Director, Corporate Accounts

Carestream•Texas, TX

About The Position

This senior-level, field-based, customer-facing role builds long-term relationships with large, complex health systems and expands Carestream’s market share across its portfolio. The Director owns executive relationships and strategic account development for assigned Integrated Delivery Networks, coordinating geographically dispersed sales and service teams, corporate stakeholders, and external channel partners. Success is measured by achievement of annual bookings and revenue targets, growth in portfolio adoption, execution of strategic account objectives, customer satisfaction, and effective management of relationships with Integrated Delivery Network and Group Purchasing Organization stakeholders. The role covers the western U.S.; the candidate should be located west of the Mississippi. The position requires 50% or more travel, including potentially significant driving distances and overnight stays, and may require air travel. Work takes place in hospital and medical environments and remotely from a home office. Customer-required certification or credentialing may be necessary to enter facilities and perform job duties; customer or facility policies may also require drug testing and immunizations.

Requirements

Bachelor’s degree or equivalent relevant experience.
Seven or more years of sales or senior-level experience in healthcare capital equipment or a comparable complex selling environment.
At least three years of experience working with Group Purchasing Organizations and Integrated Delivery Networks.
Knowledge of medical imaging equipment, including digital radiography, healthcare information technology, and related clinical workflows.
Candidate should be located west of the Mississippi.
Ability to meet customer facility admission requirements, which may include certification or credentialing, drug testing, and immunizations.

Nice To Haves

Master of Business Administration or other advanced degree.
Experience leading complex, multi-entity strategic accounts.
Executive-level negotiation and contracting experience.
Strong financial acumen and proficiency in customer relationship management and forecast management.
Demonstrated ability to influence geographically dispersed teams without direct authority.

Responsibilities

Own sales and business-development results and lead executive and member relationships between Carestream and assigned Integrated Delivery Networks.
Achieve annual bookings, revenue, customer satisfaction, and budget targets while maintaining high standards of ethical business conduct and compliance.
Develop and execute integrated, account-specific sales and marketing strategies across product lines.
Coordinate cross-functional Carestream resources to achieve national account objectives, influencing effectively without direct authority.
Lead sales-cycle activities, including opportunity identification, account strategy, executive engagement, competitive positioning, proposal development, negotiation, contracting, and purchase-order management.
Build and maintain a qualified pipeline that supports forecast accuracy, business continuity, and sustainable growth.
Partner with business-unit leaders to optimize sales execution, service delivery, and customer support.
Strengthen customer loyalty and satisfaction, including performance measured through Net Promoter Score, and translate customer needs into actionable internal priorities.
Build trusted relationships with corporate executives, regional leaders, and local decision-makers within assigned accounts.
Co-develop long-term business plans with Integrated Delivery Networks and national accounts, monitor execution, and hold regular meetings with executive leaders.
Represent regional priorities to executive management, including forecasts, product and business needs, and resource requirements.
Coach and advise internal account-team members to strengthen execution and performance.
Lead disciplined use and maintenance of customer relationship management data, pipeline records, and forecasts.
Support U.S. Department of Veterans Affairs, Veterans Integrated Service Network, and Department of Defense meetings within the assigned geography, as needed.