Position Overview
We are seeking an experienced Director of Strategic & Enterprise Accounts to drive growth and develop long-term partnerships with some of the nation's largest healthcare organizations.
This individual will be responsible for expanding relationships with integrated delivery networks (IDNs), large health systems, and other enterprise healthcare customers. The position requires a combination of strategic selling, executive relationship management, and the ability to navigate complex purchasing environments.
The ideal candidate has a successful track record selling healthcare technology, medical equipment, or related solutions to large healthcare organizations and understands how to develop business across multiple facilities and geographic markets.
Requirements
Key Responsibilities
Strategic Account Development
- Develop and execute comprehensive growth strategies for assigned national and enterprise healthcare accounts.
- Identify opportunities to expand business within existing customers while establishing relationships with new strategic organizations.
- Build relationships with senior executives, clinical leadership, purchasing departments, and other key stakeholders.
- Understand customers' long-term technology investments, operational priorities, and capital planning processes.
- Position the organization as a preferred strategic partner rather than simply a product supplier.
Enterprise Sales & Business Development
- Lead complex sales initiatives involving multiple stakeholders, facilities, and decision-making groups.
- Identify competitive opportunities and develop strategies to increase market share within major healthcare systems.
- Negotiate enterprise-level agreements and develop long-term commercial relationships.
- Coordinate with regional sales teams to ensure consistent execution of national account strategies.
- Identify opportunities to introduce additional products and services across customer networks.
Customer Engagement & Internal Collaboration
- Serve as the primary strategic relationship manager for assigned enterprise customers.
- Work closely with sales leadership, product management, marketing, and service teams to deliver coordinated customer solutions.
- Conduct executive-level presentations, business reviews, and strategic planning discussions.
- Develop a strong understanding of customer challenges and align available technologies and services with their business objectives.
- Maintain visibility into account performance, competitive activity, and future growth opportunities.
Qualifications
- Bachelor's degree in Business, Healthcare Administration, or a related discipline preferred.
- Minimum of 5 years of experience in strategic account management, national accounts, or complex healthcare sales.
- Experience working with large health systems, IDNs, or multisite healthcare organizations.
- Demonstrated ability to establish relationships with C-suite executives and senior healthcare decision-makers.
- Proven success navigating competitive sales environments and securing preferred vendor relationships.
- Experience selling capital medical equipment, healthcare technology, or technically sophisticated solutions strongly preferred.
- Strong understanding of enterprise purchasing processes, contract negotiations, and healthcare organizational structures.
- Excellent presentation, communication, negotiation, and relationship-building skills.
- Ability to work independently while coordinating with cross-functional commercial teams.
- Willingness to travel approximately 50%.
Ideal Candidate Profile
We are particularly interested in candidates who have successfully managed major healthcare accounts and understand how to translate relationships at the corporate level into business opportunities across individual hospitals and facilities.
The successful candidate will be commercially driven, comfortable engaging senior executives, and capable of developing account strategies that produce sustainable revenue growth.
Travel: Approximately 50%
Territory: National / United States
Industry: Healthcare Technology / Medical Devices