Director, Corporate Accounts – IV Therapy

Role Overview

• Serve as the primary corporate accounts representative and executive point of contact for assigned national accounts across Group Purchasing Organizations (GPOs), distributors, Integrated Delivery Networks (IDNs), home healthcare groups, retail organizations, managed care entities, physician groups, and other strategic partners
• Develop and execute comprehensive strategic account plans that align Fresenius Kabi’s portfolio and commercial strategy with customer priorities to drive long-term growth and partnership
• Establish and maintain trusted relationships with executive leadership and key decision makers, including C-suite stakeholders and key opinion leaders within customer organizations
• Lead the joint business planning process with strategic customers to define shared goals, identify growth opportunities, and ensure alignment on strategic initiatives
• Drive revenue growth and market expansion across assigned accounts by identifying opportunities for portfolio adoption, contract optimization, and new business development
• Develop and manage a robust and accurate opportunity pipeline sufficient to achieve or exceed annual sales targets
• Ensure effective execution of sales and account management processes including pre-call planning, opportunity tracking, contract management, pricing and quotations, and pipeline reporting
• Collaborate with field sales teams and internal stakeholders to coordinate account strategies and support successful execution across the customer organization
• Lead system-level strategy development and coordinate cross-functional execution to ensure consistent and effective engagement with strategic customers
• Identify and deliver customer-focused solutions that address operational, clinical, and economic needs in partnership with internal account team resources
• Act as a trusted advisor to customers by understanding their strategic priorities and aligning Fresenius Kabi solutions to support improved patient care and operational outcomes
• Lead complex negotiations with national accounts and strategic customers related to contracts, pricing, business priorities, and performance expectations
• Partner with Contracting, Legal, and Commercial Leadership to structure agreements that support customer value while achieving company financial and strategic objectives
• Drive cross-functional collaboration to ensure alignment on account strategy, issue resolution, and execution of key initiatives
• Provide insights from national accounts to internal stakeholders to inform commercial strategy, product positioning, and market development efforts
• Represent Fresenius Kabi at industry associations, customer meetings, and key market events to strengthen relationships, gather market intelligence, and identify emerging opportunities

Requirements

• Bachelor’s degree required, Master’s or advanced degree preferred
• 10+ years related Corporate Accounts and/or Medical Device experience (or related experience in the healthcare industry)
• Ability to communicate and form strong relationships with multiple levels and responsibilities within the organization and GPOs
• Proven ability to negotiate large contracts effectively at the GPO level, health systems, and/or distributors
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
• Solid interpersonal and effective communication skills (verbal and written) with internal stakeholders and outside agencies, partners, and vendors
• Proficient with Microsoft Office (Excel, Word, PowerPoint, Outlook), and other database/ERP concepts (i.e., SAP, Salesforce.com)

Tech Stack

• ERP
• SFDC

Benefits

• Health insurance
• Dental insurance
• Vision coverage
• Life insurance
• Disability
• 401K with company contribution
• Wellness program