National Account Manager

Position Summary

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.

Key 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.