Sr. Director, Corporate Accounts & Commercial Strategy Americas - Bracco Diagnostics Inc.

Bracco Medical Technologies•Princeton, NJ

47d•Hybrid

About The Position

Bracco Diagnostics Inc. is a subsidiary of Bracco Imaging which is part of the overall Bracco Group. The Company specializes in the clinical development, marketing and sales of diagnostic contrast imaging agents. Bracco Diagnostics Inc. primarily markets its products to hospitals throughout the United States. Bracco Diagnostics Inc. is committed to the discovery, development, manufacturing and marketing of imaging agents and solutions aimed at providing a better use and management in terms of diagnostic efficacy, patient safety and cost effectiveness. - Job Purpose The Senior Director, Corporate Accounts & Commercial Strategy Americas is responsible for leading corporate sales contracting and account strategies (Group Purchasing Organizations (GPO’s), national tenders, and large corporate accounts) and for strengthening and guiding the Americas Indirect Channels Strategy. The role will focus on corporate contracting and the distributor network as the primary drivers of commercial growth, while also providing strategic input into market-expansion initiatives, co-promotional opportunities, and portfolio priorities shaped through the Long-Range Planning (LRP) process. This position serves as a key commercial leader in the Americas, ensuring consistent contracting principles, distributor performance, and alignment of commercial strategies with long-term growth objectives defined in the LRP. Success in this role requires strategic agility, cross-functional collaboration, and the ability to build strong external partnerships that drive market access, competitive positioning, and sustainable growth.

Requirements

Bachelor’s degree in Business, Marketing, Life Sciences, or related field required.
10+ years of progressive experience in commercial leadership, corporate accounts/contracting, or strategic commercial strategy in the pharmaceutical, medical device or life sciences industry.
Proven track record leading corporate sales contracting (e.g., GPOs, national tenders, or large corporate accounts) with demonstrated success in negotiation, implementation, and governance.
Experience managing distributor networks, ideally within Latin America and other emerging markets.
Strong background in commercial planning and execution, with demonstrated ability to align contract strategies, distributor performance, and market access initiatives to regional growth objectives.
Strong understanding of market access, corporate contracting frameworks, pricing, and reimbursement in the Americas healthcare landscape.
Proven ability to influence senior stakeholders and lead in a matrixed, global organization.
Exceptional analytical, strategic thinking, and communication skills.
Professional fluency in English and Spanish
Strategic Agility – Anticipates future trends in healthcare, policy, and competitive landscapes. Translates insights into actionable strategies that balance near-term execution with long-term growth.
Business & Financial Acumen – Demonstrates deep understanding of market dynamics, contract economics, distributor economics, and P&L drivers. Makes data-informed decisions that optimize both revenue and profitability.
Market & Customer Orientation – Brings strong awareness of patient, provider, corporate account, and payer perspectives. Uses customer and market insights to guide contract strategies distributor management, and partnership opportunities.
Relationship Building & Collaboration – Builds trust and alignment across internal teams, external distributors, and strategic partners. Influences and inspires across a matrixed global organization.
Results-Driven Leadership – Maintains focus on execution and accountability. Establishes clear objectives, measures progress with meaningful KPIs and consistently delivers on commitments.
Thought Leadership & Innovation – Positions the company as a market leader by shaping conversations with KOLs, partners, and industry stakeholders. Encourages creative solutions and embraces new technologies or approaches.
Change Leadership & Agility – Leads effectively in dynamic and evolving markets. Champions change, adapts quickly, and guides teams through ambiguity.
Global & Cultural Mindset – Operates effectively across geographies, with sensitivity to cultural differences and diverse healthcare environments. Builds strategies that reflect both global alignment and regional nuances.
Willingness and ability to travel across the Americas, including extended international trips as needed. (approx. 50%).
Adhere to the Bracco’s core values, including: Passion: Connecting People and Networking; Be Yourself Extraordinary: Leading People and Delegation; Courage Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation Sustainability: Long-Term Value Creation; Accountability

Nice To Haves

MBA or other advanced degree strongly preferred.
Experience contributing to long-range planning (LRP), market development initiatives, and portfolio optimization is preferred.
proficiency in Portuguese is a plus.

Responsibilities

Corporate Sales Contracting and Strategies Lead development and execution of a centralized Americas strategy for GPO, national tender, and large corporate account contracting to ensure alignment and consistency across markets.
Oversee negotiation, implementation, and renewal of high-value contracts, ensuring competitive positioning, alignment with Americas strategy and compliance with corporate policies.
Build and optimize strong partnerships with key corporate accounts and group purchasing organizations to secure market access and maximize revenue opportunities across the Americas.
Establish and oversee contract governance processes, pricing frameworks, and performance-tracking mechanisms to drive accountability and transparency across the Americas region.
Collaborate with regional commercial and marketing teams to ensure contract strategies support overall business growth, portfolio priorities, and the LRP.
Monitor healthcare policy and reimbursement trends across the Americas and assess competitor contracting activity to anticipate risks and inform proactive contract strategies.
Indirect Channels and Partnership Strategies Develop and lead the indirect channel strategy (distributors, resellers, strategic partners) across all countries in the Americas, aligned with corporate growth objectives.
Manage and expand the partner ecosystem, identifying new channel opportunities and strengthening existing relationships.
Provide strategic oversight and strengthen the distributor network across the Americas, with focus on Latin America.
Partner with local commercial leaders to strengthen distributor capabilities and build strong, trust-based relationships with partners, ensuring contract compliance and alignment of performance expectations with regional priorities.
Optimize distribution strategies and distributor performance through regular reviews, strategic alignment and capability-building initiatives to drive revenue, share growth, and customer satisfaction.
Regional Strategy & Planning Identify and evaluate new market expansion opportunities across the Americas.
Develop and execute strategic (co-promotional) partnerships to accelerate growth and market access.
Partner with Marketing Platform leaders to provide direction on lifecycle management (LCM) projects, pipeline prioritization, and new growth initiatives through the formal LRP process.
Monitor competitive dynamics and healthcare trends to inform strategic decisions.
Portfolio & Product Strategy Support portfolio optimization, ensuring in-line product performance and maximization of lifecycle opportunities.
Partner with Marketing Platform leaders and Global Medical Affairs to influence clinical development and product strategies based on regional needs.