National Account Manager - Kaiser - Risant

This position requires the selected candidate to live in the Los Angeles, or San Francisco, CA area

Own Strategic Partnerships. Influence Executive Decisions. Drive Enterprise Growth.

KARL STORZ Endoscopy America (KSEA), a global leader in medical device innovation, is seeking an experienced National Accounts Director to lead enterprise‑level strategy across major integrated delivery networks (IDNs) – with a primary focus on Kaiser and Risant health systems. This is a high‑impact, executive‑facing role responsible for shaping our strategic footprint and unlocking growth across hospitals, clinics, and ambulatory care locations.

If you thrive on influencing C‑suite decisions, building supply‑chain partnerships, and driving cross‑portfolio strategy, this role places you at the center of KSEA's most critical health system relationships.

• Strategic & Executive Account Leadership
• Develop and execute multiyear strategic account plans for assigned health systems.
• Lead executive‑level negotiations and articulate KSEA's enterprise value proposition beyond pricing and volume.
• Manage and expand relationships with C‑suite, VP, and senior supply chain leaders across IDNs.
• Build and strengthen KSEA's presence with Kaiser, Risant, and other major West Coast health systems.

• Cross‑Functional Influence & Coordination
• Coordinate strategy across Sales, Service, Finance, Operations, Marketing, and Corporate Accounts
  .
• Align internal teams for seamless execution of complex agreements.
• Translate high‑level health system strategies into actionable growth pathways across markets and business units.

• Growth, Insights & Market Expansion
• Identify new product, capital, and service opportunities across all care sites – acute, ASC, and clinic.
• Drive enterprise‑wide initiatives that strengthen KSEA's position across all surgical specialties.
• Analyze and integrate complex market, financial, and utilization data into actionable growth strategies.
• Deliver revenue, market share, and profitability targets within assigned IDNs.

• Executive‑Level Representation
• Present KSEA's offerings to senior executives with confidence, clarity, and command.
• Serve as a trusted advisor to health system leaders, ensuring long‑term alignment and partnership.

Required Qualifications:

• Bachelor's Degree
• Must reside in the Los Angeles area
• 10+ years in complex, multi‑decision maker sales environments
• 8+ years leading strategy within large health systems (IDNs) or equivalent KSEA experience
• Strong negotiation and contract leadership experience
• Expert understanding of medical device industry dynamics, GPOs, and IDN operations
• Proficiency in Microsoft Excel and Power Point
• Exceptional interpersonal skills with the ability to influence, persuade, and build trust at the executive level
• Data‑driven mindset with strong business judgment

Preferred Qualifications:

• Prior success working with Kaiser
  , Risant, or other large IDNs
• Proven relationships within health system supply chain teams
• Experience selling complex capital and service solutions in healthcare
• Demonstrated track record of revenue growth within enterprise accounts

• Executive‑level communicator and relationship builder
• Strategic thinker with operational followthrough
• Confident negotiator able to navigate complex agreements
• High comfort with interpreting ambiguous or varied marketplace data
• Collaborative leader who unites field teams and internal departments
• Trusted, discreet professional with impeccable judgment

Los Angeles, CA or San Francisco, CA – covering major health systems across Southern California, and some East coast.

This is a rare opportunity to own executive relationships within some of the nation's most influential health systems and truly shape KSEA's strategic direction. If you're a seasoned IDN strategist who thrives on influence, insight, and enterprise‑level impact, we want to meet you.