Regional Client Director, West

GE HealthCare•Phoenix, AZ

20h•$156,400 - $234,600

About The Position

The Regional Client Director, West is a senior strategic commercial leader responsible for accelerating growth, protecting and expanding existing business, and developing new opportunities across complex Integrated Delivery Networks (IDNs), regional Group Purchasing Organizations (GPOs), and other strategic healthcare accounts throughout the West Region. The role operates at both enterprise and local account levels, turning customer, market, financial, and competitive insights into comprehensive account strategies and measurable business results. The Regional Client Director serves as a trusted strategic partner to senior customer stakeholders, including executive leadership, Supply Chain, Pharmacy, Imaging, clinical leaders, and Value Analysis teams. The role develops customer-specific value propositions, leads sophisticated contract negotiations, and balances strategic account development with targeted business development. It also orchestrates GE HealthCare teams—including Sales, Clinical, Marketing, Market Access, Contracting, Finance, Commercial Operations, Supply Chain, Medical, and Product Management—around account strategies, influencing stakeholders without direct authority. Responsibilities include enterprise account growth and planning, executive customer engagement, strategic pricing and contracting, commercial and market development, cross-functional leadership, and disciplined pipeline and performance management. The role supports the existing PDx portfolio and future pipeline and acquired products, leveraging the Contrast Media portfolio, including pharmaceutical products, injectors, consumables, and distribution solutions. The position requires substantial experience in strategic sales or account leadership, complex healthcare organizations, contract negotiations, financial analysis, executive engagement, and cross-functional commercial execution. The U.S.-based annual pay range is $156,400–$234,600. The position may also be eligible for performance-based incentive compensation, including cash bonuses and/or long-term incentives. GE HealthCare offers benefits including medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement. Relocation assistance is not provided. GE HealthCare will not sponsor employment visas for this opening.

Requirements

10+ years of progressive strategic sales, national or regional account management, contracting, or commercial leadership experience, preferably in healthcare, pharmaceuticals, medical devices, life sciences, or another complex healthcare environment.
Extensive experience managing complex IDNs, GPOs, strategic health systems, and/or channel partners.
Demonstrated track record of developing and executing enterprise-level strategic account plans.
Extensive experience with complex contract negotiations, pricing strategy, business-case development, and contract implementation.
Demonstrated ability to identify and influence senior executive and economic decision-makers.
Strong financial acumen, including experience interpreting pricing, margin, revenue, contract performance, and customer economics.
Proven success leading complex cross-functional initiatives without relying on direct authority.
Strong analytical skills and ability to turn data, customer insights, and market intelligence into actionable commercial strategies.
Demonstrated ability to manage a sophisticated sales funnel and forecast opportunities accurately and with discipline.
Exceptional executive communication, presentation, negotiation, and influence skills.
Ability to operate independently, make sound strategic decisions, and remain accountable for business outcomes.
Demonstrated experience with complex contract negotiation, administration, and strategic business case development; the description specifies 10+ years in this area.
Understanding of ASP, gross margin, revenue, pricing bands, contract economics, customer value creation, contract pull-through, and performance and compliance measurement.

Nice To Haves

Experience within pharmaceutical diagnostics, contrast media, diagnostic imaging, medical devices, or hospital-based pharmaceutical sales.
Experience managing geographically dispersed, multi-site health systems.
Experience developing enterprise agreements spanning pharmaceutical products, devices, services, or multiple portfolio offerings.
Established understanding of healthcare Supply Chain, Pharmacy, Imaging, Value Analysis, GPO, and IDN decision-making.
Experience partnering across broader enterprise account teams to develop integrated customer strategies.

Responsibilities

Develop and execute comprehensive enterprise growth strategies across assigned strategic IDNs, GPOs, and healthcare systems.
Protect existing business, expand portfolio penetration, secure competitive conversions, and generate new revenue.
Serve as the senior commercial point of contact and trusted advisor for strategic customer relationships.
Develop engagement strategies for executive, economic, clinical, Supply Chain, Pharmacy, Imaging, Value Analysis, and operational stakeholders.
Balance development of established relationships with targeted pursuit of new opportunities and competitive conversions.
Develop short- and long-term strategies for the existing PDx portfolio, future pipeline, and acquired products, leveraging the Contrast Media portfolio.
Lead executive-level customer conversations and Quarterly Business Reviews focused on priorities, opportunities, commitments, and measurable next actions.
Present economic value propositions and support Value Analysis Committee processes using customer-specific clinical, operational, and financial insights.
Develop strategic account plans with defined objectives, growth targets, stakeholder strategies, competitive positioning, milestones, and performance measures.
Maintain stakeholder maps and account blueprints, connecting local facility intelligence with enterprise strategy.
Lead strategic target-account initiatives and coordinate enterprise strategies with the broader GE HealthCare Account Community.
Hold cross-functional account teams accountable for commitments, milestones, and strategic actions.
Develop sophisticated contracting strategies and business cases for agreements, renewals, portfolio expansion, and competitive conversions.
Lead negotiation strategy and coordinate internal stakeholders through agreement negotiation and approval.
Monitor contract performance, pricing bands, profitability, compliance, utilization, and pull-through; identify opportunities to improve ASP, gross margin, portfolio penetration, and revenue.
Translate customer, competitive, market, financial, and clinical insights into commercial strategies; share market insights with Marketing and Product Management.
Execute regional channel and GPO strategies aligned with broader commercial objectives.
Align cross-functional stakeholders on customer objectives, ownership, deliverables, and timelines; identify execution obstacles and drive solutions through influence.
Provide strategic guidance to colleagues responsible for shared customers and initiatives, and act as an ambassador for GE HealthCare leadership behaviors and culture.
Own the opportunity funnel, including identification, qualification, progression, forecasting, and conversion; use CRM to document strategy, engagement, opportunities, intelligence, and next actions.
Review funnel and account performance weekly, conduct monthly territory performance reviews, and develop corrective action plans when results or execution fall below expectations.
Use data and analytics to prioritize time, resources, customer engagement, and investments toward opportunities with the greatest strategic and financial return.

Benefits

Medical insurance
Dental insurance
Vision insurance
Paid time off
401(k) plan with employee and company contribution opportunities
Life insurance
Disability insurance
Accident insurance
Tuition reimbursement
Performance-based incentive compensation may include cash bonuses and/or long-term incentives