National Accounts Manager
Job Summary
The National Accounts Manager is the primary liaison between the company and its most strategic, high-value customers, and holds full ownership of the growth and profitability of the company’s National Accounts and the U.S. Department of Veterans Affairs (VA).
Essential Functions
Account Growth & Profitability Ownership: Hold full ownership of, and accountability for, the growth and profitability of the company’s National Accounts and the UVA, including revenue, margin, market share, and the achievement of strategic growth targets within these accounts.
Client Relationship Management: Professionally cultivate and maintain strong, long-lasting relationships with key customer stakeholders across National Accounts and the VA, serving as the trusted advisor and primary point of contact.
Strategic Account Planning: Develop and implement strategic account plans focused on engagement, retention, growth, and long-term partnership that align with both customer objectives and company goals.
Deal Creation & Evolution: Collaborate closely with Executive Leadership, Marketing and Finance to create, structure, price, and evolve deals, pricing programs, and commercial offers that maximize revenue and protect profitability across National Accounts and the VA.
Sales Team Collaboration & Execution: Partner heavily with the sales team, including Regional Sales Managers, to drive field execution of account strategies, deals, and growth initiatives, ensuring alignment, accountability, and successful follow-through in the field.
Renewals Ownership: Own the calendar and end-to-end process for contract and account renewals across National Accounts and the VA, proactively managing timelines, milestones, approvals, and negotiations to ensure on-time, profitable renewals with no lapses in coverage.
Cross-Functional Coordination: Coordinate with cross-functional departments (e.g., Production, Customer Service, and Operations) to ensure cohesive efforts and successful product and service delivery.
Financial & Budget Management: Plan and manage budgets for account activities, negotiate contracts, and ensure account profitability and accurate forecasting.
Performance Monitoring, Reporting & Executive Updates: Utilizing company-supplied technology (such as Qlik, KIO, and Asset Panda), apply data and analytics to assess market potential, monitor account health and performance metrics, and prepare detailed reports. Deliver a formal quarterly business review and report-out to the Executive Leadership Team, and communicate progress, results, and strategy recommendations to senior management and external stakeholders.
Problem Resolution: Act as an escalation point for account issues, ensuring swift and effective problem-solving to maintain and strengthen customer trust.
Manage business expenses within guidelines of the travel expense policy.
Know and understand company product features, clinical benefits, and pricing in comparison to competitive products.
Must uphold ethical business conduct, as well as maintain confidentiality of sensitive information.
Understand the various reimbursement platforms and requirements for all products in each product category.
Attend trade shows.
Be a self-starter capable of organizing a travel call pattern and appointment calendar that maximizes efficiency and fills each workday.
Ensure to follow compliance, safety, quality, and other company requirements and standards.
Perform all duties in a manner that follows, demonstrates, and promotes the Company’s values.
Report to work as scheduled, on time, and able to work entire work schedule.
Perform additional duties as assigned.
Monthly Account Performance Reviews: Lead a structured monthly performance review with the company’s National Accounts to keep each relationship aligned, proactive, and results-focused. Each review covers: Review of Numbers: Examine current performance against plan, including revenue, margin, growth, volume, and pipeline. Confirm each account is tracking to its targets, creating and aligning corrective actions where needed. Opportunities: Identify, prioritize, and advance growth, expansion, and new business opportunities within the account, aligning on clear next steps and owners to accelerate growth. Points of Friction: Surface any issues, risks, or points of friction early and drive a quick, decisive move to resolution, escalating and coordinating cross-functionally as needed to protect the customer relationship.
Qualifications
Education: Bachelor’s Degree in Business Administration, Sales, Marketing or a related field; or a combination of education and 7+ years’ experience in a clinical field (OT, PT, Kinesiology).
Experience Required: 7+ years of proven experience in enterprise account management, client services, or similar position within the healthcare or clinical industry and with a track record of meeting or exceeding sales targets. Experience and proven ability to work effectively both independently and within a team environment. Advanced level experience with computer applications.
Preferred: Clinical or sales experience or ATP certification is highly preferred.