Director, HCP National Accounts

About You

The Director of National Accounts - Dermatology is a strategic powerhouse who will lead Nutrafol’s expansion into the nation’s largest Dermatology groups, MSOs, and Private Equity-backed clinical platforms. In this role, you will be the primary architect of our enterprise-level partnerships, creating and implementing a commercial strategy to integrate Nutrafol into the clinical standards of high-volume practices.

This role requires extensive experience in the aesthetic or dermatology direct sales industry, specifically navigating complex contract negotiations and delivering measurable value to C-suite executives. You are a master of relationship-building who can translate clinical benefits into business ROI. You will work closely with the VP of HCP Sales and collaborate cross-functional partners including field Area Directors and Business Development Managers to ensure national agreements are successfully executed at the local clinic level.

Responsibilities:

• Strategic Partnership Negotiation
  • Identify, target, and secure enterprise-level agreements with large Dermatology groups. Lead the end-to-end negotiation process, including pricing structures, rebates, and formulary status.
• C-Suite Value Delivery
  • Act as the primary point of contact for CEOs, COOs, and Medical Directors. 
  • Deliver high-impact business reviews that demonstrate how Nutrafol drives patient retention, clinical outcomes, and practice profitability.
• National Account Pull-Through
  • Collaborate with Area Directors (ADs) and Business Development Managers (BDMs) to ensure national contracts are activated and optimized within individual clinic locations.
• Revenue & Growth Management
  • Take full P&L responsibility for the National Account segment, hitting aggressive growth targets through new acquisitions and organic expansion within existing partner groups.
• Market Intelligence
  • Maintain a deep understanding of the private equity landscape in dermatology, identifying emerging MSOs and competitive threats to ensure Nutrafol remains the #1 recommended hair growth brand.
• Budget & Financial Oversight
  • Manage the national accounts budget, ensuring all promotional spend, rebates, and event costs are tracked and deliver a high ROI.
• Cross-Functional Voice
  • Serve as the “Voice of the National Accounts” to Marketing, Education, Medical Affairs and Operations to ensure our corporate offerings remain competitive and scalable.
• Strategic Planning & Contract Management
  • Scalable Partnership Models: Build innovative commercial frameworks and partnership tiers that are clear, concise, and designed to drive rapid growth across large-scale clinical portfolios.
• Business Review Facilitation
  • Execute quarterly business reviews (QBRs) and executive seminars that focus on Nutrafol’s brand story, clinical data, and the financial impact of theHair Wellness category.
• Contractual Integrity
  • Oversee the lifecycle of all master service agreements (MSAs), ensuring compliance and performance benchmarks are met by both Nutrafol and the partner groups.
• Training and Sales Development
  • Field Alignment: Develop and deliver onboarding content for the field sales team regarding national account protocols, ensuring BDMs understand the specific requirements and rules of engagement for MSO clinics.
  • In-Field Collaboration: Spend 40%+ of your time in the field with Area Directors and BDMs to support high-level local meetings and ensure seamless execution of national strategies.
  • Sales Mentorship: Provide coaching and strategic direction to field leadership, serving as an expert resource for navigating complex, multi-stakeholder sales cycles. Create and analyze performance data related to national accounts; make real-time recommendations to optimize sell-through and account health.
  • Culture of Excellence: Champion a culture of high performance, inclusion, and professional integrity, ensuring Nutrafol brand standards are upheld across all corporate partnerships.

Requirements:

• Minimum of 8+ years of direct sales experience in the Dermatology or Aesthetic industry
• Proven track record of managing large-scale national accounts or MSOs with existing relationships in the Dermatology C-Suite
• Clear understanding of the critical path from lead generation to contract execution, including legal/compliance review and financial modeling
• Strategic thinking approach; ability to translate complex data and clinical insights into actionable business strategies that drive growth
• Possess elite communication, facilitation, presentation, and people skills; comfortable commanding a room of executive-level stakeholders
• Strong computer skills, including CRM (Salesforce), MS Excel, and PowerPoint
• Willingness to travel as needed, up to 50% across the United States
• Flexible and adaptable with the ability to embrace change and quickly pivot when needed
• Creative mindset with the ability to conceptualize new and modern ways to drive business partnership value

Interview Process:

1. Talent Acquisition Conversation
2. Hiring Leader Conversation
3. Team Conversation 
4. Finalist Conversation
5. Reference Checks
6. Offer