Regional Client Director, West

Job Description Summary

The Regional Client Director, West is a senior strategic commercial leader responsible for accelerating growth, protecting and expanding existing business, and developing new opportunities across complex Integrated Delivery Networks (IDNs), regional Group Purchasing Organizations (GPOs), and other strategic healthcare accounts throughout the West Region.
This position requires a highly experienced strategic account leader who can operate effectively at both the enterprise and local account level, translating customer, market, financial, and competitive insights into comprehensive account strategies that produce measurable business results.
The Regional Client Director will serve as a trusted strategic partner to senior customer stakeholders, including executive leadership, Supply Chain, Pharmacy, Imaging, clinical leaders, and Value Analysis teams. The role requires the ability to navigate complex healthcare organizations, understand customer economic and clinical priorities, develop compelling value propositions, and lead sophisticated contract negotiations.
Success requires a balance of strategic account development and targeted business development, expanding GE HealthCare's position within existing customers while identifying and converting new opportunities.
The Regional Client Director will also serve as the commercial orchestrator across GE HealthCare, aligning Sales, Clinical, Marketing, Market Access, Contracting, Finance, Commercial Operations, Supply Chain, Medical, Product Management, and other stakeholders around clearly defined account strategies.
This individual must demonstrate considerable executive presence, strategic and financial acumen, independent decision-making, and the ability to influence teams and stakeholders without direct authority.

Job Description

Essential Strategic Experience

The successful candidate will bring demonstrated experience in the following areas:

Strategic IDN & Enterprise Account Leadership

• Extensive experience managing large, complex IDNs, health systems, GPOs, and channel partners with multiple decision-makers and competing priorities.
• Demonstrated ability to move beyond transactional account management and develop multi-year enterprise account strategies aligned with customer and business objectives.
• Proven ability to identify and engage key executive, economic, clinical, operational, and procurement stakeholders across complex healthcare organizations.
• Experience developing comprehensive account blueprints that connect enterprise-level strategy with local facility dynamics and opportunities.
• Ability to identify whitespace opportunities, competitive vulnerabilities, barriers to adoption, and pathways for long-term portfolio expansion.

Executive-Level Customer Engagement

• Demonstrated success developing trusted relationships with C-suite, executive, Supply Chain, Pharmacy, Imaging, Value Analysis, and clinical decision-makers.
• Ability to lead strategic customer conversations focused on economics, clinical value, operational performance, partnership opportunities, and long-term business objectives.
• Strong executive presence with the ability to confidently present complex strategic, financial, and commercial recommendations internally and externally.
• Ability to facilitate executive business reviews and translate performance data into clear decisions, commitments, and next-step strategies.

Strategic Contracting & Financial Acumen

• 10+ years of experience with complex contract negotiation, administration, and strategic business case development, preferably within healthcare, pharmaceuticals, medical devices, or a similarly complex commercial environment.
• Demonstrated experience developing and executing contracting strategies encompassing pricing, portfolio positioning, profitability, volume commitments, contract compliance, and competitive considerations.
• Strong understanding of ASP, gross margin, revenue, pricing bands, contract economics, and customer value creation.
• Ability to evaluate financial tradeoffs and create strategies that balance customer objectives with GE HealthCare's short- and long-term financial goals.
• Proven ability to drive contract pull-through following execution and establish measurements for ongoing performance and compliance.

Strategic Business Planning & Execution

• Proven experience building and executing sophisticated account business plans with clearly defined:
  • Growth objectives
  • Customer priorities
  • Stakeholder strategies
  • Competitive strategies
  • Contracting opportunities
  • Portfolio opportunities
  • Financial objectives
  • Milestones and measurable outcomes
• Ability to translate enterprise strategy into actionable account-level execution.
• Demonstrated ability to prioritize resources and opportunities based on business impact rather than transactional activity.
• Experience establishing accountability across cross-functional account teams and ensuring execution against agreed milestones.

Cross-Functional Leadership & Influence

• Demonstrated ability to lead complex commercial initiatives through influence rather than direct authority.
• Proven success orchestrating Sales, Clinical, Marketing, Finance, Contracting, Market Access, Commercial Operations, Supply Chain, Medical, Regulatory, Product Management, and other functions around a unified customer strategy.
• Ability to establish clear ownership, milestones, deliverables, and accountability across diverse internal stakeholders.
• Strong judgment and organizational awareness with the ability to escalate appropriately and drive resolution across competing priorities.

Essential Responsibilities

Strategic Account Leadership & Growth

• Develop and execute comprehensive enterprise growth strategies across assigned strategic IDNs, GPOs, and healthcare systems.
• Identify, prioritize, and develop opportunities to protect the current business, expand portfolio penetration, secure competitive conversions, and generate new revenue.
• Serve as the senior commercial point of contact and trusted advisor for strategic customer relationships.
• Establish engagement strategies covering executive, economic, clinical, Supply Chain, Pharmacy, Imaging, Value Analysis, and operational stakeholders.
• Balance strategic farming of established relationships with targeted hunting for new opportunities and competitive conversions.
• Develop short- and long-term strategies supporting the existing PDx portfolio as well as future pipeline and acquired products.
• Leverage the entire Contrast Media portfolio, including pharmaceutical products, injectors, consumables, and distribution solutions, to create differentiated enterprise value.

Executive Customer Engagement

• Develop meaningful relationships with senior customer decision-makers and position GE HealthCare as a strategic partner rather than solely a product supplier.
• Lead executive-level conversations around customer priorities, market trends, clinical considerations, operational needs, financial objectives, and opportunities for strategic partnership.
• Lead Quarterly Business Reviews designed to move beyond historical reporting and focus on performance, opportunity identification, strategic priorities, commitments, and measurable next actions.
• Present economic value propositions and support Value Analysis Committee processes utilizing customer-specific clinical, operational, and financial insights.

