Capital Equipment Inside Sales Representative

McKesson • Richmond, VA

6d • $32 - $53

About The Position

The Capital Equipment Inside Sales Representative drives new business and grows existing healthcare accounts through the sale of capital equipment and related solutions. Using phone, email, and virtual meetings, the representative connects with healthcare providers to understand their needs, recommend solutions, and guide opportunities through the sales process. The role combines inside sales, business development, account management, and consultative selling, and suits a sales professional who enjoys prospecting, building customer relationships, and closing new business.

Requirements

• High school diploma or equivalent and typically 2+ years of relevant sales experience.
• Experience in inside sales, B2B sales, business development, account management, or another customer-facing sales role.
• Experience with outbound prospecting, cold calling, lead generation, or new business development.
• Experience preparing customer quotes and negotiating or closing sales transactions.
• Experience using CRM and Microsoft Office applications.

Nice To Haves

• Bachelor's degree or equivalent experience.
• Healthcare, medical equipment, capital equipment, or medical-surgical sales experience.
• Experience with consultative or solution-based selling.
• Experience selling to healthcare providers or healthcare organizations.
• Salesforce CRM experience.
• Knowledge of healthcare procurement processes and Group Purchasing Organizations (GPOs).
• Strong virtual presentation, communication, listening, and negotiation skills.
• Ability to analyze customer sales history and identify account-growth opportunities.
• Strong product knowledge and ability to communicate value propositions effectively.

Responsibilities

• Sell healthcare capital equipment, including beds, lifts, and diagnostic equipment, through phone, email, and virtual sales channels.
• Generate and qualify leads through outbound prospecting, cold calling, and re-engagement of inactive customers.
• Manage sales opportunities from initial outreach through quoting, negotiation, and close.
• Grow existing accounts by identifying new sales opportunities and expanding product utilization.
• Analyze customer purchase history and recommend capital equipment solutions aligned with customer needs.
• Build relationships with clinical, administrative, and purchasing stakeholders.
• Deliver virtual product presentations and education that communicate product features, benefits, and value.
• Maintain knowledge of capital equipment products, healthcare industry trends, and the competitive landscape.
• Collaborate with field sales and internal support teams to coordinate account strategies and customer solutions.

Benefits

• Competitive compensation package.
• Base pay plus target incentive.
• An annual bonus or long-term incentive opportunities may be offered.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: High school or GED