National Sales Manager - ABC Home Medical Supply

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​The National Sales Manager leads ABC Medical’s sales organization, driving revenue, profit, and market share objectives for intermittent catheters and related products. This leader develops and manages a high-performing field and inside sales team and ensures seamless execution of ABC’s commercial strategy. 

Commercial Strategy & Execution 

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  Develop and execute ABC Medical’s Annual Operating Plan (AOP), sales strategies and tactics in collaboration with Marketing, Finance, Contracting, Operations, and Hollister’s Continence Care team. 

  
  

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  Align the organization’s field and inside sales resources to maximize referral generation and new starts from rehabs, SCI centers, and urology offices. 

  
  

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  Oversee segmentation, targeting, and territory planning to ensure coverage of high-potential accounts (Tier A/B/C). 

  
  

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  Monitor and report on leading and lagging KPIs such as calls, visits, in-services, conversions, referrals, new starts, clinician portal adoption, sales, market share, margin contribution, expenses, etc.; initiate corrective actions as needed. 

  
  

Team Leadership & Development 

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  Lead, coach, and develop a team of ABC field Territory Managers and Inside Account Executives and Supervisor(s). 

  
  

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  Implement best practices for sales execution, including customer segmentation, targeting, and satisfaction. 

  
  

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  Drive adoption and performance of KPIs within CRM (Salesforce, Brightree and/or equivalent). 

  
  

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  Design sales objectives, quotas, and incentive plans; analyze results and manage performance. 

  
  

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  Provide ongoing coaching, feedback, and succession planning for team members. 

  
  

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  Foster a culture of Sales Excellence and superior customer experience. 

  
  

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  Ensure adherence to all required training and US Compliance Code requirements. 

  
  

Partnership Management (Hollister Continence Care) 

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  Coordinate joint account planning, territory alignment, and field/inside sales collaboration. 

  
  

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  Ensure clear rules of engagement and compliance in joint activities. 

  
  

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  Lead regular business reviews, performance updates, and strategic planning sessions with Hollister’s Continence Care team. 

  
  

Communication & Market Orientation 

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  Liaise regularly with ABC and Hollister’s Continence Care leadership, Marketing, and peers. 

  
  

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  Present business updates, sales performance reviews, and KPI dashboards to senior leadership. 

  
  

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  Lead preparation and presentation of business reviews, annual plans, and strategic initiatives. 

  
  

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  Maintain up-to-date knowledge of customer needs, competitors, payers, and regulatory environment. 

  
  

Essential Functions 

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  Ability to travel up to 50% of the time, including overnight, for customer and team engagement. 

  
  

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  Demonstrated experience managing both field and inside sales teams. 

  
  

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  Proven ability to lead cross-functional and cross-company partnerships. 

  
  

 Qualifications: 

  Bachelor’s degree in business, marketing, or related field required. 

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  Minimum of 8 years’ experience in sales/sales management; 10+ years preferred. 

  
  

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  Experience in DME, medical device, or healthcare sales strongly preferred. 

  
  

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  Working knowledge of CRM systems (Salesforce or equivalent). 

  
  

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  Excellent negotiation, coaching, and team development skills. 

  
  

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  Strong written, verbal, and presentation skills. 

  
  

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  Strategic thinker with hands-on leadership style. 

  
  

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  Proven ability to drive results through others. 

  
  

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  Collaborative, adaptable, and highly organized. 

  
  

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  Committed to ABC Medical’s mission, vision, and values