Director Corporate Accounts

The Director of Corporate Accounts (DCA) will have leadership responsibility for developing and implementing regionally based contracts that support sales strategies and objectives across the US Medical Products and Distribution business (USMPD). USMPD brings to the market our broad portfolio of products, services, and solutions. As one of the larger healthcare companies in the world, a leading service provider and leading medical distribution company, Cardinal Health has an integrated approach to our go‑to‑market capabilities.

The DCA will work collaboratively with the Acute and Non‑Acute leadership, regional sales teams, and contracting teams to develop and execute strategies and execution for key accounts. Cross‑functional team building, development of contracting strategy, leading negotiations, conducting comprehensive business reviews, positioning of Cardinal Health’s value offering, driving revenue, managing contract compliance integrity, and protecting margin will be key responsibilities. This DCA role covers Florida & Georgia and will ideally live in Atlanta or the Orlando, FL area.

• Strategic Account Management: Manage key senior executive relationships (C‑suite or senior decision‑makers) across Regional Purchasing Coalitions, Integrated Delivery Networks, and Health Systems.
• Profitability & Negotiation: Drive overall account profitability, including leading deal modeling, approval processes, and developing/executing profitability strategies. Negotiate agreements, rebate programs, discounts, and resource deployment.
• Strategic Planning & Execution: Determine strategic direction for accounts, leveraging competitive landscape and market insights. Develop and execute comprehensive sales plans across business units, aligning with account priorities and needs.
• Business Development: Expand customer relationships and insights to identify and secure new sales opportunities, driving revenue growth, profitability, and market share.
• Contract Management: Oversee all contracting activities, including leading contract strategies, RFPs, and locally negotiated agreements. Manage the financial approval process and all contracts within accounts.
• Collaboration & Communication: Proactively collaborate with business unit commercial teams to execute strategic sales plans. Ensure consistent communication with internal Cardinal Health leadership stakeholders.
• Performance Measurement: Establish mutual KPIs with accounts, conduct business reviews, and track progress to ensure all customer commitments are met.
• Strategic Improvement: Support ongoing improvement of group strategies, including segmentation, targeting, program development, and organizational effectiveness.

• Bachelor’s degree or applicable experience preferred.
• Minimum of 5 years of sales and/or marketing experience within the healthcare/medical product and services industry.
• Proven success in complex selling situations, including selling diversified product solutions and services, and cultivating/maintaining executive relationships.
• Strong track record of operating and leading within complex organizations.
• Leadership & Management: Demonstrated ability to lead, achieve results through others, and manage customer expectations.
• Business Acumen: Demonstrated financial acumen, including strategic and analytical skills. Strong knowledge of hospital and healthcare economics.
• Strategic & Analytical: Ability to analyze complex business issues and lead the development of customized action plans to drive value.
• Sales & Negotiation: Demonstrated success in complex negotiations.
• Interpersonal &
  
  Collaboration:
  
  Excellent organizational, communication, and presentation skills. Strong cross‑organizational collaboration skills; ability to operate effectively in a matrixed environment. Ability to develop and expand relationships with key stakeholders to achieve business objectives.
• Ability to travel up to 50%.
• Live in the region.
• Must have a valid driver’s license and active vehicle insurance policy.
• Customer/Vendor credentialing is required (this may include vaccinations). More details will be provided if you are selected for an interview.

Anticipated pay…