National Account Manager - Kaiser - Risant

Own Strategic Partnerships. Influence Executive Decisions. Drive Enterprise Growth.

KARL STORZ EndoscopyAmerica (KSEA), a global leader in medical device innovation, is seeking an experienced National Accounts Director to lead enterpriselevel strategy across major integrated delivery networks (IDNs)-with a primary focus on Kaiser and Risant health systems. This is a highimpact, executivefacing role responsible for shaping our strategic footprint and unlocking growth across hospitals, clinics, and ambulatory care locations.

If you thrive on influencing Csuite decisions, building supplychain partnerships, and driving crossportfolio strategy, this role places you at the center of KSEA's most critical health system relationships.

As the National Accounts Director, you will:

• Develop and execute multiyear strategic account plans for assigned health systems.
• Lead executive-level negotiations and articulate KSEA's enterprise value proposition beyond pricing and volume.
• Manage and expand relationships with Csuite, VP, and senior supply chain leaders across IDNs.
• Build and strengthen KSEA's presence with Kaiser, Risant, and other major West Coast health systems.

• Coordinate strategy across Sales, Service, Finance, Operations, Marketing, and Corporate Accounts.
• Align internal teams for seamless execution of complex agreements.
• Translate highlevel health system strategies into actionable growth pathways across markets and business units.

• Identify new product, capital, and service opportunities across all care sites-acute, ASC, and clinic.
• Drive enterprisewide initiatives that strengthen KSEA's position across all surgical specialties.
• Analyze and integrate complex market, financial, and utilization data into actionable growth strategies.
• Deliver revenue, market share, and profitability targets within assigned IDNs.

• Present KSEA's offerings to senior executives with confidence, clarity, and command.
• Serve as a trusted advisor to health system leaders, ensuring longterm alignment and partnership.

Required Qualifications:

• Bachelor's Degree
• Must reside in the Los Angeles area
• 10+ years in complex, multidecisionmaker sales environments
• 8+ years leading strategy within large health systems (IDNs) or equivalent KSEA experience
• Strong negotiation and contract leadership experience
• Expert understanding of medical device industry dynamics, GPOs, and IDN operations
• Proficiency in Microsoft Excel and PowerPoint
• Exceptional interpersonal skills with the ability to influence, persuade, and build trust at the executive level
• Datadriven mindset with strong business judgment

Preferred Qualifications:

• Prior success working with Kaiser, Risant, or other large IDNs
• Proven relationships within health system supply chain teams
• Experience selling complex capital and service solutions in healthcare
• Demonstrated track record of revenue growth within enterprise accounts

• Executivelevel communicator and relationship builder
• Strategic thinker with operational followthrough
• Confident negotiator able to navigate complex agreements
• High comfort with interpreting ambiguous or varied marketplace data
• Collaborative leader who unites field teams and internal departments
• Trusted, discreet professional with impeccable judgment

Los Angeles, CA or San Francisco, CA - covering major health systems across Southern California, and some East coast.

This is a rare opportunity to own executive relationships within some of the nation's most influential health systems and truly shape KSEA's strategic direction. If you're a seasoned IDN strategist who thrives on influence, insight, and enterpriselevel impact, we want to meet you.