Director, Strategic Accounts

FUJIFILM Corporation

Director, Strategic Accounts responsible for positioning Sonosite as a preferred vendor for ultrasound within corporate entities. Leading cross-functional teams to improve sales productivity and enhance long-term relationships.

Posted 5/19/2026full-timeRemote • 🇺🇸 United StatesLead💰 $140,000 per yearWebsite

About the role

Key responsibilities & impact

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 SonoSites value proposition.
Developing and implementing a consistent approach for the field sales organization to shift the buyer’s focus away from price and capturing the value we provide.
Demonstrate confidence, practical intelligence and accountability for growing new buyers and delivering revenue targets.
Researching, planning and implementing new market programs and assisting 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 SonoSite 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 by 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.
Responsible and accountable for carrying out the requirements of the company's quality system.

Requirements

What you’ll need

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

Benefits

Comp & perks

Insurance: Medical, Dental & Vision
Life & Company paid Disability
Retirement Plan (401k): 4% automatic Company contribution
Fujifilm matches 50 cents for every dollar you contribute, up to 6% of your salary
Employee Choice Holidays: 32 hours additional paid time off, based on date of hire in the calendar year
Paid Holidays: Eight (8) paid holidays per year
Fantastic compensation package, including benefits, and a 401k program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

contract negotiationstrategic account managementmedical salesmedical capital equipment salesmarket program implementationsales strategy developmentrevenue target achievementvalue proposition communicationrelationship buildingmarket leadership

Soft Skills

confidencepractical intelligenceaccountabilitycommunication skillscollaborationinnovation

Certifications

business degreerelated degree