Director, Corporate Accounts (IV Therapy) - Central

Fresenius Kabi USA; Indianapolis (IN); Hybrid; USD 150,000 - 175,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

401K with company contribution

Life insurance

Disability benefits

Wellness program

Job summary

Fresenius Kabi USA is hiring a Director, Corporate Accounts to lead strategic relationships across key national accounts in the infusion therapy and nutrition sectors. The role involves developing account plans, driving revenue growth, and negotiating complex contracts. The ideal candidate will have over 10 years of experience in corporate accounts or medical devices and must demonstrate strong communication and negotiation skills. This role requires travel across the Central US and offers a competitive salary of $150,000 - $175,000 plus commissions.

Qualifications

• 10+ years related Corporate Accounts or Medical Device experience in the healthcare industry.
• Proven ability to negotiate large contracts effectively at the GPO level.
• Solid interpersonal and effective communication skills with stakeholders.

Responsibilities

• Serve as primary corporate accounts representative for national accounts.
• Drive revenue growth and market expansion across assigned accounts.
• Lead joint business planning process with strategic customers.

Skills

Corporate Accounts Management

Negotiation

Relationship Building

Sales Growth

Interpersonal Skills

Communication Skills

Problem Solving

Education

Bachelor’s degree

Master's or advanced degree preferred

Tools

Microsoft Office (Excel, Word, PowerPoint, Outlook)

SAP

Salesforce.com

Job description

The Director, Corporate Accounts serves as the primary strategic relationship leader and executive point of contact for Fresenius Kabi’s Infusion Therapy Technology, Portfolio products, and/or Nutrition portfolio with key national accounts. This includes Group Purchasing Organizations (GPOs) across Acute, Home Care, Oncology, Retail, and Alternate Site segments; distributors (oncology, compounding, and retail); Integrated Delivery Networks (IDNs); and other strategic health system partners.

This role is responsible for developing and executing strategic account plans, cultivating executive-level relationships, and driving sustainable revenue growth across assigned national accounts. The Director aligns customer priorities with Fresenius Kabi’s commercial strategy to deliver differentiated value and achieve mutually beneficial outcomes.

The Director leads the coordination and management of the entire customer lifecycle, ensuring the long-term success of relationships with Region U.S.’s most strategic health systems, GPOs, distributors, and key accounts. This role works in close partnership with Sales, Contracting, Marketing, Customer Service, Clinical teams, and other cross‑functional stakeholders to ensure strategic alignment, deliver value‑based solutions to customers, and support the achievement of company growth objectives.

This position will cover the Central part of the United States.

The ideal candidate will live near a major airport in one of the following states: Wisconsin, Minnesota, South Dakota, North Dakota, Illinois, Iowa, Indiana, Michigan, Missouri, Nebraska, Kansas, Oklahoma, Kentucky, Tennessee, Alabama or Arkansas.

Responsibilities

Strategic Account Leadership

• Serve as the primary corporate accounts representative and executive point of contact for assigned national accounts across Group Purchasing Organizations (GPOs), distributors, Integrated Delivery Networks (IDNs), home healthcare groups, retail organizations, managed care entities, physician groups, and other strategic partners.
• Develop and execute comprehensive strategic account plans that align Fresenius Kabi’s portfolio and commercial strategy with customer priorities to drive long‑term growth and partnership.
• Establish and maintain trusted relationships with executive leadership and key decision makers, including C‑suite stakeholders and key opinion leaders within customer organizations.
• Lead the joint business planning process with strategic customers to define shared goals, identify growth opportunities, and ensure alignment on strategic initiatives.

Business Growth & Commercial Execution

• Drive revenue growth and market expansion across assigned accounts by identifying opportunities for portfolio adoption, contract optimization, and new business development.
• Develop and manage a robust and accurate opportunity pipeline sufficient to achieve or exceed annual sales targets.
• Ensure effective execution of sales and account management processes including pre‑call planning, opportunity tracking, contract management, pricing and quotations, and pipeline reporting.
• Collaborate with field sales teams and internal stakeholders to coordinate account strategies and support successful execution across the customer organization.

Customer Relationship & Value Creation

• Lead system‑level strategy development and coordinate cross‑functional execution to ensure consistent and effective engagement with strategic customers.
• Identify and deliver customer‑focused solutions that address operational, clinical, and economic needs in partnership with internal account team resources.
• Act as a trusted advisor to customers by understanding their strategic priorities and aligning Fresenius Kabi solutions to support improved patient care and operational outcomes.

Contracting & Negotiation

• Lead complex negotiations with national accounts and strategic customers related to contracts, pricing, business priorities, and performance expectations.
• Partner with Contracting, Legal, and Commercial Leadership to structure agreements that support customer value while achieving company financial and strategic objectives.

Cross-Functional Leadership

• Serve as the primary communication link between Corporate Accounts customers and internal teams including Sales, Marketing, Contracting, Customer Service, Clinical, and Supply Chain.
• Drive cross‑functional collaboration to ensure alignment on account strategy, issue resolution, and execution of key initiatives.
• Provide insights from national accounts to internal stakeholders to inform commercial strategy, product positioning, and market development efforts.

Industry Engagement

• Represent Fresenius Kabi at industry associations, customer meetings, and key market events to strengthen relationships, gather market intelligence, and identify emerging opportunities.
• Attends local, national, and global meetings as needed.
• Completes all training requirements, including all department‑specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.
• All employees are responsible for ensuring compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities.

Requirements

• Bachelor’s degree required, Masters or advanced degree preferred
• 10+ years related Corporate Accounts and/or Medical Device experience (or related experience in the healthcare industry).
• Ability to communicate and form strong relationships with multiple levels and responsibilities within the organization and GPOs.
• Proven ability to negotiate large contracts effectively at the GPO level, health systems, and/or distributors.
• Proven ability to drive sales growth and deliver results through process‑oriented, data‑driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
• Solid interpersonal and effective communication skills (verbal and written) with internal stakeholders and outside agencies, partners, and vendors.
• Proficient with Microsoft Office (Excel, Word, PowerPoint, Outlook), and other database/ERP concepts (i.e., SAP, Salesforce.com)
• Travel is required to attend meetings/trainings/programs/customer visits (up to 75%) and is based on business need (via public transportation: air/auto); may require overnight travel. Must have a valid driver’s license.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID‑19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to collaborate effectively with all employees and external business contacts while conveying a positive, service‑oriented attitude.
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• Ability to work flexible hours and weekends to meet business/customer needs

Additional Information

Salary Range: $150,000 - $175,000 per year base, plus a quarterly commission target of $20,000 per quarter. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.