Inside Sales Rep/ Inside Account Rep TN

ABC Medical, Inc.; Mount Juliet (TN); On-site; USD 55,000 - 75,000; Full time

Job summary

ABC Home Medical Supply, Inc is a leading urological and home health care products provider serving as a one-stop shop for urological supplies, incontinence care, wound care and ostomy products. The role covers a multi-location territory supporting Hollister and non-Hollister referrals within the ABC network.

The Inside Sales/Territory role focuses on driving referrals, managing a full sales cycle, educating clinicians, and building strong relationships with rehab facilities and urology

Qualifications

• 2–5 years of overall work experience in sales or related roles.
• Proven ability to communicate effectively, both verbally and in writing.
• Strong customer-centric mindset with problem-solving skills.
• Ability to work well under pressure and respond with urgency.
• Self-motivated, goal-oriented with track record of meeting targets.
• Experience in durable medical equipment (DME) or related healthcare field preferred.

Responsibilities

• Own a named territory aligned to Hollister Territory Managers; act as the single ABC contact point inside.
• Maintain a rolling 120-day account plan with prioritization for rehab units, SCI centers, and high-volume urology groups.
• Build and strengthen relationships with key facility personnel.
• Understand each facility’s referral setup, preferences, pain points and needs.
• Monitor and drive timely processing of referrals and new starts.
• Respond to clinician and TM inquiries regarding patient and order status.
• Secure verbal authorizations and medical documentation for new starts and reorders.
• Schedule and deliver virtual in-services on ABC’s value proposition and CIC products.
• Maintain CRM hygiene & forecasting; log activities and forecast monthly.
• Surface barriers and competitive intelligence; propose actions to improve access and conversion.
• Process urgent sample shipments upon customer requests.
• Execute territory development strategies to grow referrals.
• Deliver in-services, secure referrals, and support transition to account management.
• Perform other duties as assigned.

Skills

Communication

Sales experience

Relationship building

Cold calling

Problem solving

Self-motivated

Goal oriented

Education

High School Diploma or Associate

Tools

Salesforce

Microsoft Office

Job description

ABC Home Medical Supply, Inc is one of the nation’s leading urological supply providers and serves as a one-stop shop with a comprehensive line of medical supplies and service that includes: Urological, Incontinence, Wound Care, and Ostomy. ABC Medical is part of the JDS, Inc family of businesses. Our service companies possess the knowledge and expertise to deliver first-class products and personalized home healthcare services.

Location: Nashville

Department

Location: Port St. Lucie, FL / Mt Juliet, TN

Summary

Drive qualified Hollister and non-Hollister intermittent catheter (IC) referrals from rehabilitation facilities and urology practices to ABC Medical by owning the full inside sales cycle including targeting, education, relationship building, business development and referral conversion while partnering closely with ABC and Hollister Territory Managers.

Responsibilities

• Own a named territory aligned to approximately X Hollister Territory Managers (TMs); serve as the single ABC point of contact on the inside (with designated backups).
• Maintain a rolling 120-day account plan with Tier A/B/C prioritization (rehab units, SCI centers, high volume urology groups)
• Build and strengthen relationships with key facility personnel.
• Understand each facility’s referral setup, preferences, pain points, needs, and competitive environment.
• Monitor and drive timely processing of referrals and new starts.
• Respond to clinician and TM inquiries regarding patient and order status
• Secure necessary verbal authorizations and medical documentation in support of new starts and reorders
• Schedule and deliver concise virtual in-services on ABC’s value proposition (Portal, Navigator, CSAT, payer coverage, formulary, process), CIC technique/product, patient utilization/compliance, etc.
• Maintain CRM pipeline hygiene & forecasting: log all activities and outcomes; forecast monthly; follow up post-TM visit within 48 hours
• Serve as the voice of the customer by surfacing barriers, competitive intelligence, and content needs; propose actions to improve access, TIP, and conversion.
• Processing urgent sample shipments upon customer requests.
• Execute business development strategy for the territory (e.g., target high and mid-volume accounts with no referrals to ABC in the past 6/12/18 months, rural facilities, etc.)
• Deliver in-services and secure referrals, transition to account management and growth
• Perform other duties as assigned and required.

Essential Functions of the Role

• Travel in market as needed (~2 week/quarter) for Tier A visits, attending Lunch and Learns with Hollister/ABC TMs, relationship deepening, and promoting ABC services.
• Schedule virtual meetings with customers as needed.

Work Experience Requirements

• Number of Overall Years Necessary: 2-5
• Proven ability to communicate effectively, both verbally and in writing
• Strong customer-centric mindset with demonstrated problem-solving skills
• Ability to perform well under pressure and respond to issues with a sense of urgency
• Highly self-motivated and goal-oriented, with a track record of meeting or exceeding performance targets
• Prior experience working in the Durable Medical Equipment (DME) industry or a related healthcare field

Education Requirements

• High School Diploma or Associate’s degree preferred in Business, Marketing, Healthcare Administration, Life Sciences, or a related field

Specialized Skills/Technical Knowledge

• Experience using CRM systems (e.g., Salesforce) for tracking, forecasting, and reporting ( preferred)
• Knowledge of healthcare referral processes, payer coverage, or medical supply industry
• Strong analytical and data interpretation skills
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook)
• Strong persuasion and relationship building skills
• Comfortable with cold calling and lead follow-ups

EOE Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Team members shall adhere to high standards of ethical conduct and will comply with and assist the Company in complying with all policies and applicable laws and regulations.

Accommodations Statement

ABC Medical endeavors to make www.abc-med.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the ABC Medical HR Department at [e-mail] . This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.