Inside Sales Rep/ Inside Account Rep - ABC

Summary:

Drive qualified Hollister and non-Hollister intermittent catheter (IC) referrals from rehabilitation facilities and urology practices to ABC Medical by owning the full inside sales cycle including targeting, education, relationship building, business development and referral conversion while partnering closely with ABC and Hollister Territory Managers.

Responsibilities:

• Own a named territory aligned to approximately X Hollister Territory Managers (TMs); serve as the single ABC point of contact on the inside (with designated backups).
• Maintain a rolling 120-day account plan with Tier A/B/C prioritization (rehab units, SCI centers, high volume urology groups)
• Build and strengthen relationships with key facility personnel.
• Understand each facility’s referral setup, preferences, pain points, needs, and competitive environment.
• Monitor and drive timely processing of referrals and new starts.
• Respond to clinician and TM inquiries regarding patient and order status
• Secure necessary verbal authorizations and medical documentation in support of new starts and reorders
• Schedule and deliver concise virtual in-services on ABC’s value proposition (Portal, Navigator, CSAT, payer coverage, formulary, process), CIC technique/product, patient utilization/compliance, etc.
• Maintain CRM pipeline hygiene & forecasting: log all activities and outcomes; forecast monthly; follow up post-TM visit within 48 hours
• Serve as the voice of the customer by surfacing barriers, competitive intelligence, and content needs; propose actions to improve access, TIP, and conversion.
• Processing urgent sample shipments upon customer requests.
• Execute business development strategy for the territory (e.g., target high and mid-volume accounts with no referrals to ABC in the past 6/12/18 months, rural facilities, etc.)
• Deliver in-services and secure referrals, transition to account management and growth
• Perform other duties as assigned and required.

Essential Functions of the Role**:

• Travel in market as needed (~2 week/quarter) for Tier A visits, attending Lunch and Learns with Hollister/ABC TMs, relationship deepening, and promoting ABC services.
• Schedule virtual meetings with customers as needed.

Work Experience Requirements

• Number of Overall Years Necessary: 2-5
• Proven ability to communicate effectively, both verbally and in writing
• Strong customer-centric mindset with demonstrated problem-solving skills
• Ability to perform well under pressure and respond to issues with a sense of urgency
• Highly self-motivated and goal-oriented, with a track record of meeting or exceeding performance targets
• Prior experience working in the Durable Medical Equipment (DME) industry or a related healthcare field

Education Requirements

• High School Diploma or Associate’s degree preferred in Business, Marketing, Healthcare Administration, Life Sciences, or a related field

Specialized Skills/Technical Knowledge:

• Experience using CRM systems (e.g., Salesforce) for tracking, forecasting, and reporting (preferred)
• Knowledge of healthcare referral processes, payer coverage, or medical supply industry
• Strong analytical and data interpretation skills
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook)
• Strong persuasion and relationship building skills
• Comfortable with cold calling and lead follow-ups