Account Manager

Job Description JOB OVERVIEW Job Location: USA - Remote Job Type: Remote Department: Sales Reports To: Sales Manager OVERVIEW Pipeline Medical is entering an exciting transitional phase within its sales organization. To strengthen our foundation and drive continued growth, we’re seeking a Strategic Account Manager who can blend sales excellence with operational expertise. This role is ideal for a results-driven professional who can stabilize existing accounts, grow revenue within an assigned portfolio, and identify new opportunities for expansion. The Strategic Account Manager will play a key role in deepening client relationships, improving operational efficiency, and driving overall profitability. The ideal candidate will have experience in healthcare distribution or medical supply sales, with proven success working in marketplace environments and collaborating with U.S.-based employers or clients. They should bring a sales-focused mindset, strong account management discipline, and a solid understanding of operational processes to ensure both client and company goals are consistently achieved. RESPONSIBILITIES 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. CULTURE COMPETENCIES 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 QUALIFICATIONS 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 15 days PTO 20 days PTO after 3 years 2 Floating Bank Holidays 401k Health Insurance Company Laptop