Job Description
Job Description
This is a remote position.
JOB OVERVIEW
Job Location: Onshore Remote
Job Type: Full time
Department: Sales
Reports To: Sales Manager
Travel: 20%
Direct Report(s): N/A
THE OPPORTUNITY
A National Sales Manager at Pipeline Medical is expected to lead nationwide sales performance for a product line or business unit, owning strategy, targets, and execution across regions. The role is highly cross-functional, focusing on growth that requires 60% of new business to come through vetting and building customer relationships, as well as consistent national execution, while maintaining their current book of customers
Leverage Pipeline’s proprietary med tech marketplace platform to deliver strategic sourcing solutions across product catalog, including surgical supplies, pharmaceuticals, medical aesthetics, pharmacy, and capital equipment.
RESPONSIBILITIES
National-level sales strategy & execution
- Translate corporate strategy into regional plans, programs, and sales strategies; ensure consistent adoption across the country.
Key account & executive relationship management
- Own relationships with large national accounts and senior customer stakeholders; negotiate high-value agreements.
- Maintain strong credibility with providers, manufacturers, payers, or health systems, with a cross-functional selling skill set
- Serve as a strategic advisor delivering white-glove support to large accounts, including formulary customization, allocation resolution, and short-supply sourcing.
Forecasting, analytics, and performance
- Deliver monthly/quarterly/annual forecasts; track pipeline health and national performance metrics.
- Analyze market/competitive trends and adjust strategy to protect or grow share.
Cross-functional collaboration
- Partner with Marketing, Product, Operations, Finance, and Sales Ops to enable execution (collateral, pricing, contracting, incentives, CRM, launch readiness).
- Ensure sales incentives, tools, and processes support national objectives.
Travel & representation
- 20% travel to regions, strategic account
KPI
- To achieve or exceed individual monthly goals.
- CULTURE COMPETENCIES
- Eliminate Friction Everywhere
- Deliver Sustainable Growth
- Every Client, Every time, Matters
- Accountable for Excellence
- Each person shapes the client experience
- Teach, Learn, and Grow Together
- Say Yes Before Saying No
Requirements
- Experience: Usually 7–12+ years in B2B/healthcare/pharma/med-device distribution sales, including several years leading multi-region initiatives.
- Education: Bachelor’s in Business/Marketing or similar; MBA a plus for national leadership roles.
- Strategic & analytical: Strong command of forecasting, sales metrics, market sizing, and competitive strategy.
- Commercial skills: Expert negotiation, enterprise contracting, and C-level relationship building.
- Tools: CRM fluency (Salesforce-type systems), Excel/BI dashboards, pipeline discipline.