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Position Overview
This position reports directly to the U.S. Director of Sales and is responsible for leading the strategic management of large Integrated Delivery Network (IDN) and corporate accounts. The National Director of Corporate Accounts (NDCA) will create and execute comprehensive strategies to drive portfolio adoption and build partnerships with high-level executives, clinical leaders, and procurement decision-makers across the healthcare system. The role ensures alignment with divisional priorities, coordinates cross-functional teams, and manages complex negotiations to deliver sustainable growth and achieve organizational goals.
Additionally, this role includes active involvement in live product demonstrations, project management for complex deals, supporting installations, and collaborating with the legal team on sales terms and conditions negotiations to secure favorable contract outcomes.
As the organization continues to grow, this role is expected to evolve to include the management and development of a team of regional corporate account leaders, with a focus on mentoring and building talent to execute on strategic priorities at a regional and national level.
Company Overview
FUJIFILM Healthcare Americas Corporation is a comprehensive healthcare company that has an extensive range of technology and expertise in the detection, diagnosis, and treatment of diseases. Fujifilm’s innovative portfolio includes solutions spanning diagnostic imaging, enterprise imaging, endoscopic imaging, surgical imaging, and in-vitro diagnostics. The company is headquartered in Lexington, Massachusetts. For more information, please visit healthcaresolutions-us.fujifilm.com .
FUJIFILM Holdings Corporation, headquartered in Tokyo, leverages its depth of knowledge and proprietary core technologies to deliver innovative products and services across the globe through the four key business segments of healthcare, electronics, business innovation, and imaging with over 70,000 employees. Guided and united by our Group Purpose of “giving our world more smiles,” we address social challenges and create a positive impact on society through our products, services, and business operations. Under its medium-term management plan, VISION2030, which ends in FY2030, we aspire to continue our evolution into a company that creates value and smiles for various stakeholders as a collection of global leading businesses and achieve a global revenue of 4 trillion yen (29 billion USD at an exchange rate of 140 JPY/USD). For more information, please visit: www.fujifilmholdings.com .
For further details about our commitment to sustainability and Fujifilm’s Sustainable Value Plan 2030,click here (https://holdings.fujifilm.com/en/sustainability/plan/svp2030) .
Job Description
Duties and Responsibilities:
Strategic Account Management
With collaboration from the US Director of Sales, this role develops and executes comprehensive strategies for IDN partnerships, ensuring alignment with organizational goals and divisional priorities.
Cultivate relationships with C-suite executives and key decision-makers to advance strategic objectives.
Utilize in-depth knowledge of IDN operations, financials, decision-making processes, and strategic imperatives to influence outcomes.
Sales and Negotiations
Lead end-to-end deal processes for large, complex contracts across the portfolio, ensuring alignment with pricing and contracting strategies.
Collaborate with the legal team (internal and external) to negotiate terms and conditions, ensuring compliance with company policies while addressing customer requirements.
Negotiate favorable contracts while balancing customer needs and company objectives.
Drive collaboration among field teams, corporate account teams, and technical service groups to execute opportunities effectively.
Project Management
Oversee project management for large, complex deals, including timeline creation, milestone tracking, and coordination among stakeholders.
Ensure seamless execution of contracts, installations, and customer rollouts by working closely with technical, service, and operations teams.
Actively monitor project progress, identify risks, and implement solutions to maintain on-time delivery and customer satisfaction.
Product Demonstrations and Installations
Actively participate in live product demonstrations to highlight the clinical and operational value of the portfolio.
Support pre-demo preparation to ensure smooth and impactful demonstrations.
Provide installation support when needed, including troubleshooting, and assisting technical teams during the implementation process.
Serve as a resource for customers and field teams during installations to ensure successful outcomes and ongoing satisfaction.
Team Collaboration and Leadership
Serve as the primary liaison between field sales, business unit leaders, and corporate accounts.
Coordinate deal strategy execution with regional sales directors and account executives, ensuring accountability across all stakeholders.
When the business need is justified, build and mentor a high-performing corporate accounts team, fostering professional development and driving execution of strategic priorities.
