National Strategic Account Manager

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!

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.

• 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…