partnerships, mitigating secondary/gray market risk, and ensuring disciplined governance across third-party distribution networks.  

The role operates within the Health Care Systems group under Strategy & Corporate Development and collaborates closely with Business Unit leadership, Finance, Legal, Compliance, Operations, and Customer Experience to ensure stable, compliant, and profitable revenue growth in channel.  

POSITION RESPONSIBILITIES 

National Distribution Strategy & Channel Optimization 

• 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.  

Strategic Partnerships & OEM Relationship Leader 

• 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.  

Government Channel & SDVOSB Relationship Management 

• 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.  

Secondary/Gray Market Governance & Counter-Diversion 

• 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.  

Enterprise Alignment & Cross-Functional Leadership  

• 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.  

BASIC QUALIFICATIONS 

• 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.  

PREFERRED QUALIFICATIONS 

• MBA or advanced degree. 

• Experience in enterprise sales or corporate accounts structure.  

• Knowledge of contract law. 

• Familiarity with GPO and IDN frameworks. 

PHYSICAL JOB REQUIREMENTS 

The physical requirements described herein represent those necessary for an employee to successfully perform the core duties of the role. While fulfilling job responsibilities, the employee must maintain independent mobility and will regularly interact with computers, mobile devices, peers, and colleagues.  Ability to meet with customers in hospital settings without restrictions on credentialing at any hospital or health system. 

NO RELOCATION PROVIDED. 

TRAVEL: 40-60% 

*Note: This position is not eligible for employer visa sponsorship.* 

CONMED is committed to partnering with our customers to enhance healthcare. This role requires access to customer accounts as part of its essential functions including compliance with account-specific background and vaccination requirements.