Customer Advocacy
Develop customer-centric solutions, leveraging IDN guidelines and organizational value propositions.
Ensure a seamless transition of accounts to field teams post-deal closure, maintaining high customer satisfaction and engagement.
Reporting and Analysis
Provide regular updates on key metrics, deal progress, and strategic opportunities to senior leadership.
Utilize data analytics to monitor performance, identify trends, and inform tactical action plans.
Trade Shows and Events
Qualifications:
Bachelor's degree in business, marketing, healthcare management, or related field required; master’s degree in business administration (MBA) or a related field preferred.
Minimum of 10+ years of experience in the medical device or healthcare industry, with a focus on IDN or corporate account management.
Strong background in capital equipment, disposables, and/or endoscopy markets preferred.
Demonstrated success in managing account relationship at the executive level, including c-suite engagement.
Demonstrated success in managing complex negotiations, cross-functional collaboration, project management, IDN contracted pricing agreements and legal terms and conditions discussions.
Exceptional business acumen with the ability to develop and implement strategic plans.
Experience with pricing, contracting strategies, and collaboration with legal teams on terms and conditions negotiations.
Customer-centric approach with a strong focus on advocating for customer needs and building sustainable relationships. Advanced proficiency in MS Outlook, and Microsoft Office Applications (Word, Excel, and PowerPoint), with ability to produce reports and presentations. Exceptional leadership and team development skills, including history of mentoring, coaching, and fostering higher performance teams.
Strong project management expertise, with a proven ability to be highly organized to prioritize and manage timelines, multiple stakeholders, and deliverables for complex initiatives simultaneously.
Excellent written, verbal, and presentation skills.
Dynamic public speaking and presentation skills, with the ability to deliver technical and strategic information to diverse audiences.
Strong relationship management skills, with the ability to engage at the executive level.
Analytical and results-driven, with experience using data-driven metrics to recommend actionable strategies.
Experience negotiating terms and conditions in collaboration with legal teams to secure favorable contracts.
Strong relationship management skills, with the ability to engage and influence at the executive level.
Proven experience in managing and developing high-performing teams, with a track record of driving results through collaboration and leadership.
Critical thinking skills and the ability to develop tactical and strategical plans.
Proven ability to lead complex projects/initiatives.
Strong analytical skills and commitment to continuous learning and self-improvement.
Develop team objectives that are measurable and help to ensure achievement of overall objectives of Fujifilm and Business Development team.
Understand the healthcare systems, market dynamics, and competitive landscapes in the various geographies within the United States.
Physical Requirements :
The position requires the ability to perform the following physical demands and/or have the listed capabilities:
Frequently required to stand; walk; use hands to finger, handle or feel objects, ability to use a keyboard, reach with hands and arms; balance; stoop, kneel, crouch; and talk or hear.
Occasionally lift and/or move up to 25 to 50 lbs.
Close vision, distance vision, color vision, depth perception, and the ability to adjust focus.
Travel:
In the event that COVID-19 vaccine mandates issued by the federal government, or by state or local government become effective and enforceable, the Company will require that the successful candidate hired for positions covered under relevant government vaccine mandate(s) be fully vaccinated against COVID-19, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption.
Applicants to positions where vendor credentialing or other similar requirements exist to enter facilities will be required to comply with the credentialing requirements of the facilities, including complying with vaccine requirements.
For all positions, the Company encourages vaccination against COVID-19 and requires that the successful candidate hired be willing to test for the COVID-19 virus periodically and wear a face covering indoors as required, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption.
In compliance with the ADA Amendments Act, should you have a disability that requires assistance and/or reasonable accommodation with the job application process, please contact the Human Resources department via e-mail at hcushr.department@fujifilm.com . Additionally, the affirmative program/plan is available for review upon formal request by employees and applicants for employment in the Human Resources office during regular office hours.
EEO Information
Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.
ADA Information
If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department (hcushr.department@fujifilm.com or (330) 425-1313).
Job Locations US-Remote
Posted Date 2 days ago (4/4/2025 9:56 AM)
Requisition ID 2025-34021
Category Sales
Company (Portal Searching) FUJIFILM Healthcare America Corporation