Strategic Account Planning & Execution

• Develop comprehensive strategic business plans for assigned accounts with defined objectives, growth targets, stakeholder strategies, competitive positioning, milestones, and performance measures.
• Maintain detailed stakeholder maps and account blueprints identifying influence, decision-making authority, organizational relationships, and business priorities.
• Connect local facility intelligence with enterprise-level strategy to identify opportunities and address challenges across the broader IDN.
• Lead strategic target-account initiatives and continuously refine strategies based on customer, competitive, financial, and market intelligence.
• Partner with the broader GE HealthCare Account Community to develop coordinated enterprise strategies across shared customers.
• Hold cross-functional account teams accountable for commitments, milestones, and agreed strategic actions.

Strategic Pricing & Contracting

• Lead development of sophisticated contracting strategies in partnership with Contracting, Finance, Sales, and Commercial leadership.
• Evaluate contract structures through both the customer-value and GE HealthCare financial lens.
• Develop strategic business cases supporting new agreements, renewals, portfolio expansion, and competitive conversions.
• Monitor contract performance, pricing bands, profitability, compliance, utilization, and pull-through.
• Identify opportunities to improve ASP, gross margin, portfolio penetration, and total revenue while maintaining sustainable customer partnerships.
• Lead negotiation strategy for complex agreements and coordinate internal stakeholders throughout the negotiation and approval process.

Commercial Strategy & Market Development

• Translate customer, competitive, market, financial, and clinical insights into actionable commercial strategies.
• Identify emerging market opportunities and potential threats affecting the Contrast Media franchise.
• Partner with Marketing and Product Management to provide customer and market insights supporting portfolio strategy, product development, and commercialization.
• Develop strategies that strengthen GE HealthCare's long-term position within diagnostic imaging and support sustainable marketplace leadership.
• Execute regional channel and GPO strategies aligned with broader commercial objectives.

Cross-Functional Leadership

• Serve as the commercial orchestrator across functions required to successfully execute strategic account plans.
• Align internal stakeholders on customer objectives, priorities, ownership, deliverables, and timelines.
• Lead through influence across functions where direct reporting relationships do not exist.
• Proactively identify obstacles to execution and work across the organization to develop solutions.
• Provide strategic guidance and consultative support to colleagues responsible for shared customers and initiatives.
• Act as an ambassador for GE HealthCare's leadership behaviors and culture.

Pipeline, Funnel & Performance Management

• Demonstrate disciplined ownership of the opportunity funnel, including identification, qualification, progression, forecasting, and conversion.
• Utilize CRM as the central source for documenting customer strategy, stakeholder engagement, opportunities, competitive intelligence, and next actions.
• Review funnel and account performance weekly and adjust account strategies based on changing customer, competitive, and business conditions.
• Conduct monthly territory performance reviews evaluating progress against strategic and financial objectives.
• Develop corrective action plans when performance, opportunity progression, or account execution is below expectations.
• Use data and analytics to prioritize time, resources, customer engagement, and investments toward the opportunities offering the greatest strategic and financial return.

Critical Qualifications

Required

• 10+ years of progressive strategic sales, national/regional account management, contracting, or commercial leadership experience, preferably within healthcare, pharmaceuticals, medical devices, life sciences, or another complex healthcare environment.
• Extensive experience managing complex IDNs, GPOs, strategic health systems, and/or channel partners.
• Demonstrated track record of developing and executing enterprise-level strategic account plans.
• Extensive experience with complex contract negotiations, pricing strategy, business-case development, and contract implementation.
• Demonstrated ability to identify and influence senior executive and economic decision-makers.
• Strong financial acumen with experience interpreting pricing, margin, revenue, contract performance, and customer economics.
• Proven success leading complex cross-functional initiatives without relying on direct authority.
• Strong analytical skills with the ability to transform data, customer insights, and market intelligence into actionable commercial strategies.
• Demonstrated ability to manage a sophisticated sales funnel and forecast opportunities with accuracy and discipline.
• Exceptional executive communication, presentation, negotiation, and influence skills.
• Ability to operate independently, make sound strategic decisions, and maintain accountability for business outcomes.

Preferred

• Experience within pharmaceutical diagnostics, contrast media, diagnostic imaging, medical devices, or hospital-based pharmaceutical sales.
• Experience managing geographically dispersed, multi-site health systems.
• Experience developing enterprise agreements that span pharmaceutical products, devices, services, or multiple portfolio offerings.
• Established understanding of healthcare Supply Chain, Pharmacy, Imaging, Value Analysis, GPO, and IDN decision-making.
• Experience partnering across broader enterprise account teams to develop integrated customer strategies.

We will not sponsor individuals for employment visas, now or in the future, for this job opening.For U.S. based positions only, the pay range for this position is $156,400.00-$234,600.00 Annual. It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including skills, qualifications, experience and location. In addition, this position may also be eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). GE HealthCare offers a competitive benefits package, including not but limited to medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement.

Additional Information

GE HealthCare offers a great work environment, professional development, challenging careers, and competitive compensation. GE HealthCare is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

GE HealthCare will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

While GE HealthCare does not currently require U.S. employees to be vaccinated against COVID-19, some GE HealthCare customers have vaccination mandates that may apply to certain GE HealthCare employees.

Relocation Assistance Provided: No

Originally posted on Himalayas