Regional Sales Manager - Point of Care; POC

Desired Candidate Location

Eastern part of the US (East of the Mississippi River) and within 2 hours driving distance to a major airport.

Under the guidance of the Sr. Sales Director-POC, this Regional Sales Manager is responsible for expanding market presence, driving sales growth, and managing key accounts for EKF Diagnostics’ Point of Care products across the acute care sector (hospitals, emergency departments, reference labs) in assigned region. This position requires a strong blend of clinical knowledge, sales expertise, and strategic account management.

• Contribute to sales growth by consistently meeting agreed-upon weekly targets for POC and associated products, generating a strong pipeline of new potential customers, and effectively converting opportunities into EKF product sales.
• Develop and maintain robust relationships within hospitals, Integrated Delivery Networks (IDNs), and large lab networks, direct and through distribution, to deeply understand their evolving needs, facilitate networking, and secure long‑term contracts.
• Serve as the go‑to expert for products, understanding client requirements and tailoring solutions; communicate the clinical value of all EKF POC and IT technologies and solutions to all US distributor partners, as well as in all acute and non‑acute facilities.
• Manage and grow relationships with key accounts, distributors, and clinical partners.
• Conduct regular business reviews with major customers.
• Map regional opportunities and create a targeted sales plan.
• Prioritize top accounts based on revenue potential, clinical fit, and competitive landscape.
• Represent the company at trade shows and other professional events to build brand awareness and generate leads.
• Utilize professional selling skills to identify, pursue, and close new business, expand within existing accounts, and ensure market penetration through targeted prospecting and strategic outreach.
• Proactively manage the entire sales cycle, from lead generation (inbound and outbound) and forecasting to delivering compelling presentations and closing deals.
• Work with designated Account Executive (AE) to generate accurate and weekly forecasts and 30‑60‑90 day sales pipelines; provide monthly forecasts and territory updates to the National Sales Director.
• Prepare and deliver tailored presentations and proposals to lab managers, clinicians, and purchasing teams.
• Negotiate contracts, establish pricing, and secure new and repeat business.
• Accurately track sales activities, forecast performance, through our Customer Relationship Management (CRM) tool and prepare essential reports (e.g., QBRs).
• Performance in this role will be evaluated based on meeting targeted call volume and conversion rates, as detailed in performance plans and recorded within our CRM.
• Collaborate closely with Account Executives (AEs), Sales Management, Marketing, and other departments to support sales efforts, launch promotions, and resolve customer issues.
• Comply with Company policies, Quality Management System (QMS) and Standard Operation Procedure (SOPs), etc.
• Adhere to current Good Manufacturing Practices (cGMP); ensure all direct reports comply.

• Ensure compliance with safety regulations and procedures are followed; maintain clean and safe work area.
• Perform other duties as assigned.

• None.

• Up to 75%
• Travel consists of weekly customer visits, business meetings, trade shows, etc.; overnight travel will be necessary.

• Authorized to work in the United States.
• High School Diploma, or equivalent.
• Minimum five (5) years outside sales experience in a business‑to‑business (B2B) sales environment.
• Minimum of three (3) years demonstrated success in medical sales calling on hospitals, Integrated Delivery Networks (IDNs), and large lab networks, direct and through distribution.
• Proven product knowledge in business area.
• Experience with contract negotiations and execution.
• Current, valid Driver License with an acceptable driving record (as determined by insurance carrier).

• Bachelor’s degree from an accredited college or university or equivalent.
• 5+ years sales…