About this role
Images that Matter. With Teams that Matter.
Carestream is a global provider of medical imaging systems and solutions; x-ray imaging systems for non-destructive testing; and contract manufacturing.
And the work we do matters. Our products and solutions help make everyday heroes days a little easier, improve patients’ lives, and makes a difference in our communities. And it couldn’t be done without our team of hard-working, talented and caring individuals.
We are proud to have been recognized by our employees and alumni as one of America’s Best Midsize Employers and America’s Best Employers for Engineers.
Compensation: $119,200 - $137, 700 plus sales incentive compensation
*This range reflects Carestream’s good faith estimate to pay fairly as starting wage. Offers will be tailored within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process, as well as geographic market differentials for the position.
Position Summary:
This senior-level, field-based, customer-facing role builds long-term relationships with large, complex health systems and expands Carestream’s market share across its portfolio. The Director owns executive relationships and strategic account development for assigned Integrated Delivery Networks, coordinating geographically dispersed sales and service teams, corporate stakeholders, and external channel partners. Success is measured by achievement of annual bookings and revenue targets, growth in portfolio adoption, execution of strategic account objectives, customer satisfaction, and effective management of relationships with Integrated Delivery Network and Group Purchasing Organization stakeholders.
This role covers the western U.S. and the candidate should be located west of the Mississippi.
Position Responsibilities:
- Own sales and business-development results and lead executive and member relationships between Carestream and assigned Integrated Delivery Networks.
- Achieve annual bookings, revenue, customer satisfaction, and budget targets while maintaining the highest standards of ethical business conduct and compliance.
- Develop and execute integrated, account-specific sales and marketing strategies across product lines.
- Coordinate cross-functional Carestream resources to achieve national account objectives, influencing effectively without direct authority.
- Lead all sales-cycle activities, including opportunity identification, account strategy, executive engagement, competitive positioning, proposal development, negotiation, contracting, and purchase-order management.
- Build and maintain a qualified pipeline that supports forecast accuracy, business continuity, and sustainable growth.
- Partner with business-unit leaders to optimize sales execution, service delivery, and customer support.
- Strengthen customer loyalty and satisfaction, including performance measured through Net Promoter Score, and translate customer needs into actionable internal priorities.
- Build trusted relationships with corporate executives, regional leaders, and local decision-makers within assigned accounts.
- Co-develop long-term business plans with Integrated Delivery Networks and national accounts, monitor execution, and conduct regular meetings with executive leaders.
- Represent regional priorities to executive management, including forecasts, product and business needs, and resource requirements.
- Coach and advise internal account-team members to strengthen execution and performance.
- Lead disciplined use and maintenance of customer relationship management data, pipeline records, and forecasts.
- Support U.S. Department of Veterans Affairs, Veterans Integrated Service Network, and Department of Defense meetings within the assigned geography, as needed.
Required Skills & Education:
- Bachelor’s degree or equivalent relevant experience.
- Seven or more years of sales or senior-level experience in healthcare capital equipment or a comparable complex selling environment.
- At least three years of experience working with Group Purchasing Organizations and Integrated Delivery Networks.
- Knowledge of medical imaging equipment, including digital radiography, healthcare information technology, and related clinical workflows.
Desired Skills:
- Master of Business Administration or other advanced degree.
- Experience leading complex, multi-entity strategic accounts.
- Executive-level negotiation and contracting experience.
- Strong financial acumen and proficiency in customer relationship management and forecast management.
- Demonstrated ability to influence geographically dispersed teams without direct authority.
Work Environment:
This position requires various, sometimes significant, driving distances and overnight stays. Air travel may be required.
- Job operates in the hospital/medical environment and remotely from a home office location.
- May be required to adhere to certification/credentialing required by the customer in connection with admission into its facilities to perform job duties. Customer requirements may include, but are not limited to, drug testing and immunizations as dictated by the customer or facility policy.
Physical Requirements:
50% or more travel
Carestream is an Equal Opportunity Employer
Carestream is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.
Applying for a job with Carestream
All applicants must complete the on-line application process. Carestream is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please click accommodations
Requisition ID: 4959