Director/VP of National Accounts

Job Overview: The Director/ VP of National Accounts leads enterprise strategy, contracting, and performance management for national health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), and large acute care customers. This role owns revenue, margin, and strategic relationship outcomes across the hospital channel and serves as the primary executive liaison between the company and assigned national accounts. This individual drives high-level contracting initiatives, builds C-suite partnerships, and leads cross-functional alignment to ensure successful execution and profitable growth under national agreements. Essential Functions: Strategic Leadership Set and own national account strategy for GPOs, IDNs, and major health systems; align account plans with corporate growth, pricing, and market access objectives. Translate enterprise brand and access strategy into channel-specific execution plans for the hospital segment. Identify and prioritize new growth opportunities, including system expansions, portfolio pull-through, value-based agreements, and new category penetration. Serve as the internal “voice of the customer,” influencing pricing, product launch strategy, contracting approach, and commercial investments. Executive Relationship Management Lead high-level engagement with C-suite, supply chain, finance, and clinical decision makers across assigned national accounts. Establish long-term strategic partnerships focused on mutual value creation, operational alignment, and measurable outcomes. Conduct executive business reviews with customers and internal leadership. Contracting & Commercial Execution Direct all major contract activity including RFI/RFP responses, proposals, term sheets, negotiations, renewals, and system-level amendments. Approve pricing and deal structures within governance guidelines, ensuring alignment with profitability and compliance standards. Oversee contract lifecycle management, including compliance monitoring, pricing integrity, renewal tracking, and performance optimization. Ensure successful pull-through and adoption at system and facility levels in partnership with field sales and distribution teams. Performance & Financial Accountability Own revenue, margin, penetration, and mix performance across assigned national accounts. Lead forecasting, pipeline management, and opportunity planning processes. Analyze contract performance and profitability; implement corrective action plans where needed. Provide executive-level reporting on channel performance and strategic initiatives. Cross-Functional Leadership Lead or matrix-lead cross-functional teams including Sales, Market Access, Marketing, Finance, Legal, Contracting, Distribution, Clinical, and Customer Service. Align internal stakeholders around national agreements to ensure seamless implementation and issue resolution. Coach and influence regional account managers and field sales teams on selling within complex IDN/GPO structures and operating under national contracts. Scope & Impact Typically accountable for a multi-hundred-million-dollar revenue portfolio or a strategically critical segment (e.g., GPO channel, National Health Systems, Regional IDN portfolio). Drives enterprise-level pricing, access, and commercial strategy decisions impacting the hospital business. Acts as senior commercial leader for assigned national customers. * This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Other duties may be assigned. Qualifications Required Bachelor’s degree in Business, Healthcare Administration, Life Sciences, or related field. 8–12+ years of experience in healthcare, medtech, or related industry. Significant experience in GPO, IDN, or national accounts management with demonstrated contract negotiation success. Proven ability to engage and influence C-suite and senior supply chain leadership within large health systems. Strong financial acumen, including pricing strategy, contract modeling, margin analysis, and P&L ownership. Experience leading complex, multi-year agreements and cross-functional commercial initiatives. Preferred MBA or advanced degree. Direct experience in hospital/acute care contracting. Experience managing or matrix-leading account teams. Key Competencies Strategic thinking and enterprise planning Executive presence and negotiation expertise Financial and analytical rigor Cross-functional leadership and influence Results orientation and accountability Complex stakeholder management Location : Remote - Candidate residing in Arizona highly preferred What we offer: Looking for a company to work for can be a daunting task, but we believe that we stand out from the rest. Our company offers a positive and inclusive work environment, opportunities for growth and development, and a commitment to work-life balance. Join us and become part of a team that values your contributions and invests in your success. Total Rewards Package : · Competitive Salaries · Health, Dental, and Vision Insurance · Retirement Plans · Tuition Reimbursement · Generous Paid Time Off · Employee Assistance Program BioLab Holdings is an Equal Opportunity employer and does not discriminate based on race, ancestry, color, religion, sex, age, marital status, sexual orientation, national origin, medical condition, disability, veteran status, gender identity, or any other basis protected by law.