National Accounts Manager

NATIONAL ACCOUNTS MANAGER

Position Title: National Accounts Manager

Job Type: Full Time

Department: Sales

Travel: Up to 75%

Business Unit: Tiger Aesthetics BioDerma, a Division of Tiger Aesthetics

Location: Remote

Reports To: Chief Commercial Officer

Exempt/Non-Exempt: Exempt

Who is Tiger Aesthetics BioDerma?

Tiger Aesthetics BioDerma is a specialized aesthetics partner rooted in tissue engineering and innovative medical devices. Through a portfolio of cutting-edge products, BioDerma helps providers meet the growing demand for regenerative modalities and expand what’s possible in modern aesthetic medicine.

Purpose 

The National Accounts Director is responsible for building and executing the Tiger BioDerma national account strategy to identify, prioritize, acquire, implement, and grow strategic national accounts. This role will identify the highest-value target organizations, develop access to key corporate and clinical decision-makers, and build durable business relationships that create long-term growth opportunities. 

A critical responsibility of the role is ensuring that corporate agreements translate into meaningful adoption, utilization, and revenue at the individual practice level. The National Accounts Director will partner closely with Regional Sales Directors (RSDs) and Aesthetic Territory Managers (ATMs) to implement agreements, activate locations, remove barriers to adoption, and ensure national account partnerships produce measurable results. 

Responsibilities 

• Build and continuously refine the Tiger BioDerma national account strategy, including target identification, segmentation, prioritization, and account planning. 
• Identify and prioritize the highest-potential national and strategic accounts based on organizational scale, growth potential, geographic footprint, provider base, aesthetics opportunity, and strategic fit. 
• Develop access to executive, corporate, procurement, clinical, operational, and other key decision-makers within target and existing accounts. 
• Build and maintain strong, multi-level relationships with national account stakeholders and serve as a strategic business partner to assigned accounts. 
• Develop comprehensive account plans that define objectives, decision-makers, opportunities, competitive landscape, relationship strategy, and specific actions required to win and grow each account. 
• Prospect, identify, and develop new national account opportunities through market research, networking, referrals, industry events, conferences, and direct outreach. 
• Lead the national account sales process from discovery and relationship development through proposal, negotiation, contracting, implementation, and ongoing growth. 
• Present Tiger BioDerma products, clinical value, business value, and partnership opportunities to executive-level and other key decision-makers. 
• Support contract negotiations and renewals in partnership with commercial leadership, legal, finance, and other internal stakeholders. 
• Translate corporate agreements into field-level execution by creating clear implementation plans, identifying participating practices and providers, and establishing ownership and timelines. 
• Partner closely with RSDs and ATMs to ensure contracted accounts are activated, individual practices adopt the agreed products and programs, and opportunities are converted into measurable results. 
• Monitor account implementation, utilization, revenue, and growth by account and practice; identify gaps and create action plans to improve adoption and performance. 
• Conduct regular business reviews with national account customers and internal stakeholders to evaluate performance, strengthen relationships, identify expansion opportunities, and address barriers. 
• Coordinate cross-functionally with sales, marketing, medical/clinical, training, finance, operations, and leadership to deliver customized solutions and exceptional account support. 
• Build and maintain a robust pipeline of qualified national account opportunities and provide accurate forecasting of expected business. 
• Expand opportunities within existing accounts through new locations, providers, products, services, and strategic initiatives. 
• Maintain accurate account plans, customer records, sales activity, implementation status, and opportunity data within CRM systems. 
• Provide leadership with regular reporting on target-account progress, relationship development, contracts, implementation, adoption, revenue, pipeline, and key risks or opportunities. 

Success in the Role 

• A clearly defined and prioritized national account target list with actionable account plans. 
• Strong access and relationships with the right corporate and practice-level decision-makers. 
• National agreements that are successfully implemented across participating practices and locations. 
• Consistent collaboration between National Accounts, RSDs, and ATMs to drive local execution and adoption. 
• Measurable growth in account activation, product utilization, revenue, retention, and expansion. 
• A healthy, qualified national account pipeline with accurate forecasting and clear next steps. 

Skills 

• Strong strategic planning, business development, negotiation, communication, and presentation skills. 
• Executive presence and the ability to build credibility with senior corporate and clinical decision-makers. 
• Strong relationship-building skills with the ability to navigate complex, multi-level organizations. 
• Ability to translate corporate strategy into field execution and measurable business results. 
• Strong analytical, forecasting, and account-planning capabilities. 
• Proficiency with CRM systems and Microsoft Office Suite; Salesforce.com experience a plus. 
• Ability to write clear business correspondence, account plans, reports, and presentations. 

Qualifications / Requirements 

• Existing relationships with key National, Regional, and Super Regional accounts within Aesthetics and Cosmetic Dermatology are strongly preferred. 
• 5+ years of experience in sales, business development, key account management, and national accounts. 
• Proven track record of building strategic accounts, achieving sales objectives, and developing long-term customer relationships. 
• Experience managing complex customer relationships and navigating multi-location or multi-stakeholder organizations. 
• Experience in aesthetics, medical devices, healthcare, pharmaceuticals, or another highly regulated industry preferred. 
• Demonstrated ability to develop and execute strategic account plans and drive adoption across decentralized locations or practices. 
• Ability and willingness to travel as required.