About Intelliguard:

Intelliguard protects patients and hospitals by creating a continuously improving environment of safety around every medication decision through an advanced data platform, interoperable software architecture, and RFID-powered station and cabinets. Ours is a global, data-first company that delivers clinical, supply chain, and regulatory solutions to ensure safety and positive outcomes from supplier to patient. 

We continue to expand our product lines and deploy groundbreaking solutions that enable safety across the healthcare supply chain. Join our team of engineers, developers, pharmacy professionals, quality control experts, and commercial team associates as we drive toward breakthroughs every day. 

Ours is a history we’re proud of. And our future is one we look forward to. Come join us! 

About The Role: 

Intelliguard has an excellent opportunity for a Director of National Accounts to join our team reporting to Area Vice President of Sales.  As a Director of National Accounts, you will be responsible for developing and executing strategic sales initiatives for major healthcare system accounts across the United States. This position serves as the primary relationship owner for C-suite and senior executive stakeholders within assigned healthcare systems, driving revenue growth through complex, multi-facility solutions while ensuring alignment with both customer and organizational objectives. This role is remote, however, we prefer the candidate to live in the Nashville, TN or Dallas, TX area.

What You’ll Be Doing: 

Strategic Account Management 

• Develop and execute strategic account plans for assigned healthcare systems, including opportunity assessment, competitive analysis, and growth strategies. 
• Build and maintain C-suite relationships with key decision makers across large healthcare systems. 
• Lead complex contract negotiations for system-wide agreements, including pricing, terms, and implementation timelines. 
• Create and present executive-level proposals and business cases demonstrating ROI and value proposition. 
• Coordinate cross-functional teams to ensure successful implementation and ongoing support of solutions. 

Business Development 

• Identify and pursue new business opportunities within assigned healthcare systems. 
• Generate and maintain a robust pipeline of qualified opportunities. 
• Forecast sales accurately and maintain current CRM records. 
• Develop account-specific value propositions that align with customer's strategic initiatives. 
• Partner with marketing to develop targeted campaigns and materials for strategic accounts. 

Healthcare System Expertise 

• Stay current with healthcare industry trends, regulatory requirements, and reimbursement models. 
• Understand and articulate the impact of value-based care initiatives on customer operations. 
• Monitor and analyze healthcare system mergers, acquisitions, and partnerships within assigned territory. 
• Provide market intelligence and competitive insights to internal stakeholders. 
• Participate in strategic planning sessions to help shape product roadmap and service offerings.

Team Leadership & Collaboration 

• Coordinate with implementation teams to ensure smooth deployment of solutions. 
• Partner with clinical teams to develop and deliver clinical value propositions. 
• Collaborate with product management to communicate customer needs and market requirements. 
• Work with customer success teams to ensure high satisfaction and retention. 
• Mentor and support regional sales teams in their healthcare system interactions. 

We Would Love To Hear From You, If: 

Qualifications can include: 

Education & Experience 

• Bachelor's degree required; master’s degree in healthcare administration, Business, or related field preferred. 
• 10+ years of progressive healthcare sales experience 
• Proven track record of closing large, complex healthcare system deals ($5M+) 
• Experience selling to C-suite executives in large healthcare organizations. 
• Demonstrated success in managing long-term strategic relationships. 

Specialized knowledge 

• Deep understanding of healthcare operations, workflows, and decision-making processes 
• Strong knowledge of healthcare industry trends, regulations, and reimbursement models 
• Excellence in financial analysis and ROI modeling 
• Outstanding presentation and communication skills 
• Advanced negotiation and conflict resolution abilities 
• Proficiency in CRM systems and Microsoft Office Suite 
• Strong project management and organizational skills 

Industry Expertise 

• Comprehensive knowledge of healthcare delivery systems 
• Understanding of hospital operations and clinical workflows 
• Familiarity with healthcare technology and integration requirements 
• Knowledge of value-based care initiatives and population health management 
• Understanding of healthcare quality metrics and reporting requirements 

Performance Expectations 

• Meet or exceed annual revenue targets. 
• Maintain pipeline coverage of 3x annual quota. 
• Achieve quarterly business development objectives. 
• Maintain 90%+ customer retention rate. 
• Develop and execute strategic account plans for all assigned systems. 

Why You Should Join Us:   

• Generous Paid Time Off (Vacation, Sick, 10 Holidays, Floating Holiday Time) 
• Medical, Dental, Vision Plans 
• 401K with Employer Match 
• Life/AD&D and Long-Term Disability (LTD) 
• Flexible Spending Account (FSA) 
• Voluntary Life/AD&D Optional Plans 
• Pet Plan 
• To play a part in helping hospitals and health systems continuously improve the environment of safety around every medication decision! 

Other Information:

Working Conditions: 

Travel Requirements 

• 50-60% travel required nationally. 
• Must be able to travel independently via air and ground transportation. 
• Valid driver's license and passport required. 

Physical Requirements 

• Ability to use standard office equipment. 
• Capable of lifting and carrying presentation materials and laptop (up to 25 lbs.). 
• Ability to sit or stand for extended periods during presentations and meetings. 

Work Environment 

• Primary work location can be home office with proximity to major airport. 
• Regular travel to customer sites and corporate office required. 
• Must be available for early morning and evening calls with different time zones. 
• Occasional weekend work required for travel and healthcare industry events.