Account Manager

Position Summary:

Direct Supply is building the future of healthcare technology with industry-leading products, solutions, and platforms to help improve the lives of millions of seniors and those who care for them.

In the Account Manager position, you'll own and grow a defined territory of Senior Living communities by selling products and equipment over the phone, driving revenue and margin performance across supply and capital through proactive, strategic selling. Success in this role means consistently delivering results aligned to budget while maintaining strong daily customer engagement and expanding business through recurring supply sales and strategically managed project opportunities. This inside sales role operates as part of an integrated selling team, partnering with Capital Sales Consultants and internal stakeholders to align account strategy and deliver coordinated customer solutions. This role is designed for sellers who thrive in a performance-driven environment where expectations for proactive selling, customer knowledge, outbound activity, and technology adoption continue to grow.

Skills Needed:

• Delivers Results - Seizes new opportunities and tackles challenges head-on with urgency. Takes initiative and consistently hits goals and focuses on key priorities for results. Drives progress through uncertainty and moves others to action.

• Communicates Effectively - Develops and delivers impactful communications for diverse audiences across channels. Excels in both small and large group interactions. Captures attention, actively listens, and guides discussions towards targeted goals.

• Applies AI and Technology - Maximizes proactive selling and consultation time by leveraging AI tools and automation to reduce reactive tasks. Eagerly learns and integrates new technologies and workflows to streamline work, improve efficiency, and support smarter selling.

• Demonstrated ability to lead both simple and more complex sales initiatives through proactive outreach, lead generation, pipeline development, and strategic opportunity management.

• Strong fluency with digital tools and AI-enabled sales platforms to research, prioritize, and convert customer opportunities.

• Proven skill in driving performance through outbound customer engagement.

*Click here for a full list of DS 2.0 Partner skills and definitions.

What You'll Do and Impact:

• Own and grow a defined territory of Senior Living customers by proactively identifying, creating, and advancing sales opportunities to protect and expand existing business while driving revenue and margin performance.

• Build and maintain trusted relationships with key stakeholders - including Administrators, Executive Directors and department leaders - to expand customer touchpoints, uncover unmet needs, and drive proactive sales conversations across phone, email, and digital channels.

• Maintain strong daily outbound activity and engage customers to drive results against sales targets, supporting both daily supply needs and larger annual capital equipment expenditures, supported by timely and accurate CRM documentation.

• Leverage AI-enabled insights, predictive buying data, and digital tools (e.g., Microsoft Copilot, AI-generated leads) to research accounts, prioritize opportunities, and increase selling efficiency. Fully adopt workflows and tools to reduce reactive work and expand proactive selling capacity.

• Use analytics, dashboards, and selling resources to develop and execute strategic growth plans aligned to customer needs and business priorities, including recurring supply demand and annual capital purchasing cycles.

• Collaborate with internal teams across Sales, Category Management, Marketing, Finance and Operations to proactively plan and execute growth initiatives.

• Develop a deep understanding of Senior Living operations, including budgeting cycles, regulatory requirements, care levels, and decision-making structures, while understanding how new technologies and smart products can evolve workflows to positively impact resident care, safety, and operational efficiency.

• Identify and solve customer needs, consult on products and services, and advise on other matters related to a customer's business operations through a strong understanding of Direct Supply's products and services.

Experience:

• Bachelor's degree or significant relevant experience in lieu of degree

• Proven success in a customer-facing sales or account management role

• Experience driving customer engagement with digital commerce

• Demonstrated ability to leverage data, AI-enabled tools, CRM and digital workflows to drive proactive selling strategies

• Learning agility and comfort adopting new tools, processes, and expectations over time

• Interest in continued sales career growth, including potential future outside sales roles

Additional Items of Interest:

• Experience in Senior Living or healthcare preferred