Corporate Account Director | West, USA

Territory: West Region, USA

About Us

Intersurgical Inc. is a global leader in the fields of anesthesia, respiratory care, and medical device manufacturing. We partner with providers, manufacturers, and other organizations to supply innovative airway and medical devices that impact the lives of patients every day.

Driven by our commitment to supply high quality medical devices, our team works to deliver best in class products to over 60 countries worldwide.

Our Culture

We celebrate our culture of collaboration and communication. We believe in a workplace where everyone can be their full, authentic self.

We welcome and encourage those with diverse perspectives, veterans, and individuals with disabilities to join our team. We are an ambitious and innovative company and look forward to the unique experiences and different points of view you'll bring to the table while fostering a spirit of communication.

Purpose

The Corporate Account Director owns Intersurgical's enterprise relationships with an assigned portfolio of Integrated Delivery Networks (IDNs) and large health systems across the United States. The role develops and executes system-level account strategies that grow revenue, expand product and category penetration, strengthen customer relationships, and convert enterprise agreements into measurable adoption at the facility level.

This is a senior individual-contributor commercial role that operates across organizational and geographic boundaries. The Corporate Account Director partners with field sales, sales leadership, marketing, clinical education, finance, contracting, pricing, customer service, and operations to secure system-level agreements and ensure they translate into realized business. Engagement with group purchasing organizations (GPOs) and distribution partners is supporting work in service of the assigned portfolio.

Essential Duties & Responsibilities

Strategic Account Leadership

• Own and execute comprehensive strategic account plans for an assigned portfolio of IDNs and health systems.
• Build and maintain relationships with executive stakeholders across supply chain, procurement, value analysis, clinical leadership (respiratory therapy, anaesthesia, critical care, perioperative), nursing, finance, and operations.
• Map each system's decision-making structure at corporate, regional, and facility level, and identify where purchasing authority, clinical influence, and contract compliance actually sit.
• Identify opportunities to expand across member facilities, product categories, service lines, and newly acquired or affiliated sites.

Revenue Growth & Commercial Strategy

• Deliver revenue, growth, profitability, market-share, and category-penetration objectives within the assigned portfolio.
• Build multi-year growth strategies for strategically important systems.
• Analyze account performance, purchasing trends, contract utilization, competitive activity, and market data to identify opportunities and risks, and act on them.
• Maintain accurate strategic account plans, opportunity pipelines, and forecasts.

Value Analysis & Conversion Leadership

• Lead Intersurgical through system and facility value analysis committee (VAC) processes: build the clinical, operational, and economic case, prepare submissions, and manage the review cycle through to a decision.
• Lead multi-facility conversions and standardization initiatives from award through full implementation, including rollout sequencing, product trials and evaluations, and stocking transitions.
• Partner with clinical education and field sales to plan and deliver in-servicing so conversions produce sustained usage, not simply an award.
• Defend the installed base against competitive conversion attempts and contract challenges.

Contracting & Negotiation

• Lead or support the development, negotiation, implementation, renewal, and optimization of complex customer agreements.
• Participate in RFPs, pricing negotiations, business reviews, contract renewals, and other strategic customer discussions.
• Coordinate with GPO and di