Healthcare Sales Representative

First Line Technology • Fredericksburg, VA

10d • $90,000 - $160,000 • Hybrid

About The Position

First Line Technology develops lifesaving solutions for mission-critical environments. Our products and trainings are tried, tested, and proven by military, first responder, and industrial users. As First Line targets growth in the healthcare market, we are seeking a driven, mission-oriented Healthcare Sales Representative to develop this strategic market. This is a rare opportunity to build a market vertical at a company with the products, reputation, and operational readiness to support you. First Line has already invested in healthcare products, training, and thought leadership content. What we need is you: the right person to open the door.
The Healthcare Sales Representative is part of the revenue team responsible for the successful marketing, sales, and training of the First Line Technology solution portfolio. This is a “hunter” role, responsible for building relationships with hospital systems, trauma centers, emergency management departments, healthcare coalitions, and adjacent organizations. The person in this role has broad healthcare sales experience including prospecting, needs discovery, overcoming objections, negotiating, pipeline management, and business development.
The Healthcare Sales Representative supports company sales, retention, and growth initiatives by contacting leads, developing relationships, uncovering needs, maintaining a pipeline, and aligning First Line solutions with customer needs. This individual will also represent First Line at a variety of industry events including trade shows, conferences, and trainings.

Requirements

• Bachelor’s degree required; fields such as nursing, paramedicine, business, marketing, healthcare management, or public health preferred; relevant continuing education, credentials, and certifications a plus
• 5+ years of B2B sales experience, with minimum of 3 years selling into hospitals, health systems, healthcare coalitions, or similar; prior experience selling medical devices, emergency response/preparedness equipment, or training preferred
• Demonstrated knowledge of consultative selling, champion building, and multi-stakeholder opportunities; familiarity with SPIN Selling, Strategic Selling with Perspective, Counselor Salesperson, or similar methodologies a plus
• Excellent communication and interpersonal skills, with the ability to adapt to changing situations and work collaboratively with diverse personalities and to present credibly to both clinical staff and healthcare leadership
• Ability to learn, differentiate, and demonstrate First Line’s solution portfolio
• Familiarity with healthcare requirements and procurement cycles including Joint Commission standards, funding structures, and decision criteria a must
• Proficient in the use of CRM tools for pipeline management and forecasting
• Self-directed working style that thrives in pioneering a new market
• Experience in managing a sales pipeline from prospecting to close, with a track record of meeting or exceeding sales targets
• Strong analytical and problem-solving skills, with a proactive approach to identifying opportunities for growth
• Self-motivated, results-oriented, and able to thrive in a fast-paced environment
• Coachable personality with desire for continued personal and professional improvement
• Familiarity with the Entrepreneurial Operating System (EOS) a plus
• Willingness to travel (up to 75%) as needed to meet with customers and prospects and attend events; proximity to a major airport preferred
• Candidate in the following metro markets will be prioritized based on higher density of healthcare opportunities: Houston, NYC, Chicago, Dallas, Boston, DC, Atlanta, Philadelphia, or Nashville

Nice To Haves

• fields such as nursing, paramedicine, business, marketing, healthcare management, or public health preferred
• relevant continuing education, credentials, and certifications a plus
• prior experience selling medical devices, emergency response/preparedness equipment, or training preferred
• familiarity with SPIN Selling, Strategic Selling with Perspective, Counselor Salesperson, or similar methodologies a plus
• Familiarity with the Entrepreneurial Operating System (EOS) a plus
• proximity to a major airport preferred

Responsibilities

• Driving revenue growth at profitable margins
• Generating, maintaining, and managing a healthy sales pipeline
• Developing the healthcare market by navigating complex sales cycles
• Identifying and building relationships with all personnel involved in buying decisions
• Understanding procurement pathways including relevant grant programs and joint-buying opportunities
• Develop and execute territory plans, account strategies, and contact cadences aligned with First Line’s growth targets and objectives
• Represent First Line at healthcare-focused events including trade shows, conferences, and trainings
• Serve as First Line's primary subject matter expert on healthcare procurement pathways
• Collaborate with First Line’s marketing team to develop healthcare-specific playbooks, case studies, ROI tools, and collateral
• Coordinate with sales reps in adjacent market verticals to multiply growth efforts
• Communicate with internal team members to provide a smooth customer experience
• Provide market feedback and competitive intelligence that informs product and company strategy

Benefits

• Competitive salary and bonus structure
• health insurance
• 401(k) match
• gym reimbursement
• PTO
• Opportunity to work within a dynamic and supportive environment
• The chance to work with cutting-edge technology and make a tangible difference in the lives of people and communities
• Option to work in-house or remote based on where candidate resides
• Personal development plan and support

What This Job Offers

• Job Type: Full-time
• Career Level: Senior