Job Overview
The Director/VP of National Accounts leads enterprise strategy, contracting, and performance management for national health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), and large acute care customers. This role owns revenue, margin, and strategic relationship outcomes across the hospital channel and serves as the primary executive liaison between the company and assigned national accounts. The individual drives high-level contracting initiatives, builds C-suite partnerships, and leads cross-functional alignment to ensure successful execution and profitable growth under national agreements.
Responsibilities
- Set and own national account strategy for GPOs, IDNs, and major health systems; align account plans with corporate growth, pricing, and market access objectives.
- Translate enterprise brand and access strategy into channel-specific execution plans for the hospital segment.
- Identify and prioritize new growth opportunities, including system expansions, portfolio pull-through, value-based agreements, and new category penetration.
- Serve as the internal “voice of the customer,” influencing pricing, product launch strategy, contracting approach, and commercial investments.
- Lead high-level engagement with C-suite, supply chain, finance, and clinical decision makers across assigned national accounts.
- Establish long-term strategic partnerships focused on mutual value creation, operational alignment, and measurable outcomes.
- Conduct executive business reviews with customers and internal leadership.
- Direct all major contract activity including RFI/RFP responses, proposals, term sheets, negotiations, renewals, and system-level amendments.
- Approve pricing and deal structures within governance guidelines, ensuring alignment with profitability and compliance standards.
- Oversee contract lifecycle management, including compliance monitoring, pricing integrity, renewal tracking, and performance optimization.
- Ensure successful pull-through and adoption at system and facility levels in partnership with field sales and distribution teams.
- Own revenue, margin, penetration, and mix performance across assigned national accounts.
- Lead forecasting, pipeline management, and opportunity planning processes.
- Analyze contract performance and profitability; implement corrective action plans where needed.
- Provide executive-level reporting on channel performance and strategic initiatives.
- Lead or matrix-lead cross-functional teams including Sales, Market Access, Marketing, Finance, Legal, Contracting, Distribution, Clinical, and Customer Service.
- Align internal stakeholders around national agreements to ensure seamless implementation and issue resolution.
- Coach and influence regional account managers and field sales teams on selling within complex IDN/GPO structures and operating under national contracts.
Qualifications
- Bachelor’s degree in Business, Healthcare Administration, Life Sciences, or related field.
- 8–12+ years of experience in healthcare, medtech, or related industry.
- Significant experience in GPO, IDN, or national accounts management with demonstrated contract negotiation success.
- Proven ability to engage and influence C-suite and senior supply chain leadership within large health systems.
