Corporate Accounts Director

Karl Storz Endoscopy; El Segundo (CA); On-site; USD 160,000 - 220,000; Full time

Job summary

KARL STORZ North America is seeking a seasoned Corporate Accounts Director to own strategic relationships with major health systems. You will lead complex negotiations, drive revenue across hospitals and ambulatory sites, and coordinate with Sales, Finance, Service, Operations, and Marketing to deliver a cohesive commercial strategy.

Based in the Nashville, TN area, you will travel approximately 25% and build executive-level partnerships that translate enterprise-wide priorities into measurable

Qualifications

• Bachelor's degree.
• 10+ years of experience in complex selling environments with multiple stakeholders.
• 8+ years of experience with large health systems (IDNs) or equivalent KARL STORZ experience.
• Demonstrated experience leading complex contract negotiations.
• Strong knowledge of the medical device industry and evolving healthcare landscape.
• Exceptional interpersonal, negotiation, and influencing skills with senior executives.
• Proficiency with Microsoft Excel and PowerPoint.

Responsibilities

• Own the strategic account plan for assigned health systems, establishing objectives and cadence.
• Build influential executive relationships with senior health system leaders and stakeholders.
• Lead complex negotiations spanning the KARL STORZ portfolio.
• Drive revenue and market-share growth across hospitals and ambulatory facilities.
• Partner with market teams to protect and expand KARL STORZ position.
• Translate strategy into measurable actions with cross-portfolio health system strategies.
• Navigate IDNs and GPOs to convert opportunities at the executive level.
• Analyze marketplace information to make data-driven decisions.
• Implement data-driven strategies to achieve sales and growth objectives.
• Deliver polished presentations in executive-level customer meetings.
• Collaborate with Sales, Finance, Service, Operations, Corporate Accounts, and Marketing.
• Provide feedback to executive management on account activity and opportunities.
• Foster cross-functional partnerships for cohesive customer experience.

Skills

10+ years experience

IDN experience

Contract negotiations

Executive relationships

Excel

PowerPoint

Education

Bachelor's degree

Tools

Microsoft Excel

PowerPoint

Job description

About KARL STORZ

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%

Build strategic partnerships. Influence healthcare decision-makers. Drive meaningful growth.

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

• Bachelor's degree.
• 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.

Additional Details

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