Enterprise National Account Manager

MedPro Disposal•Naperville, IL

11d•$115,000 - $135,000

About The Position

The Enterprise National Account Manager owns the full-cycle sales relationship with mid-market and enterprise healthcare accounts, converting fragmented, incumbent-vendor compliance arrangements into a single, coordinated MedPro/MP1 partnership. This role exists to grow MedPro's regulated waste and compliance services footprint across multi-site healthcare organizations by combining disciplined inbound execution with proactive, self-sourced outbound pipeline-building. Success looks like a rep who runs a structured, discovery-driven sales process, consistently converts a defined inbound/plus-one mix into closed, recurring-revenue agreements, and reaches full individual quota (~$35K/month GP) within 90 days — directly fueling MP1 Solutions' growth as the category-defining Compliance Services Organization.

Requirements

3+ years of full-cycle B2B sales experience carrying and consistently exceeding an individual quota, ideally in a solution-selling or multi-product/service environment rather than a single-SKU or single-product background
Proven ability to manage a complex, multi-stakeholder sales cycle — identifying decision-makers and gatekeepers, navigating multi-site/multi-location accounts, and closing recurring-revenue service agreements (not just one-time transactions); strong outbound/self-sourcing discipline in addition to working inbound leads
CRM proficiency (Salesforce preferred) and comfort operating inside a metrics-driven, scorecard-based performance environment; excellent discovery and consultative selling skills — able to run a structured discovery conversation rather than a feature/price pitch
Bachelor's degree preferred (business, healthcare administration, or related field) but not required in lieu of relevant experience

Nice To Haves

Demonstrated experience selling into healthcare, medical, dental, or other regulated/compliance-driven verticals (or a clearly transferable regulated-services sales background)
Experience selling against an entrenched incumbent competitor (competitive displacement sales)
Familiarity with value-based, guarantee-backed, or price-lock sales models
Prior experience with AI-assisted call coaching/QA tools

Responsibilities

Own a full-cycle enterprise sales pipeline: prospect, qualify, propose, negotiate, and close multi-site regulated waste and compliance service agreements (RMW, shredding, pharmaceutical/Rx disposal, OSHA/HIPAA/BBP training) with mid-market and enterprise healthcare accounts (ASCs, FQHCs, multi-location practice groups, health systems).
Carry and consistently deliver against an individual quota with a defined mix target across core inbound-sourced opportunities and self-sourced (“plus-one”) pipeline.
Run a self-sourced outbound motion in addition to inbound lead work — closed-lost account win-back calling, partner referral channels, or account-based outbound calling segmented by vertical.
Execute a structured, discovery-driven sales process: identify the caller’s core pain (new office setup vs. dissatisfaction with an incumbent vendor), confirm the decision-maker/gatekeeper, position MedPro’s Low Cost Guarantee and bundled service offering, and drive every call to a clear next step or a direct ask for the business.
Maintain disciplined CRM hygiene and pipeline accuracy in Salesforce, including accurate stage, forecast, and next-step data.
Meet weekly activity, pipeline-creation, and script-adherence standards tied to MedPro’s lead-access scorecard.
Manage populated service addenda and proposal documentation for multi-site accounts, coordinating with internal teams (compliance, account setup, billing) through contract execution and onboarding handoff.
Participate in ongoing sales enablement — script and objection-handling refinement, AI-assisted call coaching (Steel Trap) feedback, and collateral/process improvement input.