Job Summary The Director, Corporate Accounts is responsible for developing, managing, and expanding Nova Biomedical's strategic relationships with Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), health systems, and other enterprise healthcare customers across North America.
This role serves as the primary executive liaison between Nova and its largest strategic accounts, leading contract negotiations, driving adoption of Nova's clinical diagnostic solutions, and ensuring successful execution of enterprise partnerships. The Director will collaborate closely with Sales, Marketing, Clinical Affairs, Service, Operations, Finance, and executive leadership to maximize customer value, improve business performance, and identify opportunities for long-term growth.
The ideal candidate understands how healthcare systems operate, excels at navigating complex stakeholder environments, and can translate strategic agreements into successful operational partnerships that deliver measurable business results.
Key Responsibilities - Lead Strategic Healthcare Partnerships
- Own the full lifecycle of strategic corporate accounts, including GPOs, IDNs, health systems, laboratory networks, and other enterprise customers.
- Develop and maintain executive-level relationships with supply chain leaders, laboratory administrators, clinical stakeholders, procurement teams, and healthcare executives.
- Serve as Nova's primary point of contact for designated corporate accounts and strategic partnerships.
- Develop account-specific business plans focused on revenue growth, market share expansion, and long-term partnership success.
- Contracting & Negotiation
- Lead negotiations for national and regional purchasing agreements, contract renewals, and amendments.
- Collaborate with internal stakeholders to develop pricing strategies, business cases, and commercial proposals.
- Ensure contract terms align with customer requirements and Nova's business objectives.
- Monitor contract compliance, performance commitments, and key partnership deliverables.
- Drive Partnership Implementation & Account Success
- Partner with regional commercial teams to execute strategic account plans and ensure successful implementation of corporate agreements.
- Coordinate cross-functional resources to support customer onboarding, product adoption, training, and ongoing account management.
- Lead regular business reviews with customer leadership to assess performance, identify opportunities, and address challenges.
- Proactively resolve issues and remove barriers that could impact customer satisfaction or business growth.
- Develop Executive Relationships
- Build trusted relationships across multiple levels of customer organizations.
- Establish productive partnerships with clinical leaders, laboratory directors, supply chain executives, procurement teams, and C-suite stakeholders.
- Act as the voice of the customer internally and advocate for initiatives that strengthen partnership performance.
- Maintain a strong network of healthcare industry contacts and thought leaders.
- Drive Growth & Expansion
- Identify opportunities to expand Nova's presence within existing health systems and corporate accounts.
- Collaborate with commercial leadership to develop market access strategies and growth initiatives.
- Support business development efforts with prospective strategic accounts and enterprise customers.
- Analyze healthcare market trends, consolidation activity, competitive positioning, and customer needs to inform strategic planning.
- Leverage Data & Insights
- Track account performance, contract utilization, and growth metrics.
- Use customer, market, and operational data to identify opportunities for improvement and expansion.
- Provide regular forecasts, business reviews, and strategic recommendations to leadership.
- Share customer insights with Product Management, Marketing, and Commercial teams to support future growth initiatives.
Qualifications - Bachelor's degree required.
- Advanced degree in Business, Healthcare Administration, Life Sciences, or related field a plus.
- 10+ years of experience in healthcare, diagnostics, medical devices, laboratory services, or related healthcare markets.
- Demonstrated success managing GPO, IDN, national account, or enterprise healthcare relationships.
- Significant experience negotiating complex commercial agreements and strategic partnerships.
- Strong understanding of hospital systems, laboratory operations, healthcare procurement, and purchasing structures.
- Experience engaging senior executives and influencing decision-making within large healthcare organizations.
- Exceptional relationship-building and executive communication skills.
- Strong negotiation and influencing capabilities.
- Financial and business acumen with the ability to evaluate commercial opportunities. Proven ability to manage multiple strategic initiatives and stakeholders simultaneously.
- Strong problem-solving and project management skills.
- Ability to lead through influence across cross-functional teams.
- Comfortable operating in complex, matrixed organizations.
Travel Requirements - Ability to travel throughout North America approximately 35-50%.
- Travel to customer sites, industry meetings, GPO conferences, and Nova locations as required.
Physical Requirements and Working Conditions: - Ability to work at a computer for extended periods.
- Ability to lift and carry up to [25• 50] pounds as required
- Ability to communicate effectively via phone, video, and written communication.
- Ability to occasionally move about the office to access meetings or resources.
Work Location: Field - U.S.
Targeted Salary Range: $190,000-$225,000/year
Nova Biomedical believes in transparency and integrity throughout all we do, including compensation. The provided salary range for this role represents the expected base salary or hourly rate for this opening. Actual compensation will be commensurate with the candidate's experience and may vary based on individual factors such as location, skills, and education.
