Bracco Imaging

Compensation

Full Description

The Senior Director, Corporate Accounts & Commercial Strategy Americas is responsible for leading corporate sales contracting and account strategies (Group Purchasing Organizations (GPO’s), national tenders, and large corporate accounts) and for strengthening and guiding the Americas Indirect Channels Strategy. The role will focus on corporate contracting and the distributor network as the primary drivers of commercial growth, while also providing strategic input into market-expansion initiatives, co-promotional opportunities, and portfolio priorities shaped through the Long-Range Planning (LRP) process. This position serves as a key commercial leader in the Americas, ensuring consistent contracting principles, distributor performance, and alignment of commercial strategies with long-term growth objectives defined in the LRP. Success in this role requires strategic agility, cross-functional collaboration, and the ability to build strong external partnerships that drive market access, competitive positioning, and sustainable growth. Main Responsibilities, Activities, Duties and Tasks Corporate Sales Contracting and Strategies • 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. Indirect Channels and Partnership 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. Regional Strategy & Planning • 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. Portfolio & Product Strategy • 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. Supervisory Responsibilities • 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. Education • Bachelor’s degree in Business, Marketing, Life Sciences, or related field required. • MBA or other advanced degree strongly preferred. Professional Experience, Knowledge & Technical Skills • 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. • Experience contributing to long-range planning (LRP), market development initiatives, and portfolio optimization is preferred. Strong understanding of market access, corporate contracting frameworks, pricing, and reimbursement in the Americas healthcare landscape. • 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; proficiency in Portuguese is a plus. • 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%). Soft Skills – Company Values & Behaviours Adhere to the Bracco’s core values, including: • Passion: Connecting People and Networking; Be Yourself • Extraordinary: Leading People and Delegation; Courage • Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation • Sustainability: Long-Term Value Creation; Accountability Core Relationships • Internal Relationships will include: • Field Sales • Marketing • Corporate and National Accounts • Legal • Global Medical Affairs • IT • Finance • Bracco Wholesalers and Distributors • External Relationships will include: • Key Opinion Leaders • Distributor Partners • Healthcare Professionals • Industry Associations • Vendors and Service Providers Certificates, Licenses, Registrations • N/A Physical Demands • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work Environment • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • Willingness to adjust work hours as required to meet customer needs and expectations and critical business deadlines. • Travel requirements approximate 50%, within the Americas and International travel as required. • The position is either home office based (Princeton, NJ) as hybrid (three days in office, two days remote) or remote with the possibility of in-office presence as determined by business needs (minimum 1 week per month). Bracco Diagnostics Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, or any other protected status.