Senior Enterprise Accounts Director

US Endoscopy

Nashville, TN

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JOB DETAILS

SALARY

$144,500–$187,000 Per Year

SKILLS

Affirmative Action, Alliance/Partner Management, Analysis Skills, Best Practices, Biology, Budgeting, Business Development, Business Strategy, Cellular Telephone, Channel Strategies, Communication Skills, Conferences, Consumer Market Share, Contract Approval, Contract Negotiation, Contract Requirements, Cross-Functional, Customer/Client Research, Enterprise Sales, Equal Employment Opportunity (EEO), Executive Relationships, Federal Contracts, Federal Government, Field Sales, Financial Analysis, Financial Compliance, Financial Management, Genetics, Government Contracts, Healthcare, Healthcare Providers, Hospital, Industry/Trade Analysis, Infection Control, Leadership, Legal, Market Entry Strategy, Market Share, Market Trend Analysis, Marketing, Medical Conditions, Metrics, Microsoft Windows NT Group Policy, Military, Negotiation Skills, Network Integration, Operational Support, Patient Care, Performance Analysis, Performance Metrics, Problem Solving Skills, Process Modeling, Product Development, Product Pricing, Profit & Loss, Public Health, Purchasing/Procurement, Regulatory Compliance, Regulatory Requirements, Reimbursement, Return on Investment (ROI), Revenue Growth, Revenue/Sales Reporting, Risk Management, SAP, Sales, Sales Strategy, Scalable System Development, Speech Technology, State Laws and Regulations, Stewardship, Supply Chain, Trade Shows, Training Program, Willing to Travel

LOCATION

Nashville, TN

POSTED

3 days ago

Position Summary

As the Senior Enterprise Accounts Director at STERIS, you are a senior commercial leader responsible for driving enterprise-wide growth, contractual performance, and long-term strategic partnerships across assigned healthcare Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs). You own the overall enterprise account strategy and commercial outcomes for a portfolio exceeding $85 million in annual revenue, ensuring sustained contracted growth, increased wallet share, and systematic reliance on the full STERIS Healthcare portfolio.

Serving as the primary executive interface for enterprise Customers, you will lead all Customer engagement, contracting, and negotiation activities while aligning internal stakeholders to deliver a cohesive and differentiated value proposition. You will translate STERIS Healthcare strategic priorities into executable enterprise account plans, coordinating closely with business unit leadership, sales, marketing, service, installation, and Customer operations teams.

You will be accountable for enterprise sales performance, contract governance, and operational execution, supported by rigorous performance measurement, financial oversight, and comprehensive reporting on revenue, market share, and Customer insights. Through strong executive presence, analytical rigor, and cross-functional leadership, you will drive sustainable growth, strengthen long-term Customer partnerships, and represent STERIS as a trusted strategic partner within the healthcare industry.

This is a nationwide position.

What you will do as the Senior Enterprise Accounts Director

Owns full strategic and commercial responsibility for assigned enterprise Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs), managing a portfolio exceeding $85M in annual revenue.
Develops and executes multi-year enterprise account strategies that drive sustained revenue growth, contracted penetration, and increased wallet share across the full STERIS Healthcare portfolio.
Serves as the executive-level relationship leader for assigned enterprise customers, building and maintaining trusted partnerships with C-suite, supply chain, clinical, and operational stakeholders.
Acts as the primary escalation point for enterprise customer issues, ensuring rapid resolution and preservation of long-term Customer trust and contractual integrity.
Leads all contracting, renewal, and renegotiation activities for enterprise agreements, ensuring alignment with corporate pricing strategies, margin objectives, compliance requirements, and long-term strategic goals.
Negotiates complex, high-value agreements with senior executives at public and private healthcare organizations, balancing Customer value, risk mitigation, and profitability.
Drives systematic reliance by coordinating and integrating all STERIS Healthcare business units, products, and services into a unified enterprise value proposition.
Ensures consistent enterprise account execution across sales, service, installation, marketing, and Customer operations functions.
Leads the development of annual and long-range enterprise account plans in partnership with Business Unit leaders, Sales Leadership, Marketing, and Operations.
Defines specific tactics, performance metrics, milestones, and accountable owners to support revenue growth, retention, and expansion objectives.
Orchestrates enterprise initiatives through corporate headquarters, regional leadership teams, and field sales organizations.
Clearly communicates priorities, action plans, and expectations to field teams to ensure disciplined execution and alignment with enterprise account strategies.

