Director, Enterprise Accounts

PDC: 

PDC Healthcare enables connected care from admission to discharge with end-to-end identification solutions, including printers, barcode scanners, wristbands, labels and software that work seamlessly with health system EHRs. PDC solutions accurately identify patients, clinicians, medications, specimens, and more throughout the continuum of care to enhance efficiency, reduce errors, control costs, and satisfy regulatory requirements. 

PDC also provides identification solutions to hospitality, entertainment and event markets to identify people, control access, and streamline operations and efficiency. PDC is powered by Brady—a global provider of interconnected identification solutions at scale.

PDC Healthcare is seeking an experienced Enterprise Sales Leader to join our Healthcare Channel & Business Development team as Director, Enterprise Accounts. This critical role will be central in driving enterprise-level growth across large healthcare systems, independent distribution networks (IDNs), and enterprise provider networks through our portfolio of connected identification solutions, including thermal printers, scanners, software, labels, and wristbands. This is a highly visible position to senior leadership within Brady and our customers’ organizations. The ideal candidate brings deep executive and enterprise experience selling hardware, software and consumables into complex healthcare environments with long sales cycles, multi-channel distribution and recurring revenue models. You will lead enterprise teams responsible for expanding adoption of patient identification, specimen labeling, and clinical workflow solutions that directly impact patient safety, operational efficiency, and regulatory compliance. Additionally, you will serve as the senior national lead for corporate group purchasing organization (GPO) relationships. By understanding customers’ clinical, economic, and business needs, you will cultivate results-driven partnerships, align PDC resources from across the organization, and drive strategic insights into GPO contracting strategy, key market initiatives, and field activation plans.

This position is home office-based and requires the candidate to reside within fifty (50) miles of a major metropolitan national airport.  Willingness to travel up to 50% of the time. 

What You'll Be Doing:

As Director, Enterprise Accounts, you will be challenged to establish and maintain PDC’s position as a premier partner with assigned IDNs and GPOs, managing contracts and relationships, and growing market share and brand recognition across the enterprise healthcare space.

Enterprise Revenue & GPO Strategy

• Own enterprise-level revenue performance across capital hardware, software, and high-velocity consumables within enterprise health systems.
• Establish disciplined pipeline management and forecasting tied to install base expansion and utilization growth.
• Define and own the vision, strategy, and roadmap for growing revenue with GPOs and communicate it effectively and passionately across the company.
• Develop and implement GPO-specific goals and strategic initiatives to ensure alignment on priorities, timelines, and resource allocation.
• Conduct quarterly business reviews (QBRs) with assigned GPOs highlighting performance metrics, strategy, and areas for improved clinical, operational, and financial impact.

IDN Account Strategy & Footprint Expansion

• Develop and execute multi-year IDN account plans focused on standardization, system-wide rollouts, and clinical adoption; in coordination with the broader commercial organization.
• Expand the PDC footprint across diverse care settings including - but not limited to - acute care, ambulatory, lab, pharmacy, and perioperative environments.
• Build strategic relationships with C-level decision-makers and influencers within targeted IDNs, Purchasing Alliances, and GPOs.
• Lead complex sales motions involving clinical leadership, IT, supply chain, patient safety, and executive sponsors.

Clinical Workflow & Technology Alignment

• Partner with clinical, IT, and operations stakeholders to align PDC solutions with critical hospital workflows, including:
• Patient ID & wrist banding.
• Specimen collection & labeling.
• Medication administration & bedside scanning.
• Navigate EMR/EHR integrations, system validation, and IT security requirements.
• Effectively position and message the PDC portfolio of identification solutions by demonstrating unique value propositions to GPOs and member IDNs.

Contract Management & RFP Oversight

• Provide central, strategic, and tactical oversight of all GPO proposals, contracts, reporting, and payments.
• Proactively plan and negotiate contracts, and administration fee structures to support core brands and ensure compliant return on investment.
• Conduct comprehensive reviews of healthcare contracts and solicitations (RFP, RFQ, RFB) and terms and conditions to identify, mitigate, and eliminate risks in accordance with Brady Legal policies.
• Perform internal audits to promote consistency and compliance across the contract portfolio.
• Analyze and communicate competitive contract and positioning information.

