Director, Strategic Accounts - North

Position Overview

The Director, Strategic Accounts is responsible for positioning Sonosite as the preferred vendor of hand‑carried ultrasound within corporate entities that influence the buying process of their membership. These entities include but are not limited to GPOs, IHNs, hospital corporations and HMOs. The Director implements programs and strategies that improve sales productivity and enhance long‑term relationships. This position leads and executes cross‑functional teams with new and innovative growth ideas to leverage Sonosite's value proposition within a dynamic marketplace and implements them with measurable results within targeted accounts.

At FUJIFILM Sonosite, we reinvent how healthcare is delivered with point‑of‑care ultrasound technology. As the leader in bedside ultrasound systems, our innovations save lives—from premature babies in NICUs to trauma patients in emergency rooms. We’re looking for purpose‑driven team members ready to build technology that impacts real‑world scenarios, including natural disasters and even war zones. By joining FUJIFILM Sonosite, you’ll be part of a team that thrives on collaboration, out‑of‑the‑box thinking, and a passion for life‑saving innovations.

Let’s make a difference together. Our headquarters in Bothell, Washington blends riverside charm with urban amenities, quality schools, and an ever‑evolving downtown—all part of the vibrant Seattle metro area. Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of “giving our world more smiles.”

• Negotiate and finalize contract agreements with large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc., whenever appropriate and advantageous, providing measurable results.
• Demonstrate and execute the selling approach by identifying key decision makers throughout targeted hospitals and health systems, while successfully positioning and communicating Sono Site’s value proposition.
• Develop and implement a consistent approach for the field sales organization to shift the buyer’s focus away from price and capture the value we provide.
• Demonstrate confidence, practical intelligence and accountability for growing new buyers and delivering revenue targets.
• Research, plan and implement new market programs and assist the field sales organization in overcoming market barriers within key target accounts by adopting new and innovative approaches toward market leadership through collaboration, innovation and relationship building.
• Plan and implement strategies to drive adoption and endorsement of the Sono Site products by large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.
• Work with field sales management on strategies and programs to maximize revenue to large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.
• Drive strategies that maximize multiple system and bulk buy opportunities. These strategies include holding all parties accountable to the purchase terms agreed to prior to executing the buy.
• Work cross‑functionally with the Regional Sales Manager and Clinical Applications Manager in the development and execution of strategies and action plans for identified key accounts.
• Be responsible and accountable for carrying out the requirements of the company’s quality system.

• Business or related degree or equivalent work experience.
• Minimum 3 years of strategic account experience or a combination of 8 years of strategic and medical sales experience.
• Minimum 5 years’ experience in medical capital equipment sales.
• Strong written and verbal communication skills.
• Extensive experience negotiating contracts.
• Medical device industry experience required. Ultrasound experience preferred.

• Ability to work independently.
• Ability to interface effectively with all levels of the organization.
• Ab…