Position Overview:The Enterprise National Account Manager owns the full-cycle sales relationship with mid-market and enterprise healthcare accounts, converting fragmented, incumbent-vendor compliance arrangements into a single, coordinated MedPro/MP1 partnership. This role exists to grow MedPro's regulated waste and compliance services footprint across multi-site healthcare organizations by combining disciplined inbound execution with proactive, self-sourced outbound pipeline-building. Success looks like a rep who runs a structured, discovery-driven sales process, consistently converts a defined inbound/plus-one mix into closed, recurring-revenue agreements, and reaches full individual quota (~$35K/month GP) within 90 days - directly fueling MP1 Solutions' growth as the category-defining Compliance Services Organization.
Key Responsibilities:- Own a full-cycle enterprise sales pipeline: prospect, qualify, propose, negotiate, and close multi-site regulated waste and compliance service agreements (RMW, shredding, pharmaceutical/Rx disposal, OSHA/HIPAA/BBP training) with mid-market and enterprise healthcare accounts (ASCs, FQHCs, multi-location practice groups, health systems).
- Carry and consistently deliver against an individual quota with a defined mix target across core inbound-sourced opportunities and self-sourced ("plus-one") pipeline.
- Run a self-sourced outbound motion in addition to inbound lead work - closed-lost account win-back calling, partner referral channels, or account-based outbound calling segmented by vertical.
- Execute a structured, discovery-driven sales process: identify the caller's core pain (new office setup vs. dissatisfaction with an incumbent vendor), confirm the decision-maker/gatekeeper, position MedPro's Low Cost Guarantee and bundled service offering, and drive every call to a clear next step or a direct ask for the business.
- Maintain disciplined CRM hygiene and pipeline accuracy in Salesforce, including accurate stage, forecast, and next-step data.
- Meet weekly activity, pipeline-creation, and script-adherence standards tied to MedPro's lead-access scorecard.
- Manage populated service addenda and proposal documentation for multi-site accounts, coordinating with internal teams (compliance, account setup, billing) through contract execution and onboarding handoff.
- Participate in ongoing sales enablement - script and objection-handling refinement, AI-assisted call coaching (Steel Trap) feedback, and collateral/process improvement input.
Required Qualifications:- Years of experience: 3+ years of full-cycle B2B sales experience carrying and consistently exceeding an individual quota, ideally in a solution-selling or multi-product/service environment rather than a single-SKU or single-product background
- Industry background: Proven ability to manage a complex, multi-stakeholder sales cycle - identifying decision-makers and gatekeepers, navigating multi-site/multi-location accounts, and closing recurring-revenue service agreements (not just one-time transactions); strong outbound/self-sourcing discipline in addition to working inbound leads
- Technical skills: CRM proficiency (Salesforce preferred) and comfort operating inside a metrics-driven, scorecard-based performance environment; excellent discovery and consultative selling skills - able to run a structured discovery conversation rather than a feature/price pitch
- Education: Bachelor's degree preferred (business, healthcare administration, or related field) but not required in lieu of relevant experience
Nice-to-Have:- Demonstrated experience selling into healthcare, medical, dental, or other regulated/compliance-driven verticals (or a clearly transferable regulated-services sales background); experience selling against an entrenched incumbent competitor (competitive displacement sales)
- Familiarity with value-based, guarantee-backed, or price-lock sales models; prior experience with AI-assisted call coaching/QA tools
Compensation and Benefits:- Earning Potential: OTE of $115K-$135K+ with uncapped commissions
- Career Growth: Clear advancement pathways, mentorship, and ongoing training
- Health & Wellness: Comprehensive medical, dental, and vision insurance for you and your family
- Work-Life Balance: Generous PTO, paid holidays, and a collaborative, high-energy culture
- Meaningful Impact: Help healthcare providers improve compliance and focus on patient care
Application Process:Shortlisted candidates will be required to complete a brief sales skills assessment before the initial interview.