Cross-Functional & Go-to-Market Collaboration

• Partner with Regional Sales Managers (RMs), Field Sales, and Inside Sales teams to support new opportunities and accelerate wins.
• Collaborate with Product Management, Marketing, Clinical Specialists, Operations, and Customer Success.
• Partner with Product Management to develop a long-term sustainable and market-competitive pricing strategy for continued growth.
• Interface with partners, customers, and industry leaders to champion the voice of the customer, sharing market feedback to influence the product roadmap.
• Oversee co-branded marketing campaigns within assigned GPOs and represent PDC Healthcare at relevant trade shows and industry groups.

#LI-EA1

What You Will Need To Be Successful:

The ideal candidate will possess strong enterprise sales management skills along with an aggressive drive to achieve results, paired with a track record of continuous learning and collaborative problem-solving.

Experience & Track Record

• 10+ years of healthcare sales experience, including enterprise, national account, or healthcare channel leadership.
• 5+ years of demonstrated GPO, healthcare, and contracts administration experience, with a proven ability to manage large, complex RFPs.
• Proven track record of increasing sales volume and driving new business growth throughout the entire complex enterprise sales process.
• Direct experience successfully selling, managing and growing a blended business model featuring capital hardware, software integrations, and recurring consumables revenue. Specific preference will be given to those with connected healthcare (healthcare IT) experience.

Knowledge & Technical Skills

• Deep understanding of IDNs, enterprise health systems, value analysis committees, GPOs, and complex contracting lifecycles.
• Demonstrated knowledge of the interaction between hospital systems and suppliers, including supply chain dynamics, clinical leadership, and hospital administration.
• Strong business acumen with the ability to analyze customer data, identify trends, and develop creative, data-driven sales strategies.
• Ability to understand complex customer needs and align PDC and Brady capabilities to position highly differentiated products and solutions.

Leadership & Soft Skills

• Strong executive presence with exceptional clinical and operational credibility.
• Ability to lead, inspire, and mobilize cross-functional teams across solid and dotted lines in a way that builds trust and alignment.
• Excellent planning, organizing, and project management skills to handle multiple initiatives simultaneously (contract negotiations, RFP submissions, conversions).
• Communicates with clarity, confidence, and precision to audiences of all levels, internally and externally.
• Adaptable to changes in strategy, comfortable with ambiguity, and resourceful in a fast-paced, high-growth environment.
• Strong industry network, especially within the GPO and IDN environment.
• A Bachelor's degree is required.

Preferred Qualifications

• Experience driving system-wide standardization of hardware, software and consumables across an entire IDN or Health System.
• Familiarity with Epic, Cerner, or other major EMR environments.
• Experience selling into VA, DoD, or Federal healthcare systems.
• Background in patient safety, specimen management, or clinical workflow technologies encourage.
• An MBA degree is considered a plus.

About Us:

Our Benefits:

• Comprehensive insurance coverage starting on your first day of employment, including medical, dental, and vision
• Generous 401(k) with company match
• Paid time off and holidays
• Opportunity to participate in incentive programs for all full-time employees
• Family planning benefits including paid parental leave, fertility coverage, adoption and surrogacy assistance
• Education reimbursement opportunities
• Scholarship program for children of Brady employees
• A variety of Employee Resource Groups to provide you with unique networking, development, and volunteer opportunities
• Employee Assistance Program and related wellness programs (mental and behavioral health, family counseling, financial management)
• Dress-for-your-day dress code
• Charitable contributions matched through Brady's Matching Gift program

10+ years healthcare sales experience, 5+ years GPO/contracts administration, proven enterprise sales track record, Bachelor's degree required, MBA preferred, 50% travel, reside within 50 miles of major airport.

Key Responsibilities

• managing enterprise accounts
• developing GPO strategy
• leading contract negotiations

Skills & Tools

Epic, Cerner, EMR, EHR

Job Details

• Category: Sales
• Seniority: Senior Level
• Commitment: Full Time
• Workplace: Remote — Salt Lake City, Utah, United States
• Languages: English

Benefits

• 401k matching
• Generous paid time off
• Tuition reimbursement
• Retirement plan
• Generous parental leave

About Brady Corporation

A global industrial technology leader providing identification and safety solutions. — Industry: Manufacturing