National Strategic Account Manager

PDI•Sandy Springs, GA

1d•$130,000 - $155,000•Remote

About The Position

The National Strategic Account Manager is a quota-carrying, direct-selling role focused on finding and closing new business within large, multi-site non-acute healthcare organizations. The role targets executive and other key decision makers across surgery centers and ASCs, dialysis providers, dental organizations and DSOs, physician offices and primary care groups, and long-term care and skilled nursing facilities. The manager develops their own pipeline through proactive prospecting and owns the sales cycle from initial contact through agreement execution and conversion, partnering with distributors to fulfill and sustain won business. The position works with distributor partners and PDI Health Systems Directors, Territory Sales Managers, and cross-functional sales, marketing, finance, legal, clinical, and operations teams to win, launch, and expand PDI products and programs. The manager monitors competition and market information, develops account and territory plans, supports product evaluations and implementation, and maintains accurate sales activity, pipeline, forecasting, and reporting records. The position is remote and field-based, interfaces with healthcare settings, and requires 50% or more travel, including customer visits that may involve nights and weekends.

Requirements

Four-year college degree or equivalent.
At least 5 years of verifiable healthcare sales results with leading manufacturing and/or distribution companies, including success in a quota-carrying new-business hunter role.
Extensive knowledge of non-acute healthcare markets, including ASCs, dialysis, dental/DSOs, physician office/primary care, and long-term care, as well as their facility segments, buying structures, and distributors.
Current relationships in and understanding of the non-acute markets listed in the posting, and experience selling to executive decision makers at large, multi-site organizations.
Track record of prospecting and closing new business and solid understanding of the sales cycle and sales techniques.
Ability to independently move proposals through the sales process, negotiate pricing and contract terms, and close business.
Ability to identify, access, and influence executive-level decision makers at large non-acute organizations.
Strong written and oral communication, presentation, negotiation, and closing skills, including consultative and value-based selling.
Self-starter able to work independently with minimal direction and collaboratively with teams and distributor partners.
Strategic planning skills and ability to manage multiple opportunities and projects at once.
Strong results orientation, accountability, and comfort carrying and exceeding a quota.
Relationship-building skills and ability to challenge conventional thinking.
Command of Microsoft Office and Salesforce.com reporting or another CRM product.

Responsibilities

Proactively prospect, identify, and target large non-acute healthcare organizations and build a self-generated pipeline through outreach, referrals, networking, and distributor introductions.
Build relationships with enterprise-level decision makers and influencers, including executive buyers.
Own the direct sales cycle from discovery and value presentation through evaluations, pricing and proposals, negotiation, agreement execution, and closing new business.
Present PDI's value proposition and portfolio in a consultative manner tailored to customer clinical, operational, and financial priorities.
Drive enterprise-level product conversions and standardization and achieve or exceed assigned new-business and revenue quotas.
Develop sales programs, proposals, and pricing strategies to win non-acute business and grow the PDI portfolio.
Partner with distributor representatives and management to target accounts, secure contract pricing and fulfillment, and convert closed business into sustained distributor sales.
Coordinate with clinical, marketing, and field sales teams on evaluations, education, onboarding, implementation, and handoff of won accounts.
Lead distributor meeting agendas and plan attendance at trade shows and industry events to generate leads and promote PDI products.
Monitor trade information, competitive market share, and pricing; recommend product and sales opportunities.
Maintain prioritized target-account lists and account plans, set activity goals, and review monthly reports for accuracy and progress against forecasts.
Provide the Director of National Accounts with information about sales contract opportunities and help develop programs and incentives for non-acute accounts and key distributors.
Document sales activity and maintain customer profiles, decision-maker maps, pipeline stages, next steps, proposals, agreements, and relevant meeting notes in Salesforce.com.
Forecast pipeline and expected close dates and report progress against quota regularly.
Collect, analyze, and report competitive information and product, promotional, and extension ideas to sales and marketing teams.
Prepare timely sales forecasts, monthly reports, expense reports, problem-solving reports, and other territory or industry reports.
Complete educational goals and keep sales systems and back-office reporting up to date.

Benefits

Medical, behavioral, and prescription drug coverage
Health Savings Account (HSA)
Dental insurance
Vision insurance
401(k) savings plan with company match and profit sharing
Basic and supplemental life and AD&D insurance
Flexible Spending Accounts (FSAs)
Short- and long-term disability coverage
Employee Assistance Program (EAP)
Health Advocacy Program
Voluntary legal services, critical illness, hospital indemnity, accident coverage, identity theft and fraud protection, pet insurance, and employee discounts
Paid sick and safe leave, vacation, company and floating holidays, and paid parental leave
Summer hours and flex place/flex time options, depending on position
Fixed and variable vehicle reimbursement program for sales associates
Company-issued phone and laptop for sales associates