Healthcare Strategic Key Account Manager (Northeast USA)
The Company
Zurn Elkay Water Solutions Corporation is a thriving, values-driven company focused on doing the right things. We're a fast growing, publicly traded company (NYSE: ZWS), with an enduring reputation for integrity, giving back, and providing an engaging, inclusive environment where careers flourish and grow.
Named by Newsweek as One of America's Most Responsible Companies and an Energage USA Top Workplace, at Zurn Elkay Water Solutions Corporation, we never forget that our people are at the center of what makes us successful. They are the driving force behind our superior quality, product ingenuity, and exceptional customer experience. Our commitment to our people and their professional development is a recipe for success that has fueled our growth for over 100 years, as one of today's leading international suppliers of plumbing and water delivery solutions.
Headquartered in Milwaukee, WI, Zurn Elkay Water Solutions Corporation employs over 2800 employees worldwide, working from 24 locations across the U.S., China, Canada, Dubai, and Mexico, with sales offices available around the globe. We hope you'll visit our website and learn more about Zurn Elkay at zurnelkay.com.
If you're ready to join a company where what you do makes a difference and you have pride in the work you are doing, talk to us about joining the Zurn Elkay Water Solutions Corporation family!
If you are a current employee, please navigate here (http://www.myworkday.com/elkay/d/inst/13102!CK5mGhIKBggDEMenAhIICgYI1A0Q2AI~*nsH-3y_ndUM~/cacheable-task/2998$46522.htmld) to apply internally.
Position Purpose
Zurn Elkay is seeking a high-impact Healthcare Strategic Key Account Manager to own a defined portfolio of national and/or regional healthcare systems - operating simultaneously at the enterprise level and the facility floor. This role is a deliberate hybrid: part responsible for executive relationships, enterprise standardization, and GPO strategy across integrated delivery networks (IDNs) to drive Basis of Design specification; and part responsible for converting installed base through direct MRO and facilities engagement.
Unlike a traditional strategic account manager who depends on field reps for pull-through, this individual owns both ends of the value chain - from the enterprise decision making to the local facilities conversion. The ideal candidate brings existing relationships with healthcare system ownership, deep fluency in healthcare construction and capital planning, and the commercial acumen to negotiate enterprise agreements while personally driving local conversion at the facility level.
Key Responsibilities
Enterprise Account Strategy & Standardization
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.
Executive & Ecosystem Relationship Development
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.
New Construction - Basis of Design Specification
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.
MRO & Local Facilities Conversion
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.
GPO & Contract Management
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.
Commercial Performance & Pipeline Management
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.
Qualifications
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 the Northeastern USA (Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, Vermont)
Preferred
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.
Total Rewards and 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!
THIRD PARTY AGENCY: Any unsolicited submissions received from recruitment agencies will be considered property of Zurn Elkay, and we will not be liable for any fees or obligations related to those submissions.
Equal Opportunity Employer - Minority/Female/Disability/Veteran
Zurn Elkay Water Solutions Corporation
What happens when two remarkable sustainability leaders come together as one?
A sustainability powerhouse is born, making a splash in the markets they serve and saving the planet one innovative installation at a time.
In early 2022, Zurn Water Solutions Corporation, a market leader in smart, sustainable water solutions, and Elkay Manufacturing, a commercial drinking water solutions leader, agreed to combine their two exceptional firms to become a single water solutions powerhouse.
Together, the combined company offers a comprehensive package of innovative, sustainable, specified, engineered water solutions and sustainable plumbing products that provide water safety, water quality, and water conservation through critical service environments, while delivering total building solutions for new construction and retrofit applications around the globe. Our innovative solutions enable customers to advance their ESG initiatives and reduce operating costs while providing students, patients, patrons, and people within public and private spaces a safe, clean environment and access to fresh, pure, potable water - the essence of life itself.
What makes Zurn Elkay Water Solutions Corporation special is our people and our culture.
While playing a leading role in sustainability and water access are remarkable, what makes Zurn Elkay's story so compelling is the alignment of the two well-respected companies with powerful legacies and a combined 224-year company history and shared values and cultures where people matter most.
Sustainably inspired, the company has a deep commitment to Diversity, Equity & Inclusion, water, and environmental stewardship, and giving back to the communities where we live, work and play. Our powerful legacy of caring and commitment is made possible by the exceptional people that embody Zurn Elkay's values.
We are looking for innovative, energetic people who want to help solve tomorrow's challenges today. Our Total Associate Engagement core value means we work hard to ensure our associates have opportunities to grow and an inclusive culture in which to thrive. From formal training to on-the-job development and exposure to new businesses, when you join Zurn Elkay, you will join a collaborative organization that will give you opportunities to thrive and grow.
