Corporate Account Director | West, USA

Territory: West Region, USA

About Us

Intersurgical Inc. is a global leader in the fields of anesthesia, respiratory care, and medical device manufacturing. We partner with providers, manufacturers, and other organizations to supply innovative airway and medical devices that impact the lives of patients every day.

Driven by our commitment to supply high quality medical devices, our team works to deliver best in class products to over 60 countries worldwide.

Our Culture

We celebrate our culture of collaboration and communication. We believe in a workplace where everyone can be their full, authentic self.

We welcome and encourage those with diverse perspectives, veterans, and individuals with disabilities to join our team. We are an ambitious and innovative company and look forward to the unique experiences and different points of view you'll bring to the table while fostering a spirit of communication.

Purpose

The Corporate Account Director owns Intersurgical's enterprise relationships with an assigned portfolio of Integrated Delivery Networks (IDNs) and large health systems across the United States. The role develops and executes system-level account strategies that grow revenue, expand product and category penetration, strengthen customer relationships, and convert enterprise agreements into measurable adoption at the facility level.

This is a senior individual-contributor commercial role that operates across organizational and geographic boundaries. The Corporate Account Director partners with field sales, sales leadership, marketing, clinical education, finance, contracting, pricing, customer service, and operations to secure system-level agreements and ensure they translate into realized business. Engagement with group purchasing organizations (GPOs) and distribution partners is supporting work in service of the assigned portfolio.

Essential Duties & Responsibilities

Strategic Account Leadership

• Own and execute comprehensive strategic account plans for an assigned portfolio of IDNs and health systems.
• Build and maintain relationships with executive stakeholders across supply chain, procurement, value analysis, clinical leadership (respiratory therapy, anaesthesia, critical care, perioperative), nursing, finance, and operations.
• Map each system's decision-making structure at corporate, regional, and facility level, and identify where purchasing authority, clinical influence, and contract compliance actually sit.
• Identify opportunities to expand across member facilities, product categories, service lines, and newly acquired or affiliated sites.

Revenue Growth & Commercial Strategy

• Deliver revenue, growth, profitability, market-share, and category-penetration objectives within the assigned portfolio.
• Build multi-year growth strategies for strategically important systems.
• Analyze account performance, purchasing trends, contract utilization, competitive activity, and market data to identify opportunities and risks, and act on them.
• Maintain accurate strategic account plans, opportunity pipelines, and forecasts.

Value Analysis & Conversion Leadership

• Lead Intersurgical through system and facility value analysis committee (VAC) processes: build the clinical, operational, and economic case, prepare submissions, and manage the review cycle through to a decision.
• Lead multi-facility conversions and standardization initiatives from award through full implementation, including rollout sequencing, product trials and evaluations, and stocking transitions.
• Partner with clinical education and field sales to plan and deliver in-servicing so conversions produce sustained usage, not simply an award.
• Defend the installed base against competitive conversion attempts and contract challenges.

Contracting & Negotiation

• Lead or support the development, negotiation, implementation, renewal, and optimization of complex customer agreements.
• Participate in RFPs, pricing negotiations, business reviews, contract renewals, and other strategic customer discussions.
• Coordinate with GPO and distribution partners where they affect assigned systems, including contract loading, tier eligibility, pricing accuracy, chargebacks, and administrative fee reporting.
• Monitor contract performance and drive improvement in utilization, compliance, profitability, and customer value.

Executive Customer Engagement

• Lead strategic business reviews and executive-level presentations demonstrating performance, value created, opportunities, and recommended actions.
• Translate complex clinical, operational, financial, and commercial information into compelling, quantified customer value propositions.
• Anticipate customer needs and proactively develop solutions that strengthen long-term partnerships.

Cross-Functional Leadership

• Coordinate internal resources across sales, marketing, clinical education, operations, finance, contracting, pricing, customer service, and supply chain to support strategic accounts.
• Provide field sales teams with clear guidance on system agreements, account strategies, pricing structures, opportunities, and customer expectations.
• Serve as the voice of the customer internally, providing insight into emerging customer needs, competitive activity, market dynamics, and commercial opportunities.

Market & Business Intelligence

• Maintain strong command of the acute care marketplace, including IDN structures and consolidation, GPO models, distribution channels, competitive dynamics, reimbursement considerations, and evolving purchasing models.
• Monitor competitive activity affecting assigned systems and identify changes that may impact customer relationships or commercial strategy.
• Provide leadership with actionable insight on customer trends, market opportunities, competitive threats, and potential strategic investments.

Tools & Systems

• CRM (Salesforce or equivalent) for account planning, pipeline management, and forecasting
• Healthcare provider and market data tools (e.g., Definitive Healthcare, IQVIA, or similar)
• GPO and distributor portals, contract management, and reporting systems
• Advanced Excel and presentation software for account analytics and business reviews

Key Performance Indicators

Success in this role will be measured through:

• Revenue and year-over-year growth within the assigned account portfolio
• Gross margin and account profitability
• New agreements, renewals, and expansions secured
• Contract utilization and customer compliance
• Product and category penetration across member facilities
• Execution against strategic account plans, including forecast accuracy and implementation of enterprise agreements

Assigned Accounts

The specific integrated delivery networks, health systems, and geographies assigned to this role are defined in a separate account addendum maintained by Sales Leadership and reviewed at least annually. Account assignments may be adjusted to reflect market consolidation, portfolio changes, and business priorities.

Benefits

• We are passionate about the well-being of others and that begins with caring for our people.
• Competitive salary + bonus
• Multiple opportunities to be challenged and step up your career in a fast-growth company
• 401k
• ️ Paid Time Off and holidays
• Medical, dental, and vision benefits
• Much more...