Manager, Medical & Scientific Sales - West

Hoshizaki America•Brea, CA

20h•Remote

About The Position

Hoshizaki is a global organization with a diverse portfolio of companies and brands serving the foodservice industry through manufacturing, refrigeration, foodservice equipment, beverage dispensing, and related technologies. As part of the Hoshizaki Group, Hoshizaki America combines global innovation and resources with local expertise to deliver high-quality products and customer-focused solutions. Our culture is grounded in four core values: Transparency, Compliance, Trust, and Collaboration (TCTC). These values guide how we work, how we serve our customers, and how we build lasting relationships with our employees, partners, and communities. The Medical & Scientific Sales Manager accelerates healthcare and medical segment growth across the Western United States by developing strategic accounts, expanding channel partnerships, driving product specifications, and converting opportunities through Hoshizaki’s regional sales organization. The role is responsible for developing and executing strategic growth plans, expanding Hoshizaki's presence within hospitals, laboratories, pharmacies, research facilities, outpatient care centers, long-term care facilities, and healthcare support environments. The Medical & Scientific Sales Manager will work closely with Area Sales Managers (ASMs), 1099 Medical Sales Representatives, Medical distributors, MSI consultants, and GPO & IDN Entities to create demand, drive specification activity, secure contract opportunities, and achieve segment sales objectives. Success in this role requires strong relationship-building skills, healthcare market expertise, strategic planning capabilities, and the ability to influence sales activity across multiple channels without direct reporting authority over regional sales personnel.

Requirements

Bachelor's Degree in Business, Marketing, Healthcare Administration, or related field.
Minimum 5 years of successful B2B sales experience.
Demonstrated success developing strategic customer relationships and growing revenue.
Strong consultative selling abilities.
Strategic account management experience.
Knowledge of healthcare procurement processes and buying influences.
Excellent presentation, communication, and relationship-building skills.
Ability to lead and influence cross-functional teams.
Experience developing territory and business growth plans.
Proficiency with CRM systems, Microsoft Office, and sales analytics tools.
Strong financial acumen and business planning skills.
Ability to manage multiple projects and priorities simultaneously.
Self-motivated with a high level of accountability and initiative.

Nice To Haves

Experience selling into healthcare, laboratory, life sciences, pharmaceutical, or medical environments.
Experience managing manufacturer's representatives or indirect sales channels.
Foodservice equipment, refrigeration, laboratory refrigeration, or healthcare equipment experience preferred.
Experience working with healthcare distributors, GPOs, IDNs, or design firms.

Responsibilities

Develop and execute a comprehensive growth strategy for the Western U.S. healthcare market.
Identify and prioritize key healthcare systems, laboratory organizations, pharmacies, research facilities, and healthcare distributors.
Build annual business plans targeting strategic healthcare opportunities.
Monitor competitive activity, market trends, contract activity, and industry developments.
Partner with Hoshizaki Area Sales Managers to identify and pursue healthcare opportunities within their territories.
Support field sales teams with healthcare-specific expertise, customer engagement strategies, presentations, and project support.
Conduct joint customer visits with ASMs and medical rep agencies.
Facilitate collaboration between regional sales personnel and medical representatives.
Recruit, develop, and manage healthcare-focused manufacturer's representative agencies throughout the Western Region.
Establish performance expectations and accountability measures for medical rep partners.
Conduct regular business reviews and opportunity pipeline discussions.
Coordinate healthcare sales initiatives and territory development plans.
Establish relationships with key decision makers including: Healthcare administrators, Facilities management teams, Laboratory directors, Pharmacy leaders, Procurement organizations, Infection prevention teams, Consultants and design firms.
Identify opportunities for standardization and enterprise-level agreements.
Drive product specifications for healthcare projects.
Engage consultants, architects, engineers, and healthcare planners.
Support project development from design through installation.
Coordinate internal resources necessary to secure healthcare projects.
Deliver healthcare segment training to ASMs, distributors, consultants, and rep agencies.
Develop educational tools and market-facing resources.
Serve as the organization's healthcare subject matter expert.
Support trade shows, healthcare conferences, and customer events.
Maintain healthcare opportunity pipelines, forecasts, and CRM activity.
Provide regular reporting on segment performance and growth initiatives.
Recommend strategies to improve penetration and market share.
Assist with development of healthcare-focused marketing initiatives.