Market Business Manager - California

FloodGate Medical•Tampa, FL

21h•Hybrid

About The Position

The Market Business Manager (MBM) owns commercial performance in an assigned territory, protecting and expanding the existing customer base while developing new business across long-term post-acute care (LT-PAC) providers, including inpatient rehabilitation, skilled nursing, assisted living, and adjacent VA sites. The MBM serves as the local market owner for Joerns, building trusted relationships with operators, administrators, clinical leaders, distributor partners, and purchasing influencers. The role identifies replacement, standardization, and portfolio expansion opportunities and converts them into profitable growth. This is an individual-contributor capital-equipment sales role covering a five-state territory with an established customer base and legacy installed base. Work is approximately 75% remote through virtual meetings, phone, and prospecting, and approximately 25% in the field for relationship building, demonstrations, and in-servicing, with additional travel as activity demands. The MBM sells healthcare bed systems, therapeutic and prevention support surfaces, patient lifting and transfer products, and after-market services. The position reports to the VP, US Sales. The listed territory parameters are California, Oregon, and Washington, with Northern or Central California preferred (for example, Sacramento or Fresno). Living in the territory is preferred; candidates outside the core should be near a major airport.

Requirements

Bachelor’s degree or equivalent.
At least 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 and 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 use and adherence to a sales process.
Customer-focused approach that understands caregiver and operator needs.
Accountability, data-driven decision-making, and motivation by results.
Strong analytical and problem-solving skills, with a rational approach to resolving issues effectively.
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.
Candidate location in Northern or Central California, such as the Sacramento or Fresno area.
Residence within the territory; 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, forecast, quota attainment, account performance, and market progress; adjust territory strategy to improve execution and deliver against plan.
Meet or exceed assigned expectations for growth over baseline, gross profit, new account development, pipeline creation, forecast accuracy, CRM discipline, customer retention, and 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, identifying unmet needs, supporting satisfaction, and uncovering product, service, revenue, and portfolio-utilization opportunities.
Prospect for new business, including new customers and sites, competitive conversions, replacement-cycle opportunities, and expansion into adjacent care settings.
Position Joerns beds, support surfaces, lifting and transfer aids, and services consultatively in alignment with customer needs.
Conduct customer meetings, product discussions, business reviews, and 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, opportunity updates, next steps, account intelligence, pipeline movement, and forecast changes using HubSpot or other designated tools.
Facilitate customer contract renewals, pricing discussions, proposals, and related commercial actions.
Sell through digital, phone-based, and field-based channels; travel to customer locations for relationship building, opportunity development, customer support, and business execution.
Provide product demonstrations, customer education, and in-servicing to support 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 stakeholders in Marketing, Customer Experience, Operations, and Finance to support aligned execution and a consistent customer experience.
Understand LT-PAC providers’ clinical, financial, operational, and regulatory challenges and communicate Joerns’ value proposition and role in supporting safer care.
Identify local trends, competitive activity, customer capital-planning cycles, ownership changes, operator performance signals, and other market intelligence, and share it with leadership.