National Accounts Director

Locations: Remote, IL; Remote, PA

Cardiac Management Solutions

The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest® wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies.

Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives.

ZOLL has been Pittsburgh’s Manufacturer of the Year, one of Western PA’s Healthiest Employers, and even one of Pittsburgh’s Coolest Offices. But it’s our unique opportunity to impact people’s lives that makes ZOLL the ideal place to build your career.

Job purpose

The National Accounts Director will assume full responsibility for building partnerships with ZOLL’s strategic payor partners; including contract negotiations, planning and leadership, education of insurers and government agencies about ZOLL and the LifeVest, and establishing strong communications with ZOLL sales and reimbursement operations leadership. The Director will be responsible for successfully increasing ZOLL revenue by contracting with commercial insurance providers and state Medicaid programs and to advance LifeVest medical policy coverage.             

Duties and responsibilities

  • Develop strategies and priorities for contracting with insurance companies
  • Leverage internal ZOLL resources, external physicians and clinical advocates in pursuit of LifeVest payer acceptance
  • Serve as a "provider relations" contact to national and regional accounts within the insurance industry
  • Overcome existing insurance company reimbursement barriers
  • Establish, visit and maintain an active networking of national account providers
  • Target insurance industry decision-makers to promote ZOLL philosophies and concepts utilizing clinical studies and scientific literature
  • Educate payers on the use of ZOLL products and services
  • Provide LifeVest in-services to third party payers and influential organizations
  • Assist in the development of company programs to achieve contracting and medical policy advancement objectives
  • Coordinate the communication and follow up activities associated with maximizing the benefits of the LifeVest to national contracted accounts
  • Serve as the internal expert regarding insurance reimbursement contracting and build strong internal partnerships in order to design and execute plans for insurance reimbursement
  • Serve as a bridge to the sales organization,  building strong internal partnerships in order to design and execute plans for insurance reimbursement
  • Performs other duties as assigned by Management.


  • Bachelor's degree required, Master's degree preferred.
  • 7-10 years related experience or equivalent combination of education and experience.
  • A documented track record of sales success within the medical device industry. 
  • Strong insurance industry background within multiple facets of the payer market. 
  • Fluency in insurance and medical terminology. 
  • Demonstrated leadership and change management skills. 
  • Track record of delivering results within a large organization through a collaborative style. 
  • Demonstrated ability to develop and execute strategic sales plans for insurance providers. 
  • Highly developed organizational and planning skills. 
  • Knowledgeable in the reimbursement and appeals processes, and regarding medical policy. 
  • Excellent oral and written communication skills and the ability to present and articulate effectively to individuals on all levels.  
  • Experience as a national account manager or a contract manager within an insurance company.

Working conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

Physical requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand; walk and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.

Supervisory responsibility

May have supervisor responsibility

AAP/EEO Statement

ZOLL is committed to fostering an inclusive workplace, where unique identities, backgrounds, cultures, perspectives and experiences are respected and valued.

Equal Opportunity Employer – Disability and Veteran