Capital Equiptment Sales Specialist
Listed on 2026-09-26
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Sales
Healthcare / Medical Sales, Director of Sales, Account Manager, Medical Device Sales
We are partnering with a leading healthcare and diagnostics organization seeking an experienced Capital Equiptment Sales Specialist to manage and grow a strategically important territory across New England area. This is a highly commercial, field-based opportunity focused on developing long-term relationships with hospitals, health systems and Integrated Delivery Networks (IDNs) while driving revenue growth across a portfolio of diagnostic solutions.
The successful individual will be a consultative, relationship-led salesperson with a strong track record of selling capital equipment into acute-care hospital environments, capable of navigating complex health-system structures and engaging stakeholders at both local and regional levels.
Key Responsibilities- Develop and manage strategic relationships with hospital, health-system and IDN stakeholders.
- Build long-term account strategies designed to strengthen customer partnerships and maximize commercial opportunities.
- Identify customer priorities, market trends and emerging opportunities and translate these into actionable account strategies.
- Develop detailed account plans, sales forecasts and operating calendars to drive territory performance.
- Identify and develop new business opportunities across assigned accounts and prospect for future strategic growth.
- Lead consultative sales conversations by understanding customer challenges, operational requirements and broader industry trends.
- Manage complex sales cycles involving multiple stakeholders across hospitals, health systems and IDNs.
- Drive territory revenue, profitability and overall commercial performance.
- Generate regular sales activity, pipeline and account reports.
- Deliver accurate monthly sales and accrual forecasts.
- Ensure effective budget allocation, strategic planning and management of travel and expenses.
- Monitor account performance, contractual obligations and inventory requirements.
- Support contract compliance and ensure customers maintain agreed inventory levels.
- Bachelor's degree required.
- 5+ years of proven sales experience within diagnostics, laboratory, medical technology or IDN sales
- Demonstrated success selling capital equipment into acute-care hospitals and/or IDNs.
- Strong track record of consistently achieving or exceeding sales targets.
- Evidence of commercial success through awards, rankings, recognition or other measurable performance metrics.
- Experience navigating complex hospital and health-system purchasing environments.
- Strong forecasting, pipeline management and commercial planning skills.
- Excellent presentation, negotiation and relationship-management capabilities.
- Willingness to travel throughout the assigned territory.
- Diagnostic capital equipment sales
- Laboratory instrumentation sales
- Clinical laboratory solutions sales
- Medical technology sales
Experience selling into hospital systems, IDNs, blood banks, pathology/laboratory departments or other complex acute-care environments is required.
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