Continued:

Develops, presents, and manages annual enterprise account expense budgets in collaboration with Sales Leadership, ensuring disciplined financial stewardship.
Monitors and reports on revenue performance, contract compliance, market share trends, and investment ROI, leveraging data to drive informed decision-making.
Analyzes industry trends, competitive dynamics, and market changes affecting enterprise Customers; proactively translates insights into strategic recommendations.
Captures and communicates Voice-of-Customer insights to inform product development, portfolio strategy, and go-to-market initiatives.
Identifies and develops creative, scalable solutions to complex enterprise-level business challenges involving multiple stakeholders and competing priorities.
Leads cross-functional problem-solving efforts that result in improved Customer outcomes and commercial results.
Influences without direct authority across multiple internal teams, fostering collaboration, alignment, and accountability.
Acts as a role model for enterprise account leadership, professionalism, and strategic thinking.
Actively represents STERIS within key healthcare industry organizations, conferences, trade shows, and Customer forums.
Strengthens STERIS's industry reputation by presenting, hosting, and participating in enterprise-level Customer and industry events.
Ensures all enterprise activities comply with corporate policies, contractual obligations, and regulatory requirements.
Partners with Legal, Finance, and Compliance teams to mitigate risk and uphold governance standards.
Continuously assesses enterprise account performance and refine strategies, processes, and engagement models to improve efficiency and effectiveness.
Supports broader commercial excellence initiatives by sharing best practices and lessons learned across the organization.

The Experience, Skills and Abilities Needed

Required:
- Bachelor's degree
- 15 years of progressive healthcare commercial experience including sales, business development and/or marketing
- 10 years leading corporate accounts positions and teams in large multi-division healthcare businesses
- Ability to travel overnight up to 75%
- Must be able to be compliant with hospital/customer credentialing requirements

Preferred:
- Master's degree in Business
- SAP product knowledge and experience

Other:
- Proven negotiating skill sets and comfortable with negotiations at high levels of public and private companies
- Strong motivator with the ability gain consensus of Customers and peers
- Strong analytical and problem-solving capabilities

What STERIS Offers

We value our employees and are committed to providing a comprehensive benefits package that supports your health, well-being, and financial future.

Here is just a brief overview of what we offer:

Base Salary + Incentive Compensation Program
Vehicle Reimbursement Plan (includes monthly stipend + mileage reimbursement)
Cell Phone Stipend
Robust Sales Training Program
Flexible Time Off + 9 Corporate Holidays Per Year
Excellent Healthcare, Dental, and Vision Benefits
Healthcare and Dependent Flexible Spending Accounts
Long/Short Term Disability Coverage
401(k) with a Company Match
Parental Leave
Tuition Reimbursement Program
Additional Add-On Benefits/Discounts

#LI-LS1

#remote

Pay range for this opportunity is $144,500.00 - $187,000.00. This position is incentive plan eligible, at target earnings of $202,300 - $261,800, depending on performance.

Minimum pay rates offered will comply with county/city minimums, if higher than range listed. Pay rates are based on a number of factors, including but not limited to local labor market costs, years of relevant experience, education, professional certifications, foreign language fluency, etc.

STERIS offers a comprehensive and competitive benefits portfolio. Click here for a complete list of benefits: STERIS Benefits

Open until position is filled.

STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare and life sciences products and services around the globe. For more information, visit www.steris.com.

If you need assistance completing the application process, please call 1 (440) 392.7047. This contact information is for accommodation inquiries only and cannot be used to check application status.

STERIS is an Equal Opportunity Employer. We are committed to equal employment opportunity to ensure that persons are recruited, hired, trained, transferred and promoted in all job groups regardless of race, color, religion, age, disability, national origin, citizenship status, military or veteran status, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity, genetic information, and any other category protected by federal, state or local law. We are not only committed to this policy by our status as a federal government contractor, but also we are strongly bound by the principle of equal employment opportunity.

The full affirmative action program, absent the data metrics required by § 60-741.44(k), shall be available to all employees and applicants for employment for inspection upon request. The program may be obtained at your location's HR Office during normal business hours.

Senior Enterprise Accounts Director

US Endoscopy

Nashville, TN

About the Company

US Endoscopy

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