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 

• 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. 

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

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

• 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 

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

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

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

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

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

• Foster a culture of Sales Excellence and superior customer experience. 

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

Partnership Management (Hollister Continence Care) 

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

• Ensure clear rules of engagement and compliance in joint activities. 

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

Communication & Market Orientation 

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

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

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

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

Essential Functions 

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

• Demonstrated experience managing both field and inside sales teams. 

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

 Qualifications: 

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

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

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

• Working knowledge of CRM systems (Salesforce or equivalent). 

• Excellent negotiation, coaching, and team development skills. 

• Strong written, verbal, and presentation skills. 

• Strategic thinker with hands-on leadership style. 

• Proven ability to drive results through others. 

• Collaborative, adaptable, and highly organized. 

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