Director, Enterprise Accounts

Brady Corporation•Salt Lake City, UT

10d

About The Position

PDC Healthcare is seeking an experienced enterprise sales leader to join its Healthcare Channel & Business Development team as Director, Enterprise Accounts. The role drives enterprise growth across large healthcare systems, independent distribution networks (IDNs), and enterprise provider networks through PDC’s connected identification solutions, including thermal printers, scanners, software, labels, and wristbands. The position is highly visible to senior leadership at Brady and customer organizations, and focuses on expanding adoption of patient identification, specimen labeling, and clinical workflow solutions that support patient safety, operational efficiency, and regulatory compliance. The Director serves as the senior national lead for corporate group purchasing organization (GPO) relationships. The role cultivates partnerships by understanding customers’ clinical, economic, and business needs, aligning PDC resources, and providing strategic insight into GPO contracting, key market initiatives, and field activation plans. The Director establishes and maintains PDC’s position as a premier partner with assigned IDNs and GPOs, manages contracts and relationships, and grows market share and brand recognition across enterprise healthcare. This is a home office-based position. The candidate must reside within 50 miles of a major metropolitan national airport and be willing to travel up to 50% of the time.

Requirements

Experienced enterprise sales leader with deep executive and enterprise experience selling hardware, software, and consumables into complex healthcare environments.
Experience with long sales cycles, multi-channel distribution, and recurring revenue models.
Ability to understand customers’ clinical, economic, and business needs and cultivate results-driven partnerships.
Must reside within 50 miles of a major metropolitan national airport.
Willingness to travel up to 50% of the time.

Responsibilities

Own enterprise-level revenue performance across capital hardware, software, and high-velocity consumables within enterprise health systems.
Establish disciplined pipeline management and forecasting tied to install-base expansion and utilization growth.
Define and own the vision, strategy, and roadmap for growing revenue with GPOs, and communicate it across the company.
Develop and implement GPO-specific goals and strategic initiatives, aligning priorities, timelines, and resource allocation.
Conduct quarterly business reviews with assigned GPOs, covering performance metrics, strategy, and opportunities for improved clinical, operational, and financial impact.
Develop and execute multi-year IDN account plans focused on standardization, system-wide rollouts, and clinical adoption in coordination with the broader commercial organization.
Expand PDC’s footprint across care settings including acute care, ambulatory, lab, pharmacy, and perioperative environments.
Build strategic relationships with C-level decision-makers and influencers within targeted IDNs, purchasing alliances, and GPOs.
Lead complex sales motions involving clinical leadership, IT, supply chain, patient safety, and executive sponsors.
Partner with clinical, IT, and operations stakeholders to align PDC solutions with patient identification and wristbanding, specimen collection and labeling, and medication administration and bedside scanning workflows.
Navigate EMR/EHR integrations, system validation, and IT security requirements.
Position and message PDC’s identification solutions to GPOs and member IDNs by demonstrating their value propositions.
Provide central, strategic, and tactical oversight of GPO proposals, contracts, reporting, and payments.
Plan and negotiate contracts and administration fee structures to support core brands and ensure compliant return on investment.
Review healthcare contracts and solicitations, including RFPs, RFQs, and RFBs, as well as terms and conditions, to identify and mitigate risks in accordance with Brady Legal policies.
Conduct internal audits to promote consistency and compliance across the contract portfolio.
Analyze and communicate competitive contract and positioning information.
Partner with Regional Sales Managers, Field Sales, and Inside Sales teams to support new opportunities and accelerate wins.
Collaborate with Product Management, Marketing, Clinical Specialists, Operations, and Customer Success.
Partner with Product Management to develop a sustainable, market-competitive pricing strategy for continued growth.
Represent the voice of the customer and share market feedback with partners, customers, and industry leaders to influence the product roadmap.
Oversee co-branded marketing campaigns within assigned GPOs.
Represent PDC Healthcare at relevant trade shows and industry groups.