Market Business Manager - Northeast

FloodGate Medical•Tampa, FL

6d•Remote

About The Position

This is a 1099 Market Business Manager engagement covering the Northeast, with the core of the business concentrated in New York, New Jersey and Boston. The MBM operates as Joerns' local market owner, protecting and growing an established base of business while developing new accounts across LT-PAC providers: Skilled Nursing, Inpatient Rehabilitation, Assisted Living and adjacent VA sites. The role reports to the VP, US Sales. This is not a startup territory. Joerns has a large installed base of beds, surfaces and patient handling equipment across the region, and the territory has significant existing business. The opportunity is to reconnect with the installed base, win replacement and standardization cycles, and convert competitive accounts. Buying in this market is relationship-driven, particularly among the ownership groups in the New York and New Jersey metro, and in northern New England ownership changes are putting replacement decisions on a long-standing Joerns base back in play. The engagement is built for an established independent rep or rep group. You run your own business, set your own schedule, and earn an uncapped percentage of territory revenue. Joerns provides the same product training, education, marketing resources and corporate account support its direct team receives, including the corporate business plan and target buildings in territory, without the internal process load of a W-2 role.

Requirements

Bachelor's degree or equivalent.
Minimum 3 years of medical sales experience, preferably in the post-acute or long-term care market.
Experience selling capital equipment, DME, beds, surfaces, patient handling or related products into skilled nursing, rehab or senior living.
Established relationships with operators, administrators and clinical leaders in New York, New Jersey and/or Boston.
Proven sales success and a documented track record against an assigned quota.
HubSpot CRM experience.
Strong prospecting, account planning, territory management, funnel and forecasting, negotiation and C-suite presentation skills.
Understanding of the customer buying process across the healthcare continuum, including GPO and distributor channels.
Ability to carry Joerns alongside complementary, non-competing lines.
Ability to work remotely and travel throughout the territory without daily supervision.
Excellent written and verbal communication skills.
Professionalism, diplomacy and a collaborative approach with Joerns sales leadership, corporate accounts and support teams.

Nice To Haves

Experience operating independently as a 1099 rep or rep group, or a strong desire to run your own business.

Responsibilities

Own commercial performance in the Northeast territory, including revenue growth, customer retention and new business creation.
Build and execute a local market plan that targets priority operators, replacement opportunities, competitive conversions and whitespace across LT-PAC settings.
Combine field, phone and digital selling, with regular travel across the territory.
Re-engage existing Joerns accounts to protect the installed base and uncover replacement, standardization and portfolio expansion opportunities.
Build relationships with facility administrators, regional operators, clinical leaders, purchasing influencers and distributor partners.
Use corporate formularies and programs set at the national account level to drive adoption at the building and regional level.
Prospect new logos, new sites within existing operators, and competitive accounts.
Position Joerns' full portfolio of beds, therapeutic surfaces, patient lifting and transfer aids, and after-market services in a consultative way.
Manage opportunities from lead generation through close, including proposals, pricing discussions and contract renewals.
Provide product demonstrations, customer education and in-servicing as needed.
Coordinate with Joerns teams on conversions, delivery, installation and service follow-up.
Share pipeline visibility and local market intelligence with Joerns sales leadership, including competitive activity, capital planning cycles and ownership changes.