Director, Corporate Accounts; IV Therapy - West

The Director, Corporate Accounts serves as the primary strategic relationship leader and executive point of contact for Fresenius Kabi’s Infusion Therapy Technology, Portfolio products, and/or Nutrition portfolio with key national accounts. This includes Group Purchasing Organizations (GPOs) across Acute, Home Care, Oncology, Retail, and Alternate Site segments; distributors (oncology, compounding, and retail);
Integrated Delivery Networks (IDNs); and other strategic health system partners.

This role is responsible for developing and executing strategic account plans, cultivating executive-level relationships, and driving sustainable revenue growth across assigned national accounts. The Director aligns customer priorities with Fresenius Kabi’s commercial strategy to deliver differentiated value and achieve mutually beneficial outcomes.

The Director leads the coordination and management of the entire customer lifecycle, ensuring the long-term success of relationships with Region U.S.’s most strategic health systems, GPOs, distributors, and key accounts. This role works in close partnership with Sales, Contracting, Marketing, Customer Service, Clinical teams, and other cross-functional stakeholders to ensure strategic alignment, deliver value-based solutions to customers, and support the achievement of company growth objectives.

This position will cover the Western part of the United States.

The Ideal candidate will live near a major airport in one of these states:
Washington, Oregon, Idaho, Montana, Wyoming, California, Nevada, Utah, Colorado, Arizona, New Mexico or Texas

• Serve as the primary corporate accounts representative and executive point of contact for assigned national accounts across Group Purchasing Organizations (GPOs), distributors, Integrated Delivery Networks (IDNs), home healthcare groups, retail organizations, managed care entities, physician groups, and other strategic partners.
• Develop and execute comprehensive strategic account plans that align Fresenius Kabi’s portfolio and commercial strategy with customer priorities to drive long-term growth and partnership.
• Establish and maintain trusted relationships with executive leadership and key decision makers, including C-suite stakeholders and key opinion leaders within customer organizations.
• Lead the joint business planning process with strategic customers to define shared goals, identify growth opportunities, and ensure alignment on strategic initiatives.

• Drive revenue growth and market expansion across assigned accounts by identifying opportunities for portfolio adoption, contract optimization, and new business development.
• Develop and manage a robust and accurate opportunity pipeline sufficient to achieve or exceed annual sales targets.
• Ensure effective execution of sales and account management processes including pre-call planning, opportunity tracking, contract management, pricing and quotations, and pipeline reporting.
• Collaborate with field sales teams and internal stakeholders to coordinate account strategies and support successful execution across the customer organization.

• Lead system-level strategy development and coordinate cross-functional execution to ensure consistent and effective engagement with strategic customers.
• Identify and deliver customer-focused solutions that address operational, clinical, and economic needs in partnership with internal account team resources.
• Act as a trusted advisor to customers by understanding their strategic priorities and aligning Fresenius Kabi solutions to support improved patient care and operational outcomes.

• Lead complex negotiations with national accounts and strategic customers related to contracts, pricing, business priorities, and performance expectations.
• Partner with Contracting, Legal, and Commercial Leadership to structure agreements that support customer value while achieving company financial and strategic objectives.

• Serve as the primary communication link between Corporate Accounts customers and internal teams including Sales, Marketing, Contracting, Customer Service, Clinical, and Supply Chain.
• Drive cross-functional collaboration to ensure alignment on account strategy, issue resolution, and execution of key initiatives.
• Provide insights from national accounts to internal stakeholders to inform commercial strategy, product positioning, and market development efforts.

• Represent Fresenius Kabi at industry associations, customer meetings, and key market events to strengthen relationships, gather market intelligence, and identify emerging opportunities.
• Attends local, national, and global meetings as needed.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.
• All employees are…