Develop annual account budgets based on past performance, practice needs, product utilization trends, and Pipeline’s strategic goals.
Manage assigned accounts through relationship selling. Increase same store sales through cross-selling and upselling.
Create strategic account plans for each major healthcare client (physician practices, surgery centers, clinics), considering supply requirements, usage data, and cost-saving opportunities, and present those plans in account review meetings.
Analyze account data regularly (daily/weekly/monthly/quarterly) to monitor purchasing patterns, identify risks and opportunities, and adjust strategies accordingly.
Partner cross-functionally with Operations, Procurement, Marketing, and OPS teams to ensure product availability, efficient delivery, and alignment with client needs.
Maintain accurate forecasts for account and book of business reporting weekly.
- Eliminate Friction Everywhere
- Every Client, Every time, Matters
- Accountable for Excellence
- Each person shapes the client experience
- Teach, Learn, and Grow Together
- Say Yes Before Saying No
- Deliver Sustainable Growth
Requirements
Bachelor’s degree in Business, Marketing, or a related field (MBA a plus).
Minimum 5 years of experience in strategic account management, sales, or business development within medical supply, healthcare distribution, or a related B2B industry.
Proven success managing and growing a book of business, with measurable results in sales and account expansion.
Strong operational understanding, including pricing, logistics, and fulfillment workflows.
Demonstrated ability to balance client relationships with data-driven decision-making and process optimization.
Excellent communication, negotiation, and presentation skills with both internal and external stakeholders.
Proficiency in CRM tools (Zoho, Salesforce, or similar) and Microsoft Office Suite.
Ability to travel up to 20% for client meetings, industry events, or internal collaboration.
Benefits
Skills Required
- Bachelor's degree in Business, Marketing, or a related field
- Minimum 5 years of experience in strategic account management, sales, or business development within medical supply, healthcare distribution, or a related B2B industry
- Proven success managing and growing a book of business, with measurable sales and account expansion results
- Strong operational understanding, including pricing, logistics, and fulfillment workflows
- Ability to balance client relationships with data-driven decision-making and process optimization
- Excellent communication, negotiation, and presentation skills
- Proficiency in CRM tools such as Zoho, Salesforce, or similar
- Proficiency in Microsoft Office Suite
- Ability to travel up to 20% for client meetings, industry events, or internal collaboration
- MBA
What We Do
Pipeline Medical is a physician-founded, single-source medical supply provider serving non-acute healthcare customers. It operates as a group purchasing organization, distributor, and materials manager, supplying more than 750,000 products, including surgical and general medical supplies, laboratory essentials, pharmaceuticals, aesthetic injectables, capital equipment, custom procedure packs, and personal protective equipment to practices and surgery centers while helping them reduce procurement costs and administrative burden.
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