National Accounts Manager

National Accounts Manager

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). This role develops long-term relationships and comprehensive account strategies, partners closely with Marketing and Finance to structure and evolve deals, and drives heavy collaboration with the sales team on execution to ensure high levels of customer satisfaction and the timely delivery of products and services that meet the customer's needs.

The role owns overall account profitability, retention, the renewals calendar and process, and the identification and capture of new business opportunities within existing accounts. This position exemplifies a high degree of professionalism, communication, and product knowledge within the complex rehab industry.

• Account Growth & Profitability Ownership:
  Hold full ownership of, and accountability for, the growth and profitability of the company's National Accounts and the U.S. Department of Veterans Affairs (VA), 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.

• Excellent verbal and written communication, presentation, and negotiation skills.
• Strong leadership and collaboration skills.
• Ownership mindset with full accountability for P&L outcomes, including revenue, margin, and growth across assigned accounts.
• Strong commercial awareness, strategic mindset, and an ability to analyze data to translate results into actionable strategies.
• Exceptional relationship-building skills, integrity, and a customer-focused approach.
• Exceptional proven business acumen with an understanding of market potential, profit margins, and contract development and negotiation.
• Ability to collaborate…