Manager, Corporate Accounts - Alternate Site

ICU Medical; United States; Hybrid; USD 90,000 - 120,000; Full time

Job summary

ICU Medical is seeking a strategic account leader to develop and manage long-term business relationships with key non-acute accounts across the United States. This role requires a minimum of 5 years of experience in the medical device industry, particularly in sales.

Responsibilities include driving sales growth, negotiating contracts, and ensuring alignment with account strategies. Candidates must have strong business acumen and data analytics proficiency, as well as a Bachelor's degree. The position involves 50%-60% travel.

Qualifications

• Minimum 5 years of experience in the medical device industry, preferably in sales.
• Must be at least 18 years old.
• Strong interpersonal and organizational skills.

Responsibilities

• Lead selling efforts for assigned strategic accounts.
• Collaborate with leadership to meet account needs.
• Negotiate RFPs and RFIs for strategic accounts.

Skills

Business acumen

Data analytics proficiency

Negotiation skills

Excellent verbal and written skills

Project management skills

Education

Bachelor's degree from an accredited college or university

Tools

Excel

Word

Outlook

Job description

Position Summary

The primary focus of the role is to develop, lead, and grow long‑term collaborative business alliances and relationships with the largest and most strategic US non‑acute assigned accounts to generate a growing and profitable revenue stream of ICU Medical products, services, and solutions.

Essential Duties & Responsibilities

• Lead all selling efforts for assigned strategic accounts, including driving sales growth through presenting clinical and financial value propositions aligned with the accounts’ key initiatives and financial goals, developing and monitoring enterprise contracting solutions, conducting quarterly business reviews, and supporting executive‑level decision‑making.
• Interface and collaborate with ICU Medical senior leadership to align account needs, market trends, and desired outcomes; orchestrate internal teams while serving as the main point of contact for the customer’s buying team.
• Participate in post‑sale account relationship activities in partnership with the Alternate Site Account Manager.
• Make pricing strategy decisions based on data analytics and competitive marketing strategies.
• Maintain contract and pricing integrity across all business units in assigned strategic accounts.
• Document and maintain accurate and timely strategic account plans.
• Apply knowledge of market, competitive, and industry trends to strategy within assigned accounts.
• Negotiate, influence, and communicate Requests for Proposals (RFPs) and Requests for Information (RFIs) for all assigned strategic accounts.
• Administer contract documents, membership lists, extensions, amendments, and other special programs to position ICU Medical brands for profitable contracts.
• Track executed agreements, defining sales growth versus pricing concessions in relation to committed sales volume levels; use customer‑centric contracting to maximize share of wallet.
• Provide value to the field sales organization by driving profitable revenue through project management of key speed‑to‑impact initiatives.
• Be viewed as a Trusted Advisor on all aspects of strategic account management, delivering beyond the annual sales target.

Knowledge & Skills

• Strong business acumen and data analytics proficiency.
• Demonstrated team and influence leadership.
• Excellent negotiation and contract‑closing skills.
• Excellent verbal, written, and presentation skills.
• Strong interpersonal, project management, organizational, and planning skills.
• Proficiency in Excel, Word, and Outlook.
• Able to multitask, work under pressure in a fast‑paced environment, and meet deadlines.

Minimum Qualifications, Education & Experience

• Bachelor’s degree from an accredited college or university.
• Minimum 5 years of experience in the medical device industry; preferably in sales.
• Minimum age of 18 years.

Work Environment

• Work may be performed in an office environment and onsite at customer locations.
• Employee may be required to sit, stand, and walk for long periods of time.
• Employee must hold a valid driver’s license and comply with the Authorized Driver Policy.
• Typically requires 50%–60% travel.

ICU Medical EEO Statement

ICU Medical is committed to being an Equal Opportunity Employer. We ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status.

If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at [e-mail]. We are committed to providing equal access and opportunities for all candidates.