Job Description

Sales Manager

Reports To: CEO

Location: Western Washington (Preferred)

Position Summary

BPI Medical is seeking an experienced Sales Manager to drive growth across hospital systems and strategic healthcare accounts throughout the Pacific Northwest. This role is ideal for a hands-on sales professional who thrives in entrepreneurial environments, enjoys building relationships with healthcare leaders, and is excited to help shape the future of a growing organization.

As our first dedicated sales leader, you will be responsible for personally developing new business, managing key customer relationships, partnering closely with our Sales Accelerator team to convert qualified opportunities, and helping establish the sales processes that will support long-term growth. As revenue expands, you'll have the opportunity to help recruit, mentor, and lead additional sales professionals.

The ideal candidate has experience selling medical devices or healthcare services into hospital systems, understands complex healthcare purchasing processes, and has an established network within hospital systems, Group Purchasing Organizations (GPOs), and Integrated Delivery Networks (IDNs).

What You'll Do

Territory & Sales Management

• Own revenue growth across your assigned territory and strategic accounts.
• Develop and execute territory plans that support long-term growth.
• Partner with the Sales Accelerator team to convert qualified opportunities into long-term customers.
• Build and maintain a healthy sales pipeline using CRM and forecasting tools.
• Develop accurate sales forecasts and pipeline reporting.
• Identify expansion opportunities within existing customer accounts.

Enterprise Healthcare Sales

Personally lead complex sales efforts involving:

• Hospital systems
• Academic medical centers
• Ambulatory surgery centers
• Group Purchasing Organizations (GPOs)
• Integrated Delivery Networks (IDNs)

Examples include organizations such as:

• Premier
• Vizient
• HCA Healthcare
• Providence
• Kaiser Permanente
• MultiCare Health System

Build executive-level relationships with:

• Clinical leadership
• Supply Chain
• Procurement
• Biomedical Engineering
• Clinical Engineering
• Operating Room leadership

Sales Process Development

Help establish scalable sales practices by:

• Refining sales processes and best practices.
• Providing feedback to improve lead generation and qualification.
• Supporting CRM adoption and pipeline management.
• Sharing market intelligence and competitive insights.
• Identifying opportunities to improve customer acquisition and retention.

As the business grows, this role may evolve into leading and mentoring additional sales representatives.

Cross-Functional Collaboration

Work closely with:

• CEO
• Sales Accelerator partners
• Operations
• Service Leadership
• Marketing
• Customer Success

Ensure customers experience a seamless transition from initial sale through implementation and ongoing service.

Required Qualifications

• 5+ years of successful medical device or healthcare services sales experience.
• Experience selling directly into hospital systems.
• Demonstrated success navigating complex healthcare procurement processes.
• Experience working with:
  • Group Purchasing Organizations (GPOs)
  • Integrated Delivery Networks (IDNs)
• Proven track record of exceeding sales goals.
• Experience managing complex enterprise sales cycles.
• Existing professional relationships within Washington healthcare systems.
• Strong executive communication, presentation, and negotiation skills.
• Self-motivated with the ability to work independently in a growth-oriented environment.

Preferred Qualifications

• Previous experience mentoring or leading sales teams.
• Experience in a rapidly growing or entrepreneurial healthcare organization.
• Experience selling medical device repair, surgical instrument repair, or healthcare service solutions.
• Understanding of healthcare operations and capital equipment purchasing.
• Experience selling service contracts, maintenance agreements, warranties, or lifecycle management programs.
• Familiarity with surgical instruments, endoscopy equipment, or biomedical service programs.

What Success Looks Like

First 30 Days

• Learn BPI Medical's products, services, pricing, and value proposition.
• Meet key customers and strategic partners.
• Understand current pipeline and Sales Accelerator process.
• Develop territory and account strategy.

First 60 Days

• Take ownership of enterprise sales opportunities.
• Establish executive relationships with target accounts.
• Build a qualified sales pipeline.
• Deliver measurable pipeline growth.

First 90 Days

• Close initial strategic accounts.
• Demonstrate consistent sales execution.
• Contribute ideas for improving sales processes.
• Become a trusted advisor to healthcare customers.

First 12 Months

• Consistently achieve revenue objectives.
• Expand relationships within key hospital systems.
• Develop a repeatable territory growth strategy.
• Help support the expansion of BPI Medical's sales organization as the business grows.

What Makes Someone Successful

The ideal candidate:

• Has an established reputation within the Washington healthcare market.
• Brings an existing network of hospital, GPO, and IDN relationships.
• Enjoys personally developing new business and closing complex enterprise opportunities.
• Builds trust quickly with executive healthcare buyers.
• Understands both medical products and healthcare service delivery.
• Operates with a high degree of ownership and accountability.
• Thrives in fast-growing organizations where they can help shape strategy while remaining actively engaged with customers.
• Is excited by the opportunity to grow into a broader sales leadership role as the company expands.

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