Job Type
Full-time
Description
Job SummaryThe HCA Strategic Account Executive leads and expands Mindray's strategic partnership with HCA Healthcare across an assigned geography. Serving as the primary account leader at the HCA division and hospital levels, this field-based role drives contract pull-through, revenue growth, and market-share expansion across Patient Monitoring, Life Support, and other contracted product portfolios. The position builds executive relationships, develops and executes territory account plans, coordinates closely with field sales and cross-functional partners, and helps ensure a consistent, high-quality customer experience.
Essential Functions- Develop and execute strategic account plans for the assigned HCA geography, including stakeholder mapping, opportunity priorities, revenue and market-share objectives, implementation needs, and measurable action plans.
- Establish and maintain trusted relationships with HCA division leadership, hospital administrators, supply chain executives, clinical leaders, equipment planners, and other key decision-makers.
- Serve as Mindray's primary regional subject-matter resource for the HCA agreement, helping internal teams understand contract pathways, customer expectations, and effective strategies for expanding utilization.
- Partner with Regional Sales Managers and field representatives to identify, qualify, advance, and close opportunities within HCA facilities, with clear ownership, timelines, and follow-up.
- Lead customer meetings, executive presentations, business reviews, and field visits that communicate Mindray's clinical, operational, and financial value.
- Monitor account performance, pipeline, contract utilization, competitive activity, wins and losses, and execution risks; maintain accurate forecasts, activity records, and account information in company systems.
- Collaborate with Corporate Accounts leadership on account strategy, contracting, pricing, commercial exceptions, and escalation of issues that may affect the HCA relationship.
- Coordinate with Service, Project Management, Clinical, Marketing, Operations, and other internal partners to support smooth implementations, resolve customer issues, and deliver consistent messaging.
- Educate and coach the Mindray sales organization on best practices for engaging HCA member hospitals and leveraging the dual-source agreement.
- Support developmental and construction projects by working with HCA equipment planners and relevant internal teams.
- Represent Mindray professionally and conduct all activities in accordance with company policies, customer credentialing requirements, and applicable laws and compliance standards.
Position Specifications1. Knowledge / Education / Experience / Skills- Bachelor's degree required; business, clinical, or advanced degree preferred.
- Eight or more years of progressive medical device, capital equipment, strategic account, or healthcare sales experience; experience supporting large health systems, IDNs, or GPO-affiliated customers strongly preferred.
- Demonstrated success developing executive-level relationships and driving growth within complex, matrixed healthcare organizations.
- Strong understanding of healthcare supply chain, capital budgeting, value analysis, contracting, and hospital purchasing processes.
- Experience developing strategic account plans, managing a complex pipeline, forecasting business, and coordinating cross-functional sales activity.
- Strong business acumen, negotiation, analytical, presentation, and written and verbal communication skills.
- Proficiency with Microsoft Office and CRM systems; ability to translate data into clear customer and business recommendations.
- Knowledge of competitive market dynamics and familiarity with monitoring, anesthesia, life support, and ultrasound products preferred.
- Prior experience with HCA Healthcare or a comparable national health system is a plus.
- High level of professionalism, integrity, judgment, initiative, and ability to work independently.
2. Physical Demands / Work Environment- Home-office and field-based work environment with approximately 50% travel, including overnight travel.
- Frequent customer meetings and occasional evening or weekend business events.
- Valid driver's license and ability to meet customer credentialing requirements.
Compensation: Base of 140K; 250K OTE, with higher earning potential if exceeds targets.
Mindray North America offers a competitive compensation package and comprehensive benefits, including a 401(k) with company match, tuition reimbursement, paid time off, disability coverage, FSA/HSA options, and more-all within a dynamic, supportive, and collaborative work environment.
Salary Description
Base of 140K; 250K OTE, Uncapped
