Regional Client Director, West

Job Description SummaryThe 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