Director, National Accounts in Detroit, Michigan at Securitas Electronic Security Inc.

About the Company

Securitas Healthcare empowers caregivers to deliver connected, productive, and safe care. Our innovative portfolio of solutions helps hospitals, clinics, and senior living organizations protect people, use their assets efficiently, and understand their operations for a caring and healing environment. With deep roots in healthcare and a commitment to our customers’ long-term success, we are proud to work with over 15,000 providers worldwide across the care continuum. For more information, visit us at securitashealthcare.com. We need the best people to help us deliver on that mission. People who are inspired by our vision. People with individual imaginations, perspectives, and experiences.

Position Overview

The Director of National Accounts will lead the strategic development and execution of enterprise sales initiatives across key Integrated Delivery Networks (IDNs) and GPOs. This role is responsible for aligning our National Account Manager (NAM) team with our GTM, CE, and core initiatives as an organization. This role is an important strategic role as it will assist in driving organic sales growth through Bookings, expanding market share, and advancing Securitas Healthcare’s position as a leader in RTLS and healthcare technology solutions.

This leader will align national and regional sales strategies, strengthen executive-level relationships, and build a high-performing, unified sales approach that delivers measurable business outcomes.

Key Responsibilities

Strategic Leadership & Growth Execution

• Define and execute a national accounts strategy that drives sustainable Bookings and Revenue growth, increased market penetration, and long-term enterprise value.
• Identify, prioritize, and develop strategic IDN partnerships (e.g., HCA, Community Health Systems, LifePoint Health) aligned to company growth objectives.
• Lead the evolution from transactional sales to solution-based, consultative selling across the Acute segment.
• Ensure that our GPO strategy align with our GTM and positioned to win with current GPO agreements and positioning for future GPO awards.

National Account Management & Execution

• Direct and coordinate National Accounts team activities to ensure alignment with enterprise priorities and growth initiatives.
• Develop and expand relationships with executive stakeholders (C-suite, clinical, operational) within our IDN accounts.
• Own contract strategy, negotiations, and execution to consistently meet or exceed operating plan targets.

Market Intelligence & Opportunity Prioritization

• Analyze market dynamics, customer needs, and competitive positioning to inform strategic decisions.
• Evaluate and prioritize opportunities based on Bookings and Revenue potential, resource requirements, and strategic fit.
• Provide data-driven insights to refine forecasting accuracy, pipeline health, and go-to-market strategy.

Cross-Functional Leadership

• Partner with Finance, Product, Operations, Product Marketing, Marketing, and Professional Services Organization teams to ensure a seamless customer experience and high-quality delivery.
• Drive organizational alignment to support national account strategies, including pricing, contracting, implementation, and support.
• Champion continuous improvement initiatives to optimize sales processes, tools, and systems.

Customer Experience & Value Creation

• Ensure excellence in all aspects of the customer lifecycle, including solution design, order execution, reporting, and ongoing account management.
• Advocate for product and service enhancements based on customer feedback and market demand.
• Lead executive business reviews and strategic account planning sessions.

Operational Excellence

• Maintain accountability for sales performance, forecasting, budgeting, and resource allocation.
• Ensure disciplined execution of sales methodologies to drive consistency and scalability.
• Represent the organization at industry events, trade shows, and key customer engagements.

Required Qualifications

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience).
• 10+ years of progressive leadership experience in healthcare IT, medical device, or RTLS sales.
• Demonstrated success in building and executing strategic sales plans and consistently exceeding Bookings and Revenue targets.
• Proven experience managing complex, enterprise-level accounts and navigating IDN/GPO structures.
• Strong executive presence with the ability to influence and engage C-level stakeholders.
• Experience navigating legal, compliance, and contracting complexity.
• Track record of leading high-performing sales teams and driving organizational alignment.

Core Competencies

• Strategic thinking and enterprise sales leadership
• Executive communication and relationship management
• Data-driven decision-making and financial acumen
• Organizational leadership and cross-functional collaboration
• Experience navigating legal, compliance, and contracting complexity
• Ability to manage complexity and prioritize high-impact initiatives

Additional Requirements

• Willingness and ability to travel extensively (50%-60%) to support customer engagement and business objectives.
• Proficiency in Microsoft Office (Excel, PowerPoint, Word) and CRM tools.
• Ability to support field activities, including trade shows and product demonstrations (lifting up to 50 lbs., as needed).

Preferred Qualifications

• Experience in RTLS, healthcare IT, or related technologies.
• Understanding of healthcare operations, clinical workflows, and hospital systems.
• Background in manufacturing or technical product environments is a plus.

What Success Looks Like

• Achievement of national accounts Bookings and Revenue targets and expansion within key IDNs
• Increased market share and stronger competitive positioning
• Improved forecast accuracy and pipeline discipline
• Strong executive relationships across top-tier healthcare systems
• A unified, high-performing national accounts sales approach

EEO Statement: We are a nationwide provider of security solutions, and an equal opportunity employer committed to a diverse workforce. Our core values of Integrity, Vigilance and Helpfulness are proudly demonstrated daily by our employees to our customers and the communities we service.

Reasonable accommodations will be made upon request to ensure qualified individuals with disabilities can perform the essential functions of this job.