Corporate Account Director

This is a fully remote position, open to applicants in Connecticut, +8 more states.

📋 Description

• Take ownership and implement detailed strategic account plans for a designated portfolio of Integrated Delivery Networks (IDNs) and healthcare systems.

• Cultivate and sustain relationships with executive stakeholders across supply chain, procurement, value analysis, clinical leadership, nursing, finance, and operations.

• Analyze customer decision-making frameworks and pinpoint purchasing authorities, clinical influences, and compliance with contracts.

• Discover opportunities for expansion across member facilities, product categories, service lines, and affiliated or acquired sites.

• Achieve objectives related to revenue, growth, profitability, market share, and category penetration.

• Develop long-term growth strategies for key systems.

• Evaluate account performance, purchasing patterns, contract utilization, competitive activities, and market intelligence.

• Uphold strategic account plans, opportunity pipelines, and revenue forecasts.

• Oversee system and facility value analysis committee processes until decisions are reached.

• Direct multi-facility conversions and standardization efforts through complete implementation.

• Organize and conduct in-servicing in collaboration with clinical education and field sales.

• Safeguard the established base against competitive conversion efforts and contract disputes.

• Formulate, negotiate, execute, renew, and enhance complex customer agreements.

• Engage in RFPs, pricing negotiations, business reviews, contract renewals, and strategic customer dialogues.

• Collaborate with GPO and distribution partners on contract loading, tier eligibility, pricing accuracy, chargebacks, and administrative fee reporting.

• Supervise contract performance and enhance utilization, compliance, profitability, and customer value.

• Lead strategic business reviews and present at the executive level.

• Create quantified customer value propositions and proactively develop solutions.

• Coordinate internal resources across sales, marketing, clinical education, operations, finance, contracting, pricing, customer service, and supply chain.

• Offer field sales teams direction on system agreements, account strategies, pricing structures, opportunities, and customer expectations.

• Act as the internal advocate for the customer and provide market and competitive insights.

• Track competitive activities and furnish leadership with actionable insights on customer trends, market opportunities, threats, and strategic investments.

⛳️ Requirements

• Senior individual contributor in a commercial role managing enterprise relationships with assigned IDNs and large health systems.

• Proven expertise in the acute care marketplace, encompassing IDN structures, consolidation, GPO models, distribution channels, competitive dynamics, reimbursement factors, and evolving purchasing models.

• Familiarity with CRM systems (such as Salesforce or similar) for account planning, pipeline management, and forecasting.

• Experience with healthcare provider and market data tools (for example, Definitive Healthcare, IQVIA, or equivalent).

• Proficient in GPO and distributor portals, contract management, and reporting systems.

• Advanced skills in Excel and presentation software for account analysis and business reviews.

• Capacity to develop and execute strategic account plans.

• Ability to forge and maintain relationships with executive stakeholders across supply chain, procurement, value analysis, clinical leadership, nursing, finance, and operations.

• Competence in analyzing account performance, purchasing trends, contract utilization, competitive activities, and market data.

• Capability to lead value analysis committee processes, multi-facility conversions, and standardization initiatives.

• Skill in negotiating complex customer agreements and participating in RFPs, pricing negotiations, business reviews, and contract renewals.

• Proficiency in translating complex clinical, operational, financial, and commercial information into quantifiable customer value propositions.

• Ability to coordinate cross-functional resources across sales, marketing, clinical education, operations, finance, contracting, pricing, customer service, and supply chain.

🏝️ Benefits

• Competitive salary plus bonus.

• Numerous opportunities for professional growth and advancement in a rapidly expanding company.

• 401k plan.

• Paid Time Off and holidays.

• Medical, dental, and vision benefits.