National Sales Manager

The National Sales Manager is responsible for leading and developing a high-performing national sales team while driving revenue growth, customer retention, and strategic market expansion. This role oversees a team of nine Clinical Sales Managers located throughout the United States and is responsible for coaching, performance management, territory development, and execution of the company's sales strategy.

The ideal candidate will have extensive experience negotiating with national and local distributors selling medical devices to hospitals and healthcare systems, with a strong understanding of the hospital purchasing process, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), and value-based selling. This is a hands-on leadership role requiring regular travel to customer sites, trade shows, and field coaching with direct reports.

Essential Duties and Responsibilities

• Lead, coach, and develop a national team of eight Clinical Sales Managers.


• Develop CRM solutions for sales team and marketing.


• Establish sales goals, monitor performance metrics, and hold team members accountable for achieving revenue objectives.


• Develop and execute strategic sales plans to grow market share and increase profitability.


• Conduct regular one-on-one meetings, performance evaluations, and ongoing sales coaching.


• Build and maintain strong relationships with key hospital decision-makers, physicians, nurses, supply chain leaders, and executive stakeholders.


• Maintain a thorough understanding of hospital purchasing processes, including GPO contracts, IDN relationships


• Identify new business opportunities within hospitals, health systems, surgery centers, and other healthcare facilities.


• Collaborate with Marketing, Clinical Education, Customer Service, Operations, and Executive Leadership to support product launches, customer initiatives, and strategic growth opportunities.


• Analyze sales trends, pipeline activity, competitive intelligence, and market conditions to identify opportunities and mitigate risks.


• Prepare accurate sales forecasts, territory analyses, and management reports.


• Recruit, hire, onboard, and develop high-performing sales professionals.


• Ensure compliance with company policies and all applicable healthcare industry regulations.


• Represent the company at national, regional, and local industry conferences and trade shows.

Travel Requirements

• Overnight travel approximately 30–40%.


• Attend approximately national and regional trade shows annually.


• Additional customer and distributor travel as business needs require.

Required Qualifications

• Bachelor's degree from an accredited four-year college or university.


• Minimum of 10 years of successful medical device sales experience selling directly into hospitals or healthcare systems.


• Minimum of 5 years of sales leadership or sales management experience preferred.


• Demonstrated success leading geographically dispersed sales teams.


• Strong understanding of sales management of a diverse team.


• Hospital sales processes


• Medical and Surgical distribution


• Group Purchasing Organizations (GPOs)


• Integrated Delivery Networks (IDNs)


• Hospital value analysis committees


• Contract negotiations


• Proven ability to develop strategic sales initiatives and exceed revenue goals.


• Excellent leadership, coaching, communication, presentation, and negotiation skills.


• Strong analytical and business planning abilities.


• Proficiency with CRM systems and Microsoft Office Suite.


• Valid driver's license and ability to travel extensively.

Preferred Qualifications

• Experience selling infection prevention, surgical, diagnostic, or other disposable/consumable medical device products into hospitals.


• Experience managing distributor relationships.


• Experience launching new medical products.


• Knowledge of healthcare regulatory requirements and compliance standards.

Compensation

• Competitive base salary plus commission incentive plan.


• Performance-based bonus opportunities.


• Comprehensive benefits package including medical, dental, 401(k), and paid time off