Corporate Accounts Director

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Corporate Accounts Director

Job Function: Sales

Location: US

Work Location (for field-based positions): Nashville, TN, US

From the operating room to surgery centers—and everywhere in between—KARL STORZ North America is a global leader in medical technology and advanced visualization solutions. We design specialty innovations, smart instruments and devices, integrated ecosystems, and intelligent imaging—to build a more connected, software-enabled operating room.

As an independent, family-owned MedTech company, we ambitiously think in generations instead of quarters to improve patients’ lives around the world.

Corporate Accounts Director

Location: Nashville, Tennessee | Travel: Approximately 25%

KARL STORZ North America is seeking an accomplished Corporate Accounts Director to join our Corporate Accounts organization and take ownership of strategic relationships with assigned health systems (IDNs).

This is a highly visible role for a seasoned healthcare commercial professional who knows how to navigate large, complex health systems, build credibility with executive-level stakeholders, and turn strategic relationships into sustainable business growth.

As Corporate Accounts Director, you will represent the breadth of the KARL STORZ portfolio , developing and executing comprehensive account strategies that extend well beyond traditional pricing and volume discussions. You will lead complex negotiations, strengthen relationships with supply chain and executive leadership, and partner closely with our market teams and internal functional leaders to identify opportunities across hospitals, clinics, and ambulatory facilities.

If you are a strategic thinker who thrives in sophisticated healthcare environments and knows how to bring people, data, relationships, and business opportunities together, we would like to meet you.

Location Requirement: The individual hired for this position must live in or relocate to the Nashville, Tennessee area .

What You'll Do

As our Corporate Accounts Director, you will:

• Own the strategic account plan for assigned health systems, establishing clear objectives, priorities, stakeholder alignment, and a consistent cadence for account planning and communication.
• Build influential executive relationships by establishing trust and credibility with senior health system leaders, supply chain executives, and other key decision-makers.
• Lead complex negotiations spanning the KARL STORZ portfolio, articulating a compelling value proposition that extends beyond pricing and volume discounts.
• Drive revenue and market-share growth by proactively identifying product, service, clinical capital, and cross-portfolio opportunities throughout assigned health systems.
• Partner closely with market teams to protect and expand the KARL STORZ position across specialties and customer sites.
• Develop cross-portfolio health system strategies and, in partnership with local market teams, translate strategy into measurable action .
• Navigate the complexities of IDNs and GPOs , coordinating internally to convert opportunities uncovered at the executive level into opportunities across associated facilities.
• Analyze and interpret complex, and at times ambiguous, marketplace information to make fact-based business decisions that improve productivity and performance.
• Implement data-driven strategies designed to achieve sales, market-share, and growth objectives.
• Deliver polished, persuasive presentations and represent KARL STORZ professionally in executive-level customer meetings .
• Collaborate extensively with Sales, Finance, Service, Operations, Corporate Accounts, and Marketing , ensuring strong alignment around customer priorities and business opportunities.
• Provide meaningful feedback to executive management regarding account activity, competitive dynamics, market conditions, and emerging opportunities.
• Foster productive partnerships between field-based teams and internal departments to create a cohesive customer experience and coordinated commercial strategy .

Required Qualifications

• 10+ years of experience working in complex selling environments involving multiple stakeholders and decision-makers.
• 8+ years of experience working with large health systems (IDNs) or equivalent KARL STORZ experience.
• Demonstrated experience leading complex contract negotiations .
• Strong knowledge of the medical device industry, including the evolving healthcare landscape, market dynamics, and complexities facing today's health systems.
• Exceptional interpersonal, negotiation, and influencing skills, with the ability to earn the confidence, trust, and respect of senior executives.
• Proven ability to work effectively across functions and organizational boundaries to achieve business objectives.
• A strategic, analytical approach to decision-making, using data, experience, and stakeholder input to drive optimal outcomes.
• Proven ability to handle confidential information appropriately and exercise sound discretion in sensitive business relationships.
• Proficiency with Microsoft Excel and PowerPoint .

Highly Preferred

• A documented track record of success working with and selling into large health systems and IDNs .
• Established relationships with health system executive and supply chain leadership.
• Experience selling complex clinical capital equipment and service solutions in healthcare.
• Experience working directly with IDN supply chain organizations .
• Demonstrated understanding of GPO and IDN dynamics and the ability to translate enterprise-level relationships into opportunities at affiliated hospitals and facilities.

What Success Looks Like

Success in this position requires more than closing individual sales. You will become a trusted strategic partner to both our customers and our internal teams.

You will understand the business priorities of your assigned health systems, engage effectively with senior executives, negotiate sophisticated agreements, and connect enterprise-level strategy with opportunities throughout the customer organization. Ultimately, your success will be reflected in stronger executive relationships, expanded customer partnerships, increased market share, and sustainable revenue growth.

Why KARL STORZ?

This is an opportunity to bring your experience, relationships, and strategic capabilities to a highly respected medical device organization while working across a broad and sophisticated healthcare portfolio.

You'll have the opportunity to influence some of our most important health system partnerships, collaborate with talented colleagues across multiple functions, and help develop customer strategies that extend beyond individual products or transactions.

For the right candidate, this role offers the chance to operate at the intersection of healthcare strategy, executive relationship management, complex contracting, and commercial growth .

• Residency Requirement: Selected candidate must live in or relocate to the Nashville area
• Travel: Approximately 25%
• Education: Bachelor's degree required

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MA Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

• Medical / Dental / Vision including a state-of-the-art wellness program and access to pet insurance, too!
  3 weeks vacation accrual for full time roles,* paid holidays plus paid sick time too
  Up to 8 weeks of 100% paid company parental leave; includes maternal/ paternal leave, adoption, and fostering of a child.
  401(k) retirement savings plan providing a match of 66.67% (4%) of the employee’s first 6% contribution (up to IRS limits)
  Section 125 Flexible Spending Accounts
  HSA Savings Accounts with company contribution
  Life, STD & LTD Insurance
  We prepay your tuition up to $5,250 per year! - Tuition pre-reimbursement
  Fitness reimbursement of up to $200 annually
  And much more!
  * Field sales, internships, and roles that are regularly scheduled to work less than 30 hours per week are not eligible for vacation, except where required by law.
  Non-employees, including temporary workers and consultants, are not eligible to participate in the KARL STORZ benefits program.
  KARL STORZ reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. Additionally, KARL STORZ, through its supervisors, may require an employee to perform duties outside their normal description within the sole discretion of the supervisor. Employees must comply will all applicable KARL STORZ policies and procedures.

KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as acondition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to askhow credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.