National Strategic Account Manager

DESCRIPTION

Driven by a commitment to research, quality, and service, PDI provides innovative products, educational resources, training, and support to prevent infection transmission and promote health and wellness. Encompassing three areas, our Healthcare, Sani Professional and Contract manufacturing divisions, we develop, manufacture, and distribute leading edge products for North America and the world. We have several locations across the US and are looking for new Associates to join our team!

POSITION PURPOSE

The National Strategic Account Manager is a quota-carrying, direct-selling and is responsible for hunting and closing new business within large non-acute healthcare organizations. The primary focus is identifying, targeting, and engaging key decision makers, including executive decision makers (C-suite, VP, Director and procurement/supply chain, clinical and infection prevention leaders), at multi-site enterprise non-acute organizations and selling / closing the full PDI portfolio. Target customers and end users include, but are not limited to, Surgery Centers/ASCs, Dialysis, Dental/DSOs, Physician Office/Primary Care, and Long-Term Extended Care/Skill Nursing Facilities.

This position requires a self-starter who generates their own pipeline through proactive outreach and prospecting, follow-up and owns the sales cycle from first contact through contract and conversion. The candidate will partner with major distributors to fulfill and convert the business that is won. The National Strategic Account Manager stays abreast of competitive activity and reports it to appropriate Sales and Marketing corporate staff, and works cross-functionally with sales, marketing, finance, legal, clinical and operations teams to successfully win, launch, and expand PDI products and programs within assigned non-acute accounts. In addition, this position will work with the PDI Health Systems Directors & Territory Sales Managers and assigned distributors to maximize results within non-acute organizations.

ESSENTIAL FUNCTIONS AND BASIC DUTIES

JOB RESPONSIBILITIES

• Hunting and closing new non-acute business: proactively prospects, identifies, and targets large non-acute organizations (multi-site ASC groups, dialysis providers, DSOs and dental groups, physician practice groups, and long-term care operators) and builds a self-generated pipeline through cold outreach, referrals, networking, and distributor introductions
• Engages decision makers: gains access to and builds relationships with key decision makers, including executive-level buyers and influencers, at the enterprise/corporate level of target organizations
• Sells total PDI Value Proposition: owns the full direct sales cycle: discovery, value presentation, product evaluations/trials, pricing and proposal development, negotiation, contract/agreement execution, and closing new business for the PDI portfolio
• Delivers compelling, consultative presentations of PDI's value proposition and layered portfolio approach to end users and executive decision makers, tailored to each segment's clinical, operational, and financial priorities
• Drives product conversions and standardization at the corporate/enterprise level, and carries personal responsibility for achieving and exceeding assigned new-business and revenue quota
• Develops and implements creative sales programs, proposals, and pricing strategies for non-acute customers to win business and grow the entire PDI product portfolio
• Partners with distributor sales representatives and distributor management to align on target accounts, secure contract pricing and fulfillment, and convert closed business into sustained distributor sales
• Coordinates with PDI clinical, marketing, and field sales teams to support evaluations, product education, onboarding, and implementation of won accounts, and ensures a smooth hand-off to ongoing account management
• Initiates agendas at distributor regional meetings and team calls, and schedules and plans attendance at trade shows and industry events to generate leads and promote the PDI portfolio.
• Stays well-informed of trade information, competitive market share, and pricing, and makes recommendations for new products or sales opportunities within assigned accounts and segments
• Develops and maintains a prioritized target account list and territory/account plans with defined activity goals, and reviews monthly reports for accuracy and progress to sales forecast and growth
• Provides the Director of National Accounts with information regarding new sales contract opportunities, and helps create programs and incentives for non-acute accounts and key distributors to grow PDI products

ORGANIZATIONAL ALIGNMENT

• Reports to the Director of National Accounts, Non-Acute
• Execution of non-acute segment growth through direct new-business acquisition
• Collaborates with cross-functional stakeholders ensuring flawless execution of customer value proposals, programs, and account implementations.

REPORTING / ANALYSIS OF PERTINENT SALES RESULTS

• Documents sales activity in a timely manner through the daily use of Salesforce.com. Maintains profiles of all current and prospective customers, including decision-maker maps, pipeline stage, and next steps, and retains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors and key end user customers.
• Accurately forecasts pipeline and expected close dates, and reports progress against new-business quota on a regular cadence.
• Collect, analyze and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation.
• Prepare and deliver on time reports including but not limited to sales forecasts, monthly reports, expense reports, problem solving reports and any other various reports regarding the territory or industry.

