Healthcare Strategic Key Account Manager (Northeast USA)
If you are a current employee, please navigate to apply internally.Position Purpose
Zurn Elkay is seeking a high-impact Healthcare Strategic Key Account Manager to own a defined portfolio of national and/or regional healthcare systems — operating simultaneously at the enterprise level and the facility floor. This role is a deliberate hybrid: part responsible for executive relationships, enterprise standardization, and GPO strategy across integrated delivery networks (IDNs) to drive Basis of Design specification; and part responsible for converting installed base through direct MRO and facilities engagement.
Unlike a traditional strategic account manager who depends on field reps for pull-through, this individual owns both ends of the value chain — from the enterprise decision making to the local facilities conversion. The ideal candidate brings existing relationships with healthcare system ownership, deep fluency in healthcare construction and capital planning, and the commercial acumen to negotiate enterprise agreements while personally driving local conversion at the facility level.
Key Responsibilities
Enterprise Account Strategy & Standardization
- Own a defined portfolio of national and/or regional IDNs and multi-site healthcare systems, serving as Zurn Elkay's primary relationship owner from the ownership group to the facility floor.
- Develop and execute multi-year strategic account plans covering stakeholder mapping, specification conversion, enterprise standardization targets, revenue goals, and capital planning alignment.
- Engage enterprise decision makers (VP Supply Chain, VP Real Estate & Construction, VP Facilities, Chief Nursing Officer) to drive enterprise Zurn Elkay standardization.
- Negotiate master supply agreements, GPO tier placement, and rebate structures directly with system leadership.
- Conduct executive business review using spend analytics and compliance dashboards to present share-of-wallet data and a compelling total cost of ownership (TCO) case for standardization.
Executive & Ecosystem Relationship Development
- Maintain a current, multi-level stakeholder map for each account covering ownership, clinical, supply chain, facilities, construction, and procurement functions.
- Host executive briefings, facility tours, and innovation summits to advance the enterprise partnership.
- Cultivate relationships with third-party stakeholders: healthcare architects, MEP engineers, general contractors, GPO representatives (Vizient, Premier, Healthtrust), ISPs, and Facilities Management companies, wholesale partners.
- Collaborate with Zurn Elkay's specification sales team, distributor network, and local rep agencies to ensure full account coverage and aligned pull-through execution.
New Construction — Basis of Design Specification
- Drive Zurn Elkay adoption at the master specification level — work with health system real estate, construction, and facilities leadership to embed Zurn Elkay products as the system-wide standard specification applied across all new construction and major renovation projects, regardless of the design firm or MEP engineer of record
- Track all active and planned new construction, expansion, and major renovation projects across the portfolio using Dodge Data, Construct Connect, and direct relationship intelligence.
- Engage during Schematic Design and Design Development phases to secure Zurn Elkay as the Basis of Design specification on target projects.
- Partner with MEP engineers and architects on product selection, specification language, submittals, and technical support.
- Manage projects through construction document, bid, and award phases to protect BOD specs and actively manage substitution risk.
MRO & Local Facilities Conversion
- Develop facility-level MRO conversion strategies targeting existing product categories across key system's campus portfolio.
- Personally own site assessment and pull-through execution of key sites — engage local facilities directors, plant operations managers, and biomedical/clinical engineering teams directly without relying on field coverage.
- Deliver product training and lunch-and-learn sessions at the facility level to build preference among operations staff.
- Partner with distribution partners to ensure local inventory availability and seamless fulfillment for facilities teams.
GPO & Contract Management
- Set and execute GPO strategy for the assigned portfolio; manage senior relationships with Vizient, Premier, and Healthtrust contacts aligned to target systems.
- Track and close contract compliance gaps; identify opportunities for tier advancement and incremental share of wallet.
- Support system supply chain teams in translating enterprise contract terms into facility-level purchasing behavior.
Commercial Performance & Pipeline Management
- Own and accurately forecast revenue and pipeline across both new construction specification and MRO/facilities tracks.
- Maintain current CRM records for all accounts, contacts, opportunities, and activities; manage quote-to-close rate and spec win tracking.
- Deliver regular business reviews to regional VP against account plan objectives, contract compliance %, share of wallet, and revenue growth targets.
Qualifications
- Existing regional relationships with healthcare system C-suite, VP-level leadership, and/or facilities management teams within the target region.
- 7–10+ years of progressive experience in healthcare sales, healthcare facilities, or healthcare construction — with a proven track record managing large, multi-site, complex accounts.
- Experience operating at both the enterprise/executive level and the local facility/project level within health systems.
- Demonstrated ability to negotiate enterprise supply agreements, GPO contracts, or master service agreements with health system leadership.
- Deep understanding of healthcare capital planning cycles, construction project lifecycles, and MRO/facilities procurement processes.
- Strong commercial acumen — able to build TCO models, compliance dashboards, and executive-level business cases.
- Experience working through channel partners: distributors, rep agencies, MEP engineers, architects, and GPOs.
- Proficiency with Salesforce (or equivalent CRM), Dodge Data or Construct Connect, and Microsoft Office Suite.
- Willingness to travel 40–60% within the target region.
- Must be located in the Northeastern USA (Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, Vermont)
Preferred
- Prior experience in plumbing, water systems, HVAC, or building products selling into healthcare accounts.
- Senior-level GPO relationships with Vizient, Premier, or Healthtrust aligned to the target region.
- Knowledge of healthcare water system regulatory requirements (ASHRAE 188, CMS, The Joint Commission).
- Bachelor's degree in Business, Engineering, Construction Management, Healthcare Administration, or related field.
Total Rewards and Benefits- Competitive Salary
- Medical, Dental, Vision, STD, LTD, AD&D, and Life Insurance
- Matching 401(k) Contribution
- Health Savings Account
- Up to 3 weeks starting Vacation (may increase with tenure)
- 12 Paid Holidays
- Annual Bonus Eligibility
- Educational Reimbursement
- Matching Gift Program
- Employee Stock Purchase Plan – purchase company stock at a discount!
**THIRD PARTY AGENCY: Any unsolicited submissions received from recruitment agencies will be considered property of Zurn Elkay, and we will not be liable for any fees or obligations related to those submissions.**
