Manager, National Accounts

Description

Position Summary

The Manager, National Accounts is a key individual contributor responsible for driving strategic growth and high-value partnerships across the Northeast, Southeast, and other priority U.S. markets. Reporting to the Senior Vice President of Sales, this role is instrumental in expanding Sharps Medical Waste Services' presence with national and regional healthcare providers, including Long-Term Care Facilities, Integrated Health Systems, Dental and Dialysis Clinics, Veterinary Practices, and Laboratories.

With a strong focus on business development, relationship management, and value-based selling, the National Accounts Manager serves as the primary driver of new business acquisition and retention for multi-site and enterprise-level customers. This role requires deep cross-functional collaboration to ensure operational excellence, customer satisfaction, and consistent brand execution across all touchpoints.

Key Responsibilities

Strategic National Account Growth (65%)

• Identify and pursue new national and regional business opportunities across key healthcare and medical market segments.
• Develop and maintain relationships with executive decision-makers, procurement leaders, and operational stakeholders at multi-site healthcare organizations.
• Lead the development and delivery of compelling customer pitches, proposals, and customized solutions that align with Sharps MWS' service capabilities and value proposition.
• Partner with distribution and channel teams to ensure alignment and execution of shared growth objectives.
• Support the Senior Vice President of Sales in the management and expansion of key national accounts, including contract renewals, pricing strategy, and performance reviews.
  
  

Program Execution & Customer Retention (35%)

• Collaborate with Marketing, Customer Experience, and Operations to launch customer-specific programs that demonstrate measurable impact and return on investment.
• Ensure national account programs are successfully implemented across varied facility types, with a focus on delivering high service consistency and compliance.
• Track program performance, collect customer feedback, and adapt strategies to evolving customer needs and market trends.
• Foster a culture of partnership and accountability by maintaining open lines of communication between internal teams, external partners, and customer stakeholders.
  
  

Requirements

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Healthcare Administration, or related field (preferred).
• 5+ years of progressive experience in B2B sales, preferably within healthcare, environmental services, or regulated industries.
• Proven success managing national or multi-regional customer accounts with complex buying structures and service delivery models.
• Exceptional relationship-building, negotiation, and presentation skills.
• Strong analytical skills with the ability to develop strategic account plans and data-driven business cases.
• Experience working cross-functionally to drive outcomes in customer satisfaction, program execution, and revenue growth.
• Highly self-driven and results-oriented with a collaborative approach and the ability to thrive in a fast-paced, growing organization.
• Willingness to travel up to 75% to support customer visits, industry events, and internal meetings.