Institutional Sales Representative

With a significant mission that makes a difference in people's lives, you'll find ONS a special place to work. Your support and commitment to providing nurses with an environment of continuous learning and patient advocacy is something you will be proud of.

Since 1975, ONS has provided a professional community for oncology nurses, developed evidence-based education programs and treatment information, and advocated for patient care to improve the quality of life and outcomes for patients with cancer and their families. Learn more at

The Institutional Sales Representative (ISR) plays a pivotal role in the success of ONS. This position is responsible for driving the growth of the organization and achieving strategic sales goals. This role combines consultative selling, relationship building, and product expertise to increase ONS's institutional presence and revenue. The ISR works within an assigned territory where they will cultivate relationships with new customers. Their primary objective is to educate customers on the ONS products and services and other resources, therefore, supporting the mission to advance excellence in oncology nursing and quality cancer care.

This is a full-time REMOTE (work-from-home) position. Occasional travel to the ONE Headquarters in Pittsburgh, PA throughout the year will be required.

Responsibilities

• Engage inbound leads and conduct proactive prospecting to schedule and conduct virtual or in-person presentations with key stakeholders.
• Identify and qualify new business opportunities within hospitals, clinics, infusion centers, physician practices, pharmaceutical companies, and academic institutions.
• Cold Calling
• Email
• SMS
• Social Media
• Other multi-channels
• Serve as a trusted advisor to clients by understanding their institutional priorities and aligning ONS solutions accordingly.
• Partner with internal teams (Customer Success, Marketing, and Product) to ensure a seamless customer experience.
• Identify opportunities for upselling, cross-selling, and renewals to maximize account value.
• Deliver compelling product presentations and demos that educate prospective customers on ONS's resources and demonstrate value alignment with their institutional goals.
• Maintain accurate records of outreach, meetings, and opportunities in the CRM.
• Build and manage a robust sales pipeline through consistent follow-up and relationship development.
• Manage the full sales cycle — from prospecting and qualifying to presenting, negotiating, and closing deals.
• Develop tailored sales strategies and solutions based on client needs and organizational priorities.
• Prepare and deliver quotes and invoices tailored to the customer's needs.
• Track sales metrics, pipeline activity, and conversion rates to identify trends and optimize performance.
• Meet or exceed defined KPIs, including booked meetings, presentations delivered, and revenue goals.
• Conduct meetings, manage administrative tasks, and maintain account records in accordance with ONS's department and sales guidelines.
• Report weekly metrics, forecasts, and make recommendations to advance accounts towards success.
• Maintain strong product knowledge of ONS's full portfolio to effectively communicate benefits and competitive advantages.
• Represent ONS at conferences, webinars, and events approximately 1-2 per year or as needed.
• Demonstrate and support ONS's commitment to diversity, equity, and inclusion in all customer interactions.

Required Skills

• Customer-focused with a professional demeanor.
• Proactive, agile, tenacious, curious, forward thinking and self-motivated.
• Team player with a collaborative approach to work.
• Effectively work with internal and external stakeholders.
• Experience with client relationship management software (CRM) such as Salesforce, HubSpot or similar platform.
• Proficiency with Zoom or other virtual platforms.
• Proficiency in Microsoft Office (Excel, Word, PowerPoint, and Outlook) and other software.
• Strong knowledge of pricing and value strategy and healthcare, oncology, and oncology nursing trends and technology.
• Written and oral presentation skills including presenting information to managers, clients, customers, and the public.
• Ability to write reports, business plans, correspondence, and procedure manuals.
• Ability to read, write, and interpret business periodicals, professional journals, technical procedures, data analytics, and governmental regulations.
• Organized, self-starter, motivated, goal-oriented, flexible, passionate, confident, detailed oriented, resilient, energetic, strong work ethic, compassionate, and empathetic.
• Demonstrate excellence in presentation skills with the ability to create relevant and strategic messaging.
• Pipeline development and management skills required.
• Strong verbal skills with consultative professional business acumen.
• Strong interpersonal, customer service, problem-solving, critical thinking, time management, active listening, collaboration and team skills.
• Must maintain compliance with HIPAA and FERPA laws in accordance with the requirements of ONS.

Education and Experience

• Bachelor's degree in business, marketing, communications, or a healthcare-related area of study
• 1-3 years of experience in business-to-business sales
• Experience in business or healthcare preferred
• Experience as a clinical oncology nurse preferred
• 1-5 years of experience as a nurse and/or oncology nurse preferred

Pay Range

Oncology Nursing Society (ONS) uses a market-based approach to pay. Pay rates are established considering the following factors: federal, state, and local minimum wage requirements, job-related skills, experience, qualifications, and market conditions. Our ranges may be modified periodically based on market analysis.

Anticipated Pay Range: $71,133 to $87,137 annually.

Enjoy What Matters Most to You:

• Continuing Education Allowance
• Flexible Schedules
• Generous Time Off
• Health and Dental Benefits
• Computer Purchase Loan Program
• Pet Insurance
• Retirement Savings Plan (401k)
• Travel Opportunities

ONS is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, protected veteran or military status, and other categories protected by federal, state, or local law. We value the experience and contributions of all employees and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, our company will be better.