Healthcare Sales Representative

Role: Account Manager (Med-Surg / Pharmaceuticals)

Contract: Full-time Employee (40 hours weekly / 160 hours monthly)

Business Hours: Monday through Friday, 9 AM to 5:30 PM EST

Salary Budget: $72,000 - $80,000 annually (Salary is negotiable based on experience and location)

Additional Benefits

• Additional Commission Earnings (on top of base salary)
• Remote Role (80%)
• Travel to New Jersey Office (20%)
• Paid Time Off & Holidays
• Health Insurance and 401(k)

Availability to Start: Immediately

Company Profile

With a robust 17-year track record, this US-based medical supply company is a seasoned provider of medical facilities. Distinguished by an extensive network of over 600 manufacturer contracts, the company provides its customers with access to a wide range of medical products. This expansive catalog showcases the company's commitment to variety, translating into significant cost savings of 20% to 50% across an impressive selection of over 500,000 medical supplies.

What You'll Do

As the Onshore Account Manager, you will play a key role in strengthening client relationships and supporting the company's growth. You will serve as the primary point of contact for assigned accounts, understanding their needs, addressing concerns, and delivering tailored solutions that provide real value. Your responsibilities will include managing an active portfolio, reactivating dormant accounts, identifying opportunities for upselling and cross-selling, and ensuring that clients maximize the benefits of our services. Your background in Pharmaceutical and MedSurg sales will be an advantage as you work with healthcare professionals and facilities. You will collaborate closely with the sales, marketing, and customer support teams to deliver a seamless client experience. Your core responsibilities will include the following:

• Take complete ownership of achieving or exceeding sales targets on a monthly, quarterly, and annual basis.
• Manage assigned accounts through relationship-driven selling, increasing revenue via cross-selling and upselling opportunities.
• Develop and execute strategic account plans for major healthcare clients (physician practices, surgery centers, clinics), taking into account supply requirements, usage data, cost-saving opportunities, and present these plans in account review meetings.
• Proactively identify and pursue new business opportunities by acquiring new accounts and nurturing them through the full sales cycle, aiming for an 80% lead-to-customer conversion rate.
• Conduct in-person and remote account visits, prospecting, and cold-calling to generate new leads and expand existing relationships.
• Create annual account budgets based on historical performance, client needs, product utilization trends, and the organization's strategic goals.
• Analyze account data regularly (daily, weekly, monthly, quarterly) to monitor purchasing patterns, identify risks and opportunities, and adjust account strategies accordingly.
• Collaborate cross-functionally with Operations, Procurement, Marketing, and OPS teams to ensure product availability, timely delivery, and alignment with client requirements.
• Maintain accurate sales forecasts and reports for accounts and the overall book of business on a weekly basis.
• Ensure that all account information is accurate and up-to-date across the CRM and internal systems.

What You Should Have

Must-haves:

• At least five years of experience in Strategic Account Management, Sales Development, or Business Development within a medical supply, pharmaceutical, healthcare distribution, or a related medical-supply B2B industry.
• Minimum of one year of experience in a compounding pharmacy.
• At least three years of track record of selling Pharmaceuticals and MedSurge products (not services) to healthcare clients (physician practices, surgery centers, clinics, etc).
• Strong operational understanding, including pricing, logistics, and fulfillment workflows.
• Demonstrated ability to balance client relationships with data-driven decision-making and process optimization.
• Willing to travel to New Jersey 20% of the time for client meetings, company events, and internal collaboration.
• Knowledge of distributor networks and a strong background in establishing distributor relationships.
• Strong relationship-building and client management skills.
• Skilled negotiator with demonstrated success in closing deals and managing renewals.
• Excellent verbal and written communication; able to present complex ideas clearly.
• Proficiency in CRM tools (Zoho, Salesforce, or similar) and Microsoft Office Suite.
• Strong analytical and problem-solving skills to address client issues and identify opportunities for improvement.
• Exceptional organizational and time management skills, with the ability to prioritize and manage multiple tasks.
• Ability to quickly grasp and apply in-depth company knowledge of the products, services, and new features

Nice-to-haves:

• A minimum of five years of experience in a compounding pharmacy is an advantage.
• A Bachelor's degree in Business and/or an MBA is preferred.
• Experience working with GPOs (current or past, a plus).

Who You Are

We are hoping you are someone who:

• Eliminates friction in every process and interaction.
• Ensures every client feels valued, every time.
• Takes full ownership and upholds the highest standards of excellence.
• Recognizes that each person helps shape the client experience.
• Fosters a culture of continuous teaching, learning, and growth.
• Look for opportunities to say yes before saying no.
• Commits to driving sustainable, long-term growth.