Director, National Accounts

Position Summary

The Director, National Accounts is responsible for developing and executing the strategic growth plan for enterprise and multi-site customers across the United States and Canada. Reporting to the Vice President of North America Sales, this leader will drive national account strategy, expand relationships with key corporate customers, identify new market opportunities, and lead a high-performing National Accounts team to achieve revenue and business objectives.

This role partners cross-functionally with Sales, Marketing, Clinical, Service, Finance, Operations, and Executive Leadership to deliver enterprise solutions that create long-term customer value while accelerating sustainable business growth.

Duties & Responsibilities

• Develop and execute the National Accounts strategy to drive growth within enterprise, corporate, and multi-location customers across North America.
• Identify, prioritize, and penetrate new strategic market segments and national account opportunities.
• Build, cultivate, and maintain executive-level relationships with key decision-makers within strategic customer organizations.
• Lead the development and execution of comprehensive strategic account plans, including revenue targets, customer objectives, growth initiatives, and success metrics.
• Establish annual sales goals and performance expectations for the National Accounts team, providing ongoing coaching, accountability, and performance management.
• Recruit, develop, and retain a high-performing team of National Account professionals while fostering a culture of collaboration, accountability, and continuous improvement.
• Partner with Regional Sales, Marketing, Clinical, Service, Finance, Operations, and other cross-functional teams to deliver coordinated customer solutions and exceptional customer experiences.
• Lead complex negotiations, enterprise sales opportunities, contract discussions, and executive-level business reviews.
• Continuously evaluate customer needs, market trends, and competitive activity to identify opportunities and adjust strategic direction as needed.
• Coordinate executive leadership engagement for key customer initiatives, negotiations, and strategic partnerships.
• Monitor account performance, customer satisfaction, retention, and profitability while implementing strategies to maximize long-term growth.
• Utilize Salesforce.com and other CRM tools to maintain pipeline visibility, forecast accuracy, and strategic account reporting.
• Develop and present business reviews, sales forecasts, and strategic updates to executive leadership.
• Ensure National Accounts processes, documentation, and reporting align with company standards and objectives.
• Other duties as needed or required.
  
  

Qualifications

Minimum Requirements & Qualifications:

• Bachelor's degree in Business, Marketing, or a related field, or equivalent combination of education and experience.
• 7 years of progressive sales experience, including enterprise or National Accounts leadership.
• 5 years of people leadership experience with a demonstrated history of building, coaching, and developing high-performing sales teams.
• Proven success leading strategic account growth and consistently achieving or exceeding revenue objectives.
• Strong executive presence with exceptional communication, presentation, negotiation, and relationship-building skills.
• Demonstrated ability to develop and execute strategic business plans that drive measurable results.
• Strong financial and business acumen with experience managing forecasts, pipelines, and sales performance metrics.
• Proficiency with Salesforce.com and Microsoft Office.
• Excellent analytical, problem-solving, and decision-making skills.
• Ability to work effectively across multiple departments in a highly collaborative environment.
• Ability to travel up to 50% throughout the United States and Canada.