National Account Manager - Non Acute

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 Account Manager, Non-Acute position is responsible for conducting national account level sales activities in the non-acute healthcare market including but not limited to: Physician Office, Ambulatory Surgery Centers, Dental / DSO's, Dialysis, Long Term Care, and Oncology.

This position interfaces with major distributors and healthcare decision makers to maximize sales of PDI's products and services. This position stays abreast of competitive activity and reports this to appropriate Sales and Marketing Corporate staff.

The National Account Manager will work cross-functionally with sales, marketing, finance, legal, clinical and operations teams to enhance PDI's ability to successfully grow and expand programs and PDI products/services within the assigned non-acute/DSO key accounts and distributors. In addition, this position will work with the PDI Health Systems & Territory Sales Manager teams and assigned distributors to grow within the hospitals and Health Systems.

ESSENTIAL FUNCTIONS AND BASIC DUTIES

1. Develops & implements creative sales programs/proposals within non-acute healthcare market customers to grow entire PDI product portfolio.
2. Builds strong relationships with key decision makers in Non-Acute healthcare facilities and distributor partners.
3. Ability to influence key decision makers in large healthcare facilities and drive PDI product conversions at the Enterprise / Corporate IDN level.
4. Stays well-informed of trade information, competitive market share and pricing and makes recommendations for possible new products or sales opportunities within assigned accounts.
5. Reviews monthly reports for accuracy and progress to sales forecast and growth.
6. Self-starter in initiating new sales activity within non-acute market. Schedules regular presentations at distributor regional meetings, team calls, as well as scheduling, planning and attending trade shows to promote PDI portfolio.
7. Drives programs and PDI's layered approach into key accounts & distributor partners.
8. Provides the Director of National Accounts with information regarding new sales contract opportunities; reviews and assists in creating programs and incentives for non-acute accounts and key distributors to grow PDI products.

ORGANIZATIONAL ALIGNMENT

1. Leads the strategy and execution of non-acute segment growth.
2. Collaborates with cross-functional stakeholders ensuring flawless execution of customer value proposals and programs.

REPORTING / ANALYSIS OF PERTINENT SALES RESULTS

1. Documents sales activity in a timely manner through the daily use of Salesforce.com. Maintains profiles of all current and prospective customers and retains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors and key end user customers.
2. 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.
3. 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.

PERFORMANCE MEASUREMENTS

1. Growth of PDI portfolio compared to prior year and the competitors within each distributor in assigned markets.
2. Develop, plan and execute distributor partnership programs to drive increased sales through key distributor partners.
3. Collaborate and partner with the PDI Territory Sales Managers, Inside Sales team, Health Systems Directors & Clinical Teams to grow PDI branded business in assigned market segments.
4. Achieving/exceeding target growth in territory in individual focus portfolios.
5. Educational goals are met consistently (PDIU, subject matter expertise, etc...).
6. Back Office activities are consistently up to date (SFDC, reporting, etc...).

QUALIFICATIONS

EDUCATION/CERTIFICATION:

1. Four year college degree or equivalent experience.

REQUIRED KNOWLEDGE:

1. Must have extensive, in depth knowledge of the Primary/Extended Care/Alternate Site market, dialysis, DSO's including chain/facility segments and distributors.
2. Must have solid understanding of the sales cycle and sales techniques.

EXPERIENCE REQUIRED:

1. Minimum of 7 years of verifiable sales results in the Healthcare sales and account management, working for leading manufacturing and/or distribution companies.
2. Must have current relationships with understanding of the non-acute healthcare market.

SKILLS/ABILITIES:

1. Self-Starter & ability to manage multiple projects at once.
2. Ability to move new business proposals through the sales process to close.
3. Strong communication skills.
4. Strong negotiation skills.
5. Strong presentation skills.
6. Demonstrated strategic focus.
7. Strong drive for success and results.
8. Demonstrated relationship building skills.
9. Ability to challenge conventional mindset.
10. Ability to work cross functionally with key stakeholders towards driving new business.

WORKING CONDITIONS

1. Remote / Field-based role that will interface in healthcare settings requiring possible use of personal protective equipment.
2. Up to 50% travel required which can include nights and weekends.

TOTAL COMPENSATION RANGE:

1. $90,000 - $175,000. 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:

1. Medical, behavioral & prescription drug coverage.
2. Health Savings Account (HSA).
3. Dental.
4. Vision.
5. 401(k) savings plan with company match and profit sharing.
6. Basic and supplemental Life and AD&D insurance.
7. Flexible Spending Accounts (FSAs).
8. Short & long-term disability.
9. Employee Assistance Program (EAP).
10. 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 a monthly car allowance, mileage reimbursement, company issued phone and laptop.