Note: The job is a remote job and is open to candidates in USA. Zurn Elkay Water Solutions Corporation is a leading provider of plumbing and water delivery solutions. They are seeking a Healthcare Strategic Key Account Manager to manage relationships with national and regional healthcare systems, focusing on enterprise strategy and local facility engagement to drive product adoption and standardization.
Responsibilities
- Own a defined portfolio of national and/or regional IDNs and multi-site healthcare systems, serving as Zurn Elkay's primary relationship owner from the ownership group to the facility floor
- Develop and execute multi-year strategic account plans covering stakeholder mapping, specification conversion, enterprise standardization targets, revenue goals, and capital planning alignment
- Engage enterprise decision makers (VP Supply Chain, VP Real Estate & Construction, VP Facilities, Chief Nursing Officer) to drive enterprise Zurn Elkay standardization
- Negotiate master supply agreements, GPO tier placement, and rebate structures directly with system leadership
- Conduct executive business review using spend analytics and compliance dashboards to present share-of-wallet data and a compelling total cost of ownership (TCO) case for standardization
- Maintain a current, multi-level stakeholder map for each account covering ownership, clinical, supply chain, facilities, construction, and procurement functions
- Host executive briefings, facility tours, and innovation summits to advance the enterprise partnership
- Cultivate relationships with third-party stakeholders: healthcare architects, MEP engineers, general contractors, GPO representatives (Vizient, Premier, Healthtrust), ISPs, and Facilities Management companies, wholesale partners
- Collaborate with Zurn Elkay's specification sales team, distributor network, and local rep agencies to ensure full account coverage and aligned pull-through execution
- Drive Zurn Elkay adoption at the master specification level — work with health system real estate, construction, and facilities leadership to embed Zurn Elkay products as the system-wide standard specification applied across all new construction and major renovation projects, regardless of the design firm or MEP engineer of record
- Track all active and planned new construction, expansion, and major renovation projects across the portfolio using Dodge Data, Construct Connect, and direct relationship intelligence
- Engage during Schematic Design and Design Development phases to secure Zurn Elkay as the Basis of Design specification on target projects
- Partner with MEP engineers and architects on product selection, specification language, submittals, and technical support
- Manage projects through construction document, bid, and award phases to protect BOD specs and actively manage substitution risk
- Develop facility-level MRO conversion strategies targeting existing product categories across key system's campus portfolio
- Personally own site assessment and pull-through execution of key sites — engage local facilities directors, plant operations managers, and biomedical/clinical engineering teams directly without relying on field coverage
- Deliver product training and lunch-and-learn sessions at the facility level to build preference among operations staff
- Partner with distribution partners to ensure local inventory availability and seamless fulfillment for facilities teams
- Set and execute GPO strategy for the assigned portfolio; manage senior relationships with Vizient, Premier, and Healthtrust contacts aligned to target systems
- Track and close contract compliance gaps; identify opportunities for tier advancement and incremental share of wallet
- Support system supply chain teams in translating enterprise contract terms into facility-level purchasing behavior
- Own and accurately forecast revenue and pipeline across both new construction specification and MRO/facilities tracks
- Maintain current CRM records for all accounts, contacts, opportunities, and activities; manage quote-to-close rate and spec win tracking
- Deliver regular business reviews to regional VP against account plan objectives, contract compliance %, share of wallet, and revenue growth targets
Skills
- Existing regional relationships with healthcare system C-suite, VP-level leadership, and/or facilities management teams within the target region
- 7–10+ years of progressive experience in healthcare sales, healthcare facilities, or healthcare construction — with a proven track record managing large, multi-site, complex accounts
- Experience operating at both the enterprise/executive level and the local facility/project level within health systems
- Demonstrated ability to negotiate enterprise supply agreements, GPO contracts, or master service agreements with health system leadership
- Deep understanding of healthcare capital planning cycles, construction project lifecycles, and MRO/facilities procurement processes
- Strong commercial acumen — able to build TCO models, compliance dashboards, and executive-level business cases
- Experience working through channel partners: distributors, rep agencies, MEP engineers, architects, and GPOs
- Proficiency with Salesforce (or equivalent CRM), Dodge Data or Construct Connect, and Microsoft Office Suite
- Willingness to travel 40–60% within the target region
- Must be located in Texas
- Prior experience in plumbing, water systems, HVAC, or building products selling into healthcare accounts
- Senior-level GPO relationships with Vizient, Premier, or Healthtrust aligned to the target region
- Knowledge of healthcare water system regulatory requirements (ASHRAE 188, CMS, The Joint Commission)
- Bachelor's degree in Business, Engineering, Construction Management, Healthcare Administration, or related field
Benefits
- Competitive Salary
- Medical, Dental, Vision, STD, LTD, AD&D, and Life Insurance
- Matching 401(k) Contribution
- Health Savings Account
- Up to 3 weeks starting Vacation (may increase with tenure)
- 12 Paid Holidays
- Annual Bonus Eligibility
- Educational Reimbursement
- Matching Gift Program
- Employee Stock Purchase Plan – purchase company stock at a discount!
Company Overview