Director, Corporate Accounts, North America Clinical — Waltham, MA
Nova Biomedical — Waltham, MA
Nova Biomedical lists this role in Waltham, MA.
Stated in the posting
Pay: $190K – $225K (base salary)
Experience: 10+ years
Travel: approximately 35-50%
Nova Biomedical: One Global Brand. One Vision. Together under one name.
Advanced Instruments and Nova Biomedical are now united under one brand, Nova Biomedical, marking a major milestone in our journey to deliver greater value to our customers. By combining our strengths, we're accelerating innovation, supporting critical workflows, and delivering world-class service across the biopharmaceutical and clinical markets.
Job Summary
The Director, Corporate Accounts is responsible for developing, managing, and expanding Nova Biomedical's strategic relationships with Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), health systems, and other enterprise healthcare customers across North America.
This role serves as the primary executive liaison between Nova and its largest strategic accounts, leading contract negotiations, driving adoption of Nova's clinical diagnostic solutions, and ensuring successful execution of enterprise partnerships. The Director will collaborate closely with Sales, Marketing, Clinical Affairs, Service, Operations, Finance, and executive leadership to maximize customer value, improve business performance, and identify opportunities for long-term growth.
The ideal candidate understands how healthcare systems operate, excels at navigating complex stakeholder environments, and can translate strategic agreements into successful operational partnerships that deliver measurable business results.
Key Responsibilities
Lead Strategic Healthcare Partnerships
Own the full lifecycle of strategic corporate accounts, including GPOs, IDNs, health systems, laboratory networks, and other enterprise customers.
Develop and maintain executive-level relationships with supply chain leaders, laboratory administrators, clinical stakeholders, procurement teams, and healthcare executives.
Serve as Nova's primary point of contact for designated corporate accounts and strategic partnerships.
Develop account-specific business plans focused on revenue growth, market share expansion, and long-term partnership success.
Contracting & Negotiation
Lead negotiations for national and regional purchasing agreements, contract renewals, and amendments.
Collaborate with internal stakeholders to develop pricing strategies, business cases, and commercial proposals.
Ensure contract terms align with customer requirements and Nova's business objectives.
Monitor contract compliance, performance commitments, and key partnership deliverables.
Partner with regional commercial teams to execute strategic account plans and ensure successful implementation of corporate agreements.
Coordinate cross-functional resources to support customer onboarding, product adoption, training, and ongoing account management.
Lead regular business reviews with customer leadership to assess performance, identify opportunities, and address challenges.
Proactively resolve issues and remove barriers that could impact customer satisfaction or business growth.
Develop Executive Relationships
Build trusted relationships across multiple levels of customer organizations.
Establish productive partnerships with clinical leaders, laboratory directors, supply chain executives, procurement teams, and C-suite stakeholders.
Act as the voice of the customer internally and advocate for initiatives that strengthen partnership performance.
Maintain a strong network of healthcare industry contacts and thought leaders.
Drive Growth & Expansion
Identify opportunities to expand Nova's presence within existing health systems and corporate accounts.
Collaborate with commercial leadership to develop market access strategies and growth initiatives.
Support business development efforts with prospective strategic accounts and enterprise customers.
Analyze healthcare market trends, consolidation activity, competitive positioning, and customer needs to inform strategic planning.
Leverage Data & Insights
Track account performance, contract utilization, and growth metrics.
Use customer, market, and operational data to identify opportunities for improvement and expansion.
Provide regular forecasts, business reviews, and strategic recommendations to leadership.
Share customer insights with Product Management, Marketing, and Commercial teams to support future growth initiatives.
Qualifications
Bachelor's degree required.
Advanced degree in Business, Healthcare Administration, Life Sciences, or related field a plus.
10+ years of experience in healthcare, diagnostics, medical devices, laboratory services, or related healthcare markets.
Demonstrated success managing GPO, IDN, national account, or enterprise healthcare relationships.
Significant experience negotiating complex commercial agreements and strategic partnerships.
Strong understanding of hospital systems, laboratory operations, healthcare procurement, and purchasing structures.
Experience engaging senior executives and influencing decision-making within large healthcare organizations.
Exceptional relationship-building and executive communication skills.
Strong negotiation and influencing capabilities.
Financial and business acumen with the ability to evaluate commercial opportunities.Proven ability to manage multiple strategic initiatives and stakeholders simultaneously.
Strong problem-solving and project management skills.
Ability to lead through influence across cross-functional teams.
Comfortable operating in complex, matrixed organizations.
Travel Requirements
Ability to travel throughout North America approximately 35-50%.
Travel to customer sites, industry meetings, GPO conferences, and Nova locations as required.
Physical Requirements and Working Conditions:
Ability to work at a computer for extended periods.
Ability to lift and carry up to [25�50] pounds as required
Ability to communicate effectively via phone, video, and written communication.
Ability to occasionally move about the office to access meetings or resources.
Why Work for Nova Biomedical
Flexible Medical, Dental, & Vision Coverage
Competitive 401k company match
Bonus Program, Generous PTO and paid holidays
Generous Tuition reimbursement
Hybrid and flexible work arrangements
Professional development, engagement and events
Company marketplace for lunch and snacks in our Norwood, MA, Billerica, MA and Westbrook, ME offices
Company subsidized cafeteria in our Waltham, MA office
Work Location: Field - U.S.
Targeted Salary Range: $190,000-$225,000/year
Nova Biomedical believes in transparency and integrity throughout all we do, including compensation. The provided salary range for this role represents the expected base salary or hourly rate for this opening. Actual compensation will be commensurate with the candidate�s experience and may vary based on individual factors such as location, skills, and education.
About the company
At Nova Biomedical, we�re not just building instruments, we�re powering breakthroughs that improve lives. Our smart, science-driven solutions are trusted in over 100 countries to speed drug development and enhance patient care.
Our integration brings together more than 70 years of scientific excellence with Nova�s cutting-edge innovation, forming a powerhouse of precision, purpose, and possibility. With FDA-registered, ISO-certified manufacturing, more than 125 FDA approvals, and industry-trusted diagnostics, we�re setting new standards in quality and reliability. Nova Biomedical is proud to be a global leader in osmolality testing and biotechnology and in vitro diagnostic (IVD) instrumentation, dedicated to advancing patient care and scientific discovery with a legacy that continues to shape the future of life sciences.
With headquarters in Norwood and Waltham, Massachusetts, and a global team of nearly 2,000 employees, we�re building a collaborative, empowered culture grounded in shared values: Customer Centricity, Ingenuity, Ownership & Accountability, Collaboration, and Integrity.
Working at Nova Biomedical means joining a mission-driven organization where your contributions matter. Whether you're in engineering, science, manufacturing, or support, you�ll be part of a team that values innovation, invests in your growth, and is committed to making a real-world impact on global health.
Explore what�s next with us at novabiomedical.com
EEO Statement:
Nova Biomedical takes pride in being an equal opportunity employer committed to hiring a diverse and inclusive workforce. As a part of our commitment to a diverse and inclusive workforce, Nova Biomedical will continue to take steps to assure that recruitment, hiring, assignment, promotion, compensation, and all other personnel decisions are made and administered without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, gender expression, veteran status, age, mental or physical disability, genetic information or any other protected class.