Regional Client Director, West

GE HealthCare•Seattle, WA

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 develops enterprise account strategies informed by customer, market, financial, and competitive insights and serves as a trusted strategic partner to senior customer stakeholders, including executive leadership, Supply Chain, Pharmacy, Imaging, clinical leaders, and Value Analysis teams. The Director operates at both enterprise and local account levels, navigates complex healthcare organizations, develops value propositions, and leads sophisticated contract negotiations. The role balances strategic account development with targeted business development, expanding GE HealthCare's position with existing customers while identifying and converting new opportunities. It also orchestrates cross-functional GE HealthCare teams around account strategies and requires executive presence, strategic and financial acumen, independent decision-making, and influence without direct authority.

Requirements

At least 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 and experience interpreting pricing, margin, revenue, contract performance, and customer economics.
Proven ability to lead 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 accurately and consistently forecast opportunities.
Exceptional executive communication, presentation, negotiation, and influence skills.
Ability to operate independently, make sound strategic decisions, and maintain accountability for business outcomes.
Ability to develop and execute contracting strategies addressing pricing, portfolio positioning, profitability, volume commitments, contract compliance, and competitive considerations.
Ability to evaluate financial tradeoffs and balance customer objectives with short- and long-term business goals.
Ability to establish accountability, ownership, milestones, and deliverables across cross-functional teams.

Nice To Haves

Experience in 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.
Identify, prioritize, and develop opportunities to 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.
Establish engagement strategies across executive, economic, clinical, Supply Chain, Pharmacy, Imaging, Value Analysis, and operational stakeholders.
Develop short- and long-term strategies for the existing PDx portfolio, future pipeline, and acquired products; leverage the Contrast Media portfolio, including pharmaceutical products, injectors, consumables, and distribution solutions.
Lead executive-level customer conversations and Quarterly Business Reviews focused on performance, opportunities, strategic priorities, 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; connect local facility intelligence with enterprise strategy and coordinate plans across shared customers.
Lead strategic target-account initiatives and hold cross-functional account teams accountable for commitments and agreed actions.
Develop sophisticated contracting strategies and business cases for new agreements, renewals, portfolio expansion, and competitive conversions.
Lead negotiation strategy for complex agreements and coordinate internal stakeholders throughout negotiations and approvals.
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; identify emerging opportunities and threats affecting the Contrast Media franchise.
Partner with Marketing and Product Management to provide customer and market insights for portfolio strategy, product development, and commercialization.
Execute regional channel and GPO strategies aligned with broader commercial objectives.
Orchestrate cross-functional stakeholders, align objectives and deliverables, address execution obstacles, and provide strategic guidance to colleagues working on shared customers and initiatives.
Manage the opportunity funnel through identification, qualification, progression, forecasting, and conversion; use CRM to document strategy, engagement, opportunities, competitive intelligence, and next actions.
Review funnel and account performance weekly, conduct monthly territory performance reviews, and develop corrective action plans when performance or execution is below expectations.
Use data and analytics to prioritize time, resources, customer engagement, and investment toward opportunities with the greatest strategic and financial return.
Act as an ambassador for GE HealthCare's leadership behaviors and culture.

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
May be eligible for performance-based incentive compensation, including cash bonuses and/or long-term incentives
Relocation assistance is not provided