National Sales Manager - ABC Home Medical Supply (US)

ABC Home Medical Supply, Inc is one of the nation’s leading urological supply providers and serves as a one-stop shop with a comprehensive line of medical supplies and service that includes: Urological, Incontinence, Wound Care, and Ostomy.  ABC Medical is part of the JDS, Inc family of businesses.  Our service companies possess the knowledge and expertise to deliver first-class products and personalized home healthcare services.  

Location: WFH (US6)  Department: Sales 

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​The National Sales Manager leads ABC Medical’s sales organization, driving revenue, profit, and market share objectives for intermittent catheters and related products. This leader develops and manages a high-performing field and inside sales team and ensures seamless execution of ABC’s commercial strategy. 

Commercial Strategy & Execution

• Develop and execute ABC Medical’s Annual Operating Plan (AOP), sales strategies and tactics in collaboration with Marketing, Finance, Contracting, Operations, and Hollister’s Continence Care team. 

• Align the organization’s field and inside sales resources to maximize referral generation and new starts from rehabs, SCI centers, and urology offices. 

• Oversee segmentation, targeting, and territory planning to ensure coverage of high-potential accounts (Tier A/B/C). 

• Monitor and report on leading and lagging KPIs such as calls, visits, in-services, conversions, referrals, new starts, clinician portal adoption, sales, market share, margin contribution, expenses, etc.; initiate corrective actions as needed. 

Team Leadership & Development

• Lead, coach, and develop a team of ABC field Territory Managers and Inside Account Executives and Supervisor(s). 

• Implement best practices for sales execution, including customer segmentation, targeting, and satisfaction. 

• Drive adoption and performance of KPIs within CRM (Salesforce, Brightree and/or equivalent). 

• Design sales objectives, quotas, and incentive plans; analyze results and manage performance. 

• Provide ongoing coaching, feedback, and succession planning for team members. 

• Foster a culture of Sales Excellence and superior customer experience. 

• Ensure adherence to all required training and US Compliance Code requirements. 

Partnership Management (Hollister Continence Care)

• Coordinate joint account planning, territory alignment, and field/inside sales collaboration. 

• Ensure clear rules of engagement and compliance in joint activities. 

• Lead regular business reviews, performance updates, and strategic planning sessions with Hollister’s Continence Care team. 

Communication & Market Orientation

• Liaise regularly with ABC and Hollister’s Continence Care leadership, Marketing, and peers. 

• Present business updates, sales performance reviews, and KPI dashboards to senior leadership. 

• Lead preparation and presentation of business reviews, annual plans, and strategic initiatives. 

• Maintain up-to-date knowledge of customer needs, competitors, payers, and regulatory environment. 

Essential Functions

• Ability to travel up to 50% of the time, including overnight, for customer and team engagement. 

• Demonstrated experience managing both field and inside sales teams. 

• Proven ability to lead cross-functional and cross-company partnerships. 

Qualifications

  Bachelor’s degree in business, marketing, or related field required. 

• Minimum of 8 years’ experience in sales/sales management; 10+ years preferred. 

• Experience in DME, medical device, or healthcare sales strongly preferred. 

• Working knowledge of CRM systems (Salesforce or equivalent). 

• Excellent negotiation, coaching, and team development skills. 

• Strong written, verbal, and presentation skills. 

• Strategic thinker with hands-on leadership style. 

• Proven ability to drive results through others. 

• Collaborative, adaptable, and highly organized. 

• Committed to ABC Medical’s mission, vision, and values 

Job Req ID: 35820

EOE Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Team members shall adhere to high standards of ethical conduct and will comply with and assist the Company in complying with all policies and applicable laws and regulations.

Accommodations Statement

ABC Medical endeavors to make www.abc-med.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the ABC Medical HR Department at [email protected].  This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.