National Account Manager

HMP Global; Malvern (Chester County); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) Matching

Life Insurance

Job summary

HMP Global is seeking an established National Accounts Manager to own and grow a portfolio of non-pharmaceutical healthcare accounts across the Psych Congress franchise. You will independently manage the full sales cycle, build a qualified pipeline, and develop consultative solutions to drive revenue from exhibit space, sponsorships, digital advertising, and integrated marketing programs.

The role requires strong commercial judgment, client communication, and the ability to translate business

Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• At least 3 years of successful full-cycle B2B sales experience, including independent prospecting, consultative discovery, proposal development, negotiation, and close.
• Experience selling event sponsorships, exhibit space, media, or marketing services to healthcare organizations.
• Strong pipeline management and forecasting with CRM proficiency (HubSpot or Salesforce).
• Executive-level presentation, written communication, negotiation, and relationship-management skills.

Responsibilities

• Own an assigned account portfolio and revenue target with territory planning and forecasting.
• Manage the full sales cycle independently from discovery to contract.
• Sell exhibit space, sponsorships, digital advertising, and integrated marketing solutions across the portfolio.
• Build a pipeline of new business through outreach, referrals, and events.
• Develop account plans identifying priorities, decision-makers, budget cycles, and cross-sell opportunities.
• Lead discovery calls, presentations, and negotiations with senior client and agency stakeholders.
• Maintain CRM records and provide reliable forecasts and next steps.

Skills

Full-cycle B2B sales

Prospecting

Discovery & needs analysis

Proposal development

Negotiation

CRM management

Education

Bachelor's degree

Tools

HubSpot

Salesforce

Job description

Location: Remote or Hybrid (if within 50 miles of our East Windsor, NJ or Malvern, PA office)

Travel: Approximately 6 to 8 trips annually

Compensation: Guaranteed base salary + uncapped commission

Benefits: Medical, dental, vision, 401 (k) with discretionary company match, life

About HMP Global

HMP Global is a leading healthcare event and education company with a dominant position in several therapeutic areas, including oncology, psychiatry and behavioral health, cardiovascular care, wound care, and public safety. With a mission to improve patient care, we deliver information and education to healthcare professionals through more than 400 global, regional, and local events and reach more than 4 million users monthly through digital networks and social channels.

The Opportunity

We are seeking an established, self-directed sales professional to own and grow a portfolio of non-pharmaceutical and select healthcare accounts across the Psych Congress franchise. This is not an entry-level or heavily supervised role. The National Accounts Manager is expected to enter with a working command of full-cycle B2B sales, independently build and manage a qualified pipeline, develop consultative solutions, and move opportunities from prospecting through contract without relying on day-to-day direction.

The successful candidate will sell exhibit space, event sponsorships, digital advertising, and integrated marketing programs to healthcare organizations and their agencies. The role requires strong commercial judgment, disciplined follow-through, confident client communication, and the ability to translate business objectives into packages that create measurable value.

Core Responsibilities

• Own an assigned account portfolio and revenue target, including territory planning, account prioritization, prospecting, retention, expansion, and forecasting.
• Manage the complete sales cycle independently: identify opportunities, conduct discovery, develop solutions, prepare proposals, navigate objections, negotiate terms, secure contracts, and coordinate a clean internal handoff.
• Sell exhibit space, event sponsorships, digital advertising, and integrated marketing solutions across HMP Global's psychiatry portfolio.
• Build a consistent pipeline of qualified new business through strategic outreach, networking, referrals, event engagement, and thoughtful use of HubSpot, ZoomInfo, and LinkedIn.
• Develop account plans that identify client priorities, decision-makers, budget cycles, competitive activity, renewal risk, and cross-sell opportunities.
• Lead polished discovery calls, presentations, and negotiations with senior client and agency stakeholders.
• Create consultative recommendations aligned with each client's objectives, audience, budget, timing, and compliance considerations.
• Maintain accurate, current CRM records and provide reliable forecasts, next steps, close dates, and risk assessments without repeated management follow-up.
• Partner effectively with sales operations, marketing, event operations, finance, and leadership while retaining clear ownership of client communication and deal progression.
• Remain current on the psychiatry market, relevant healthcare trends, client pipelines, competitive events, and HMP Global's evolving product portfolio.
• Represent HMP Global professionally at industry events and onsite meetings, strengthening relationships and identifying incremental revenue opportunities.

Required Qualifications

• Bachelor's degree or equivalent combination of education and directly relevant professional experience.
• At least 3 years of successful full-cycle B2B sales experience, including independent prospecting, consultative discovery, proposal development, negotiation, and close.
• Demonstrated record of meeting or exceeding individual revenue goals and growing an assigned account base.
• Experience selling event sponsorships, exhibit space, media, advertising, marketing services, or another complex solution with multiple internal and external stakeholders.
• Strong pipeline management and forecasting discipline, with practical proficiency in a CRM such as HubSpot or Salesforce.
• Executive-level presentation, written communication, negotiation, objection-handling, and relationship-management skills.
• Ability to organize a high-volume book of business, set priorities, and advance opportunities with limited supervision.
• Sound commercial judgment, personal accountability, resilience, and a consistent sense of urgency.
• Willingness and ability to travel approximately 6-8 times per year; valid driver's license where required for travel.

Preferred Experience

• Healthcare, life sciences, medical communications, pharmaceutical, medical device, or healthcare events/media sales.
• Selling to healthcare organizations, agencies, associations, service providers, technology companies, or other non-pharmaceutical partners.
• Working knowledge of pharmaceutical and healthcare marketing, medical education, and industry compliance considerations.
• Existing relationships within the healthcare marketing, events, or agency ecosystem.

First 90 Days

Days 1-30

Rapidly learn the portfolio, assigned accounts, systems, sales process, and current pipeline; begin leading client outreach and discovery.

Deliver credible product pitches; establish an account plan, validate pipeline and next steps, maintain independent CRM hygiene.

Days 31-60

Assume day-to-day ownership of assigned accounts and active opportunities, originate new meetings and develop proposals with limited oversight.

Average at least 3 qualified client meetings per week, create and advance new opportunities, provide accurate weekly forecasting.

Days 61-90

Operate as the primary commercial owner for the territory and actively convert pipeline into contracted revenue.

Average at least 5 client meetings per week, create at least 2 qualified deals per week, demonstrate measurable progress against the assigned quarterly revenue target.

Success Measures

• Achievement of individual revenue, new-business, retention, and account-growth goals.
• Healthy pipeline coverage, consistent prospecting activity, and reliable forecast accuracy.
• Independent advancement of deals with clear strategy, urgency, and documented next steps.
• Strong client relationships and effective internal coordination through contracting and handoff.
• High-quality CRM data and timely communication of risks, decisions, and support needs.

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