Apply on Employer Site

Bracco Imaging · 12 hours ago

Senior Director, Corporate Accounts and Commercial Strategy

Miami, FL

Full-time

Hybrid

Director/Executive

10+ years exp

Bracco Imaging is a leader in the medical imaging industry, and they are seeking a Senior Director, Corporate Accounts & Commercial Strategy for the Americas. This role is responsible for leading corporate sales contracting and account strategies while driving commercial growth through strategic partnerships and market expansion initiatives.

Pharmaceuticals

Responsibilities

Lead development and execution of a centralized Americas strategy for GPO, national tender, and large corporate account contracting to ensure alignment and consistency across markets

Oversee negotiation, implementation, and renewal of high-value contracts, ensuring competitive positioning, alignment with Americas strategy and compliance with corporate policies

Build and optimize strong partnerships with key corporate accounts and group purchasing organizations to secure market access and maximize revenue opportunities across the Americas

Establish and oversee contract governance processes, pricing frameworks, and performance-tracking mechanisms to drive accountability and transparency across the Americas region

Collaborate with regional commercial and marketing teams to ensure contract strategies support overall business growth, portfolio priorities, and the LRP

Monitor healthcare policy and reimbursement trends across the Americas and assess competitor contracting activity to anticipate risks and inform proactive contract strategies

Develop and lead the indirect channel strategy (distributors, resellers, strategic partners) across all countries in the Americas, aligned with corporate growth objectives

Manage and expand the partner ecosystem, identifying new channel opportunities and strengthening existing relationships

Provide strategic oversight and strengthen the distributor network across the Americas, with focus on Latin America

Partner with local commercial leaders to strengthen distributor capabilities and build strong, trust-based relationships with partners, ensuring contract compliance and alignment of performance expectations with regional priorities

Optimize distribution strategies and distributor performance through regular reviews, strategic alignment and capability-building initiatives to drive revenue, share growth, and customer satisfaction

Identify and evaluate new market expansion opportunities across the Americas

Develop and execute strategic (co-promotional) partnerships to accelerate growth and market access

Partner with Marketing Platform leaders to provide direction on lifecycle management (LCM) projects, pipeline prioritization, and new growth initiatives through the formal LRP process

Monitor competitive dynamics and healthcare trends to inform strategic decisions

Support portfolio optimization, ensuring in-line product performance and maximization of lifecycle opportunities

Partner with Marketing Platform leaders and Global Medical Affairs to influence clinical development and product strategies based on regional needs

This position will directly manage the team of Corporate Account Executives (CAEs) in the U.S

In addition to leading the CAEs, the Senior Director will support and guide the execution of tenders and large government tenders and contracts across the Americas, ensuring the application of fundamental contracting principles—such as standardized terms and conditions (T&Cs)—to promote consistency, compliance, and alignment with regional commercial objectives

Qualification

Corporate Sales ContractingStrategic Commercial StrategyDistributor Network ManagementMarket Access StrategiesLong-Range Planning (LRP)Healthcare Policy KnowledgeAnalytical SkillsBilingual (English/Spanish)Negotiation SkillsResults-Driven LeadershipChange LeadershipCultural SensitivityCross-Functional CollaborationRelationship Building

Required

Bachelor's degree in Business, Marketing, Life Sciences, or related field required

10+ years of progressive experience in commercial leadership, corporate accounts/contracting, or strategic commercial strategy in the pharmaceutical, medical device or life sciences industry

Proven track record leading corporate sales contracting (e.g., GPOs, national tenders, or large corporate accounts) with demonstrated success in negotiation, implementation, and governance

Experience managing distributor networks, ideally within Latin America and other emerging markets

Strong background in commercial planning and execution, with demonstrated ability to align contract strategies, distributor performance, and market access initiatives to regional growth objectives

Proven ability to influence senior stakeholders and lead in a matrixed, global organization

Exceptional analytical, strategic thinking, and communication skills

Professional fluency in English and Spanish required

Strategic Agility – Anticipates future trends in healthcare, policy, and competitive landscapes. Translates insights into actionable strategies that balance near-term execution with long-term growth

Business & Financial Acumen – Demonstrates deep understanding of market dynamics, contract economics, distributor economics, and P&L drivers. Makes data-informed decisions that optimize both revenue and profitability

Market & Customer Orientation – Brings strong awareness of patient, provider, corporate account, and payer perspectives. Uses customer and market insights to guide contract strategies distributor management, and partnership opportunities

Relationship Building & Collaboration – Builds trust and alignment across internal teams, external distributors, and strategic partners. Influences and inspires across a matrixed global organization

Results-Driven Leadership – Maintains focus on execution and accountability. Establishes clear objectives, measures progress with meaningful KPIs and consistently delivers on commitments

Thought Leadership & Innovation – Positions the company as a market leader by shaping conversations with KOLs, partners, and industry stakeholders. Encourages creative solutions and embraces new technologies or approaches

Change Leadership & Agility – Leads effectively in dynamic and evolving markets. Champions change, adapts quickly, and guides teams through ambiguity

Global & Cultural Mindset – Operates effectively across geographies, with sensitivity to cultural differences and diverse healthcare environments. Builds strategies that reflect both global alignment and regional nuances

Willingness and ability to travel across the Americas, including extended international trips as needed. (approx. 50%)