National Account Manager
About The Position
The National Account Manager is responsible for developing and maintaining strategic relationships with our national medical-surgical distributors, healthcare group purchasing organizations (GPO’s), and integrated delivery networks (IDN’s). This role focuses on establishing and strengthening relationships with stakeholders at all levels of the organization, contract management and utilization, managing national agreements, and market share expansion. The ideal candidate has demonstrated successful selling to large volume strategic accounts across Broadline and National Distribution and the ability to build relationships across complex customer organizations. Healthcare industry knowledge is beneficial but not required.
Requirements
- Bachelor's degree or equivalent experience.
- 3-5 years of successful National Account Management, GPO, FSM, foodservice, packaging, or related sales experience.
- Proven ability to negotiate and manage complex commercial agreements.
- Strong relationship-building, presentation, communication, and organizational skills.
- Demonstrated ability to develop strategic business plans and deliver growth.
- Strong financial and analytical acumen.
- Ability to travel as required.
Nice To Haves
- Experience working with MedSurge Distribution, Group Purchasing Organizations (GPOs), and/or Foodservice Management companies.
- Knowledge of healthcare purchasing environments, healthcare foodservice operations, or healthcare market dynamics.
- Experience within foodservice packaging, disposables, jan/san, healthcare, or related categories.
- Proficiency in CRM platforms, Excel, PowerPoint, and business analytics tools.
Responsibilities
- Responsible for driving sales growth, contract compliance, and market share expansion within the healthcare/medical surgical channel.
- Develop and execute annual business plans for each assigned national account.
- Negotiate annual agreements and strategies for Med-Surg distribution partners (e.g. Cardinal Health, Medline, Owens & Minor) with the intent of maximizing sales opportunities while attaining EBITDA objectives.
- Build and maintain relationships with key decision-makers to maximize contract utilization and business growth.
- Negotiate annual agreements, pricing programs, contract renewals, and strategic initiatives while achieving company objectives.
- Conduct business reviews and develop growth strategies to expand product adoption, category penetration, and market share.
- Partner with field sales teams, National Account Managers, distributors, GPOs, and FSM organizations to drive contract pull-through and commercial execution.
- Analyze customer needs, industry trends, market data, and sales performance to identify opportunities, mitigate risks, and communicate actionable insights.
- Support new product introductions, conversions, sustainability initiatives, category reviews, and customer-driven innovation programs.
- Collaborate cross-functionally with Sales, Marketing, Product Management, Customer Service, Pricing, Finance, and Supply Chain to execute strategic initiatives and resolve customer issues.
- Partner with analysts to uncover growth opportunities, develop action plans, and drive execution across assigned accounts.
- Maintain accurate forecasting, CRM reporting, opportunity management, and regular business updates for leadership.
Benefits
- 401(k) plan with company match
- Comprehensive medical, dental, and vision insurance
- Flexible spending and health savings accounts
- Paid vacation
- Sick days
- Paid parental leave
- Paid holidays
- Wellness program
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
