Market Business Manager - Chicago/Midwest

FloodGate Medical•Tampa, FL

5d•Hybrid

About The Position

The Market Business Manager (MBM) owns commercial performance in a five-state Midwest territory covering Illinois, Indiana, Iowa, Wisconsin, and Minnesota. Reporting to the VP, US Sales, the MBM protects and expands the existing customer base while developing new business among long-term post-acute care (LT-PAC) providers, including Inpatient Rehabilitation, Skilled Nursing, and Assisted Living facilities, as well as adjacent VA sites. The role is an individual contributor position with a strong legacy installed base and established business. The MBM acts as the local market owner, building relationships with operators, administrators, clinical leaders, distributor partners, and buying influencers, and converting replacement, standardization, and portfolio-expansion opportunities into profitable growth. The role involves consultative sales of capital equipment and related services, including healthcare beds, therapeutic and prevention support surfaces, patient lifting and transfer products, and after-market services. Work is approximately 75% remote through virtual meetings, phone, and prospecting, and 25% in the field for relationship building, demonstrations, and in-servicing, with additional travel as activity demands. The Chicago area is preferred for the candidate’s location; Indianapolis is also acceptable. Candidates living in the territory are preferred, and candidates outside the core should be near a major airport. The product portfolio includes EasyCare, UltraCare XT, WeCare, and RC healthcare bed systems; Dolphin FIS, DermaFloat, and P.R.O. Matt Plus therapeutic support surfaces; the DolphinCare Integrated Bed System; PrevaMatt and BariMatt 1000 Plus prevention surfaces; Hoyer passive, active, sit-to-stand, bariatric, and ceiling lifts; and services and programs including AssetCare, ACQUIRE, clinical training and education, and Connexio.

Requirements

Bachelor's degree or equivalent.
Minimum of 3 years of medical sales experience, with proven sales success and a documented track record against an assigned quota.
Understanding of the customer buying process throughout the healthcare continuum.
Ability to work remotely without daily supervision.
Strong leadership, prospecting, account-planning, funnel-management, forecasting, time- and territory-management, call-execution, negotiation, and C-suite presentation skills.
Ability to advance and close opportunities while building customer relationships.
Disciplined CRM usage and adherence to the Joerns sales process.
Customer-focused approach that understands caregiver and operator needs rather than leading with product specifications.
Accountability, data-driven decision-making, and motivation by results.
Strong analytical and problem-solving skills, including the ability to approach problems rationally and drive effective resolution.
Excellent written and verbal communication, time-management, and organizational skills.
Professionalism, strong customer-service skills, and ability to handle difficult or sensitive situations with diplomacy and tact.

Nice To Haves

Medical or healthcare sales experience in the post-acute market.
Capital sales experience.
Living in the assigned territory; Chicago is preferred, Indianapolis is acceptable, and candidates outside the core territory should be near a major airport.

Responsibilities

Own market commercial performance, including revenue growth, gross profit contribution, customer retention, pipeline development, new business creation, and growth over baseline.
Develop and execute a local market plan covering priority operators and facilities, replacement opportunities, competitive conversions, distributor pull-through, and whitespace growth across LT-PAC settings.
Regularly assess pipeline, forecasts, quota attainment, account performance, and market progress; adjust territory strategy to improve execution and deliver against plan.
Meet or exceed performance expectations, including growth over baseline, gross profit targets, new account development, pipeline creation, forecast accuracy, CRM discipline, customer retention, and strategic portfolio expansion.
Build and maintain relationships with facility administrators, regional operators, clinical leaders, purchasing influencers, distributor partners, and other decision-makers.
Protect and grow the installed base by engaging customers, supporting satisfaction, identifying unmet needs, and uncovering product, service, and portfolio opportunities.
Prospect and develop new business, including new logos, additional sites within existing operators, competitive conversions, replacement-cycle opportunities, and expansion into adjacent care settings.
Position Joerns beds, support surfaces, lifting and transfer aids, and services consultatively to align customer needs with company solutions.
Conduct customer meetings, product discussions, business reviews, and local market visits to identify replacement, standardization, competitive-displacement, and portfolio-adoption opportunities.
Support enterprise and corporate account strategies through building- and regional-level program activation, customer follow-up, distributor coordination, and market intelligence.
Manage the sales pipeline from lead generation through close, including prospecting, pre-call planning, call execution, presentations, follow-up, proposal advancement, and opportunity management.
Maintain timely and accurate CRM records of customer activity, opportunities, next steps, account intelligence, pipeline movement, and forecast changes using HubSpot or other designated sales tools.
Facilitate customer contract renewals, pricing discussions, proposals, and related commercial actions in an organized and customer-focused manner.
Sell through digital, phone-based, and field-based channels, traveling to customer locations for relationship building, opportunity development, customer support, and business execution.
Provide product demonstrations, customer education, and in-servicing to support product adoption, utilization, and customer confidence.
Coordinate commercial projects with internal and external stakeholders, including conversions, delivery, installation, implementation, service needs, and customer follow-up.
Partner with Sales leadership and teams in Marketing, Customer Experience, Operations, and Finance to align execution and provide a consistent customer experience.
Understand and communicate the clinical, financial, operational, and regulatory challenges facing LT-PAC providers, and explain Joerns' value proposition and role in supporting safer care.
Identify local market trends, competitive activity, customer capital-planning cycles, ownership changes, and operator performance signals, and share relevant intelligence with leadership.