Corporate Accounts Director - Nashville

Corporate Accounts Director

KARL STORZ North America is seeking an accomplished Corporate Accounts Director to join our Corporate Accounts organization and take ownership of strategic relationships with assigned health systems (IDNs). This is a highly visible role for a seasoned healthcare commercial professional who knows how to navigate large, complex health systems, build credibility with executive-level stakeholders, and turn strategic relationships into sustainable business growth.

As Corporate Accounts Director, you will represent the breadth of the KARL STORZ portfolio, developing and executing comprehensive account strategies that extend well beyond traditional pricing and volume discussions. You will lead complex negotiations, strengthen relationships with supply chain and executive leadership, and partner closely with our market teams and internal functional leaders to identify opportunities across hospitals, clinics, and ambulatory facilities.

If you are a strategic thinker who thrives in sophisticated healthcare environments and knows how to bring people, data, relationships, and business opportunities together, we would like to meet you.

Location Requirement:
The individual hired for this position must live in or relocate to the Nashville, Tennessee area.

What You'll Do

• Own the strategic account plan for assigned health systems, establishing clear objectives, priorities, stakeholder alignment, and a consistent cadence for account planning and communication.
• Build influential executive relationships by establishing trust and credibility with senior health system leaders, supply chain executives, and other key decision-makers.
• Lead complex negotiations spanning the KARL STORZ portfolio, articulating a compelling value proposition that extends beyond pricing and volume discounts.
• Drive revenue and market-share growth by proactively identifying product, service, clinical capital, and cross-portfolio opportunities throughout assigned health systems.
• Partner closely with market teams to protect and expand the KARL STORZ position across specialties and customer sites.
• Develop cross-portfolio health system strategies and, in partnership with local market teams, translate strategy into measurable action.
• Navigate the complexities of IDNs and GPOs, coordinating internally to convert opportunities uncovered at the executive level into opportunities across associated facilities.
• Analyze and interpret complex, and at times ambiguous, marketplace information to make fact-based business decisions that improve productivity and performance.
• Implement data-driven strategies designed to achieve sales, market-share, and growth objectives.
• Deliver polished, persuasive presentations and represent KARL STORZ professionally in executive-level customer meetings.
• Collaborate extensively with Sales, Finance, Service, Operations, Corporate Accounts, and Marketing, ensuring strong alignment around customer priorities and business opportunities.
• Provide meaningful feedback to executive management regarding account activity, competitive dynamics, market conditions, and emerging opportunities.
• Foster productive partnerships between field-based teams and internal departments to create a cohesive customer experience and coordinated commercial strategy.

Required Qualifications

• Bachelor's degree.
• 10+ years of experience working in complex selling environments involving multiple stakeholders and decision-makers.
• 8+ years of experience working with large health systems (IDNs) or equivalent KARL STORZ experience.
• Demonstrated experience leading complex contract negotiations.
• Strong knowledge of the medical device industry, including the evolving healthcare landscape, market dynamics, and complexities facing today's health systems.
• Exceptional interpersonal, negotiation, and influencing skills, with the ability to earn the confidence, trust, and respect of senior executives.
• Proven ability to work effectively across functions and organizational boundaries to achieve business objectives.
• A strategic, analytical approach to decision-making, using data, experience, and stakeholder input to drive optimal outcomes.
• Proven ability to handle confidential information appropriately and exercise sound discretion in sensitive business relationships.
• Proficiency with Microsoft Excel and PowerPoint.

Highly Preferred

• A documented track record of success working with and selling into large health systems and IDNs.
• Established relationships with health system executive and supply chain…