Director – Corporate Accounts

Role Overview

• Manage key senior executive relationships (C-suite or senior decision-makers) across Regional Purchasing Coalitions, Integrated Delivery Networks, and Health Systems.
• Expand customer relationships and insights to identify and secure new sales opportunities, driving revenue growth, profitability, and market share.
• Oversee all contracting activities, including leading contract strategies, RFPs, and locally negotiated agreements.
• Manage the financial approval process and all contracts within accounts.
• Drive overall account profitability, including leading deal modeling, approval processes, and developing/executing profitability strategies.
• Determine strategic direction for accounts, leveraging competitive landscape and market insights.
• Develop and execute comprehensive sales plans across business units, aligning with account priorities and needs.
• Partner with enterprise sales, clinical specialists, marketing, and product teams to develop and execute integrated account strategies that drive deeper penetration, expand service adoption, and achieve sustained revenue growth within key medical accounts.
• Maintain clear, consistent, and proactive communication with assigned accounts, commercial teams and internal Cardinal Health leadership to align on strategic priorities and support effective execution of sales initiatives.
• Establish mutual KPIs with accounts, conduct business reviews, and track progress to ensure all customer commitments are met.
• Support ongoing improvement of group strategies, including segmentation, targeting, program development, and organizational effectiveness.

Requirements

• Bachelor’s degree or applicable experience preferred.
• Minimum of 5 years of sales and/or marketing experience within the healthcare/medical product and services industry preferred.
• Proven success in complex selling situations, including selling diversified product solutions and services, and cultivating/maintaining executive relationships.
• Strong track record of operating and leading within complex organizations.
• Demonstrated ability to lead, achieve results through others, and manage customer expectations.
• Applying structured methods to make high-stakes, rational decisions.
• Demonstrated financial acumen, including strategic and analytical skills.
• Strong knowledge of hospital and healthcare economics.
• Ability to analyze complex business issues and lead the development of customized action plans to drive value.
• Demonstrated success in complex negotiations.
• Excellent organizational, communication, and presentation skills.
• Strong cross-organizational collaboration skills; ability to operate effectively in a matrixed environment.
• Ability to develop and expand relationships with key stakeholders to achieve business objectives.
• Strong computer skills, including CRM tools like Salesforce.
• Ability to travel up to 50%.

Benefits

• Medical, dental and vision coverage
• Paid time off plan
• Health savings account (HSA)
• 401k savings plan
• Access to wages before pay day with myFlexPay
• Flexible spending accounts (FSAs)
• Short
• and long-term disability coverage
• Work-Life resources
• Paid parental leave
• Healthy lifestyle programs