Director, Corporate Accounts

Carestream; United States; Remote; USD 150,000 - 250,000; Full time

Job summary

Carestream is seeking a senior, field-based sales leader to manage key Integrated Delivery Network accounts across the western United States. You will drive bookings, revenue, and customer satisfaction by coordinating cross-functional teams and stakeholders, while expanding Carestream’s market share with complex health systems.

The role requires seven+ years in healthcare capital equipment sales, GPO/IDN experience, and strong executive relationship skills.

Qualifications

• Seven or more years of sales or senior-level experience in healthcare capital equipment or a comparable complex selling environment.
• At least three years of experience working with Group Purchasing Organizations and Integrated Delivery Networks.
• Knowledge of medical imaging equipment, including digital radiography, healthcare information technology, and related clinical workflows.

Responsibilities

• Own sales and business-development results and lead executive and member relationships between Carestream and assigned Integrated Delivery Networks.
• Achieve annual bookings, revenue, customer satisfaction, and budget targets while maintaining the highest standards of ethical business conduct and compliance.
• Develop and execute integrated, account-specific sales and marketing strategies across product lines.
• Coordinate cross-functional Carestream resources to achieve national account objectives, influencing effectively without direct authority.
• Lead all sales-cycle activities, including opportunity identification, account strategy, executive engagement, competitive positioning, proposal development, negotiation, contracting, and purchase-order management.
• Build and maintain a qualified pipeline that supports forecast accuracy, business continuity, and sustainable growth.
• Partner with business-unit leaders to optimize sales execution, service delivery, and customer support.
• Strengthen customer loyalty and satisfaction, including performance measured through Net Promoter Score, and translate customer needs into actionable internal priorities.
• Build trusted relationships with corporate executives, regional leaders, and local decision-makers within assigned accounts.
• Co-develop long-term business plans with Integrated Delivery Networks and national accounts, monitor execution, and conduct regular meetings with executive leaders.
• Represent regional priorities to executive management, including forecasts, product and business needs, and resource requirements.
• Coach and advise internal account-team members to strengthen execution and performance.
• Lead disciplined use and maintenance of customer relationship management data, pipeline records, and forecasts.
• Support U.S. Department of Veterans Affairs, Veterans Integrated Service Network, and Department of Defense meetings within the assigned geography, as needed.

Skills

Healthcare sales

GPO/IDN experience

Executive relationship building

Medical imaging knowledge

Education

MBA or equivalent

Job description

This senior-level, field-based, customer-facing role builds long-term relationships with large, complex health systems and expands Carestream’s market share across its portfolio. The Director owns executive relationships and strategic account development for assigned Integrated Delivery Networks, coordinating geographically dispersed sales and service teams, corporate stakeholders, and external channel partners. Success is measured by achievement of annual bookings and revenue targets, growth in portfolio adoption, execution of strategic account objectives, customer satisfaction, and effective management of relationships with Integrated Delivery Network and Group Purchasing Organization stakeholders.

This role covers the western U.S. and the candidate should be located west of the Mississippi.

Position Responsibilities:

• Own sales and business-development results and lead executive and member relationships between Carestream and assigned Integrated Delivery Networks.
• Achieve annual bookings, revenue, customer satisfaction, and budget targets while maintaining the highest standards of ethical business conduct and compliance.
• Develop and execute integrated, account-specific sales and marketing strategies across product lines.
• Coordinate cross-functional Carestream resources to achieve national account objectives, influencing effectively without direct authority.
• Lead all sales-cycle activities, including opportunity identification, account strategy, executive engagement, competitive positioning, proposal development, negotiation, contracting, and purchase-order management.
• Build and maintain a qualified pipeline that supports forecast accuracy, business continuity, and sustainable growth.
• Partner with business-unit leaders to optimize sales execution, service delivery, and customer support.
• Strengthen customer loyalty and satisfaction, including performance measured through Net Promoter Score, and translate customer needs into actionable internal priorities.
• Build trusted relationships with corporate executives, regional leaders, and local decision-makers within assigned accounts.
• Co-develop long-term business plans with Integrated Delivery Networks and national accounts, monitor execution, and conduct regular meetings with executive leaders.
• Represent regional priorities to executive management, including forecasts, product and business needs, and resource requirements.
• Coach and advise internal account-team members to strengthen execution and performance.
• Lead disciplined use and maintenance of customer relationship management data, pipeline records, and forecasts.
• Support U.S. Department of Veterans Affairs, Veterans Integrated Service Network, and Department of Defense meetings within the assigned geography, as needed.

Required Skills & Education:

• Seven or more years of sales or senior-level experience in healthcare capital equipment or a comparable complex selling environment.
• At least three years of experience working with Group Purchasing Organizations and Integrated Delivery Networks.
• Knowledge of medical imaging equipment, including digital radiography, healthcare information technology, and related clinical workflows.

Desired Skills:

• Master of Business Administration or other advanced degree.
• Experience leading complex, multi-entity strategic accounts.
• Executive-level negotiation and contracting experience.
• Strong financial acumen and proficiency in customer relationship management and forecast management.
• Demonstrated ability to influence geographically dispersed teams without direct authority.

This position requires various, sometimes significant, driving distances and overnight stays. Air travel may be required.

• Job operates in the hospital/medical environment and remotely from a home office location.
• May be required to adhere to certification/credentialing required by the customer in connection with admission into its facilities to perform job duties. Customer requirements may include, but are not limited to, drug testing and immunizations as dictated by the customer or facility policy.