SKILLS/ABILITIES:

• Proven sales hunter and closer with a self-starter mindset: initiates and manages own prospecting and pipeline with minimal direction.
• Ability to move new business proposals through the entire sales process to close, including negotiating pricing and contract terms
• Ability to identify, access, and influence key decision makers, including executive-level buyers, at large non-acute organizations
• Strong communication skills
• Strong negotiation and closing skills
• Strong presentation skills, including consultative and value-based selling
• Demonstrated strategic focus and ability to plan and manage multiple opportunities and projects at once
• Strong drive for success and results; comfortable carrying and exceeding a quota
• Demonstrated relationship-building skills
• Ability to challenge conventional mindset
• Ability to work cross functionally with key stakeholders and distributor partners towards driving new business
• Command of MS Office applications, Salesforce.com reporting or other CRM product

PERFORMANCE MEASUREMENTS

• Achieving/exceeding new-business sales quota and revenue targets for assigned non-acute segments and accounts
• Number of new key accounts won and converted to PDI products, and growth of the PDI portfolio compared to prior year and competitors within assigned markets
• Pipeline development: volume and quality of self-generated opportunities, decision-maker meetings held, and proposals delivered
• Win rate and sales cycle progression, supported by accurate forecasting
• Develop, plan and execute distributor partnership programs to convert closed business and drive increased sales through key distributor partners
• Collaborate and partner with the PDI field sales & clinical teams to grow PDI branded business in assigned market segments
• Educational goals are met consistently (PDIU, subject matter expertise, etc...)
• Back Office activities are consistently up-to-date (SFDC, reporting, etc...)

QUALIFICATIONS

EDUCATION/CERTIFICATION

• 4 year college degree or equivalent

REQUIRED KNOWLEDGE

• Must have extensive, in depth knowledge of the non-acute healthcare market, including Surgery Centers/ASCs, Dialysis, Dental/DSOs, Physician Office/Primary Care, and Long Term Care, including chain/facility segments, buying structures, and distributors.
• Must have a solid understanding of the sales cycle and sales techniques, with a track record of prospecting and closing new business.

EXPERIENCE REQUIRED

• Minimum of 5 years of verifiable sales results in Healthcare sales, working for leading manufacturing and/or distribution companies, including demonstrated success in a quota-carrying, new-business (hunter) role.
• Must have current relationships with and understanding of the non-acute markets (ASC, Dialysis, Dental, Physician Office/Primary Care, Long Term Care) and experience selling to executive decision makers at large, multi-site organizations.

SKILLS/ABILITIES

• Must demonstrate strong written and oral communication skills along with strong negotiating and closing skills, be a self-starter capable of working independently, as well as part of a team.
• Must take pride in results and accountability for performance.

WORKING CONDITIONS

• No hazardous or unpleasant activities
• Remote / Field-based role that will interface in healthcare settings requiring possible use of personal protective equipment.
• 50%+ Travel required, including customer visits, which can include nights and weekends

SALARY RANGE:

• $130,000 - $200,000 ($130,000- $155,00 annual base + incentive (Capped). Disclaimer: Compensation varies depending on various factors, including but not limited to location/market, relevant skill set, level of experience, and individual performance.

BENEFITS

PDI is pleased to offer comprehensive and affordable benefits for our associates, which includes:

• Medical, behavioral & prescription drug coverage
• Health Savings Account (HSA)
• Dental
• Vision
• 401(k) savings plan with company match and profit sharing
• Basic and supplemental Life and AD&D insurance
• Flexible Spending Accounts (FSAs)
• Short & long-term disability
• Employee Assistance Program (EAP)
• Health Advocacy Program

PDI also offers many voluntary benefits such as: Legal services, critical illness, hospital indemnity, accident coverage, ID theft and fraud protection, pet insurance and employee discounts.

At PDI, we are also committed to helping our associates maintain a healthy and sustainable work/life balance and are proud to provide associates with paid time off programs including: sick & safe leave, vacation, company & floating holidays, paid parental leave, and depending on the position we also offer summer hours and flex place/flex time options.

Additional benefits for Sales Associates: All of our sales professionals are eligible to participate in the fixed and variable vehicle reimbursement program, and will also receive a company issued phone and laptop.