Regional Client Director

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Drive growth, safeguard and enhance existing business, and explore new opportunities within complex Integrated Delivery Networks (IDNs), regional Group Purchasing Organizations (GPOs), and strategic healthcare accounts in the West Region.

• Formulate and implement comprehensive enterprise growth strategies targeting assigned strategic IDNs, GPOs, and healthcare systems.

• Discover and cultivate opportunities to maintain current business, increase portfolio penetration, secure competitive conversions, and generate new revenue streams.

• Act as the senior commercial point of contact and a trusted advisor for key customer relationships.

• Collaborate with executive, economic, clinical, Supply Chain, Pharmacy, Imaging, Value Analysis, and operational stakeholders.

• Facilitate executive-level discussions, Quarterly Business Reviews, Value Analysis Committee processes, and strategic customer conversations.

• Create strategic account plans, stakeholder maps, account blueprints, growth targets, competitive positioning, milestones, and performance metrics.

• Integrate local facility insights with broader enterprise-level strategies across multiple IDNs.

• Spearhead strategic target-account initiatives and synchronize enterprise strategies with shared customers.

• Hold cross-functional account teams accountable for their commitments, milestones, and strategic actions.

• Lead complex contracting strategies, business case development, intricate negotiations, renewals, portfolio expansion, and competitive conversions.

• Oversee contract performance, pricing structures, profitability, compliance, utilization, and pull-through metrics.

• Enhance Average Selling Price (ASP), gross margin, portfolio penetration, and overall revenue.

• Convert customer, competitive, market, financial, and clinical insights into actionable commercial strategies.

• Recognize emerging market opportunities and threats impacting the Contrast Media franchise.

• Collaborate with Marketing and Product Management on portfolio strategy, product development, and commercialization efforts.

• Implement regional channel and GPO strategies effectively.

• Coordinate efforts across Sales, Clinical, Marketing, Finance, Contracting, Market Access, Commercial Operations, Supply Chain, Medical, Regulatory, Product Management, and other departments.

• Identify execution barriers and devise solutions throughout the organization.

• Manage the opportunity funnel for identification, qualification, progression, forecasting, and conversion.

• Utilize CRM systems to document customer strategy, stakeholder engagement, opportunities, competitive intelligence, and subsequent actions.

• Conduct weekly reviews of the funnel and account performance, perform monthly territory performance assessments, and develop corrective action plans.

⛳️ Requirements

• Over 10 years of progressive experience in strategic sales, national/regional account management, contracting, or commercial leadership.

• Preferably experienced within healthcare, pharmaceuticals, medical devices, life sciences, or another complex healthcare setting.

• Extensive background in managing complex IDNs, GPOs, strategic health systems, and/or channel partners.

• Proven track record of developing and implementing enterprise-level strategic account plans.

• Significant experience in complex contract negotiations, pricing strategies, business case development, and contract execution.

• Ability to identify and influence senior executive and economic decision-makers effectively.

• Strong financial acumen in interpreting pricing, margins, revenue, contract performance, and customer economics.

• Successful at leading intricate cross-functional initiatives without direct authority.

• Excellent analytical skills in transforming data, customer insights, and market intelligence into actionable commercial strategies.

• Competent in managing a sophisticated sales funnel and accurately forecasting opportunities with discipline.

• Exceptional skills in executive communication, presentation, negotiation, and influence.

• Capable of operating independently, making sound strategic decisions, and maintaining accountability for business outcomes.

• Preferred: experience in pharmaceutical diagnostics, contrast media, diagnostic imaging, medical devices, or hospital-based pharmaceutical sales.

• Preferred: experience in managing geographically dispersed, multi-site health systems.

• Preferred: experience in developing enterprise agreements spanning pharmaceutical products, devices, services, or multiple portfolio offerings.

• Preferred: understanding of healthcare Supply Chain, Pharmacy, Imaging, Value Analysis, GPO, and IDN decision-making processes.

• Preferred: experience in partnering with broader enterprise account teams to develop integrated customer strategies.

• Must be legally authorized to work in the United States.

• GE HealthCare will not sponsor employment visas.

• Successful completion of a drug screen, if applicable.

🏝️ Benefits

• Performance-based incentive compensation, which may include cash bonuses and/or long-term incentives (LTI).

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Paid time off.

• 401(k) plan with opportunities for employee and company contributions.

• Life insurance.

• Disability insurance.

• Accident insurance.

• Tuition reimbursement.

• Professional development opportunities.

• Challenging career paths.

• Relocation assistance not provided.