Regional Sales Manager II

GCX Healthcare is a global leader in medical device mounting, mobility, power, and workflow solutions that help healthcare organizations optimize technology investments and improve clinical workflows. The Regional Sales Manager is a field-based individual contributor responsible for achieving an assigned region revenue quota by growing existing Strategic and Growth accounts and developing new customer relationships within the territory. The RSM serves as the primary commercial owner for certain assigned accounts within the region, leading customer relationships and opportunities from identification through commercial commitment while partnering with healthcare IT, Clinical Engineering, Nursing Informatics, Supply Chain, and executive stakeholders.

The role combines account expansion and new-business development activities and leverages the GCX commercial team to maximize productive selling time and region revenue performance to quota.

• Build and maintain relationships with healthcare IT, clinical, operational, and executive leaders.
• Own assigned Strategic and Growth accounts within the territory, with clear one-to-one account ownership and accountability.
• Expand share of wallet within existing customers while developing and winning new-logo opportunities across hospitals, health systems, and integrated delivery networks (IDNs).
• Support initiatives involving clinical mobility, virtual nursing, telehealth, patient monitoring, and workflow optimization.
• Develop strategic account plans, identify whitespace opportunities, and drive customer standardization efforts.
• Maintain timely and accurate CRM data for accounts, opportunities, pipeline stages, next actions, and expected close dates; build sufficient pipeline coverage and deliver accurate forecasts.
• Partner actively with the Regional Sales Director through regular coaching, opportunity reviews, territory planning, and pipeline reviews to improve selling effectiveness and execution.
• Identify and pursue large strategic opportunities in partnership with the Regional Sales Director and other specialist resources while maintaining ownership of the customer opportunity.
• Maintain commercial ownership of the customer relationship while transitioning qualifying large implementations to Project Management for post-sale fulfillment, onboarding, and go-live. Remain appropriately engaged while returning primary focus to revenue-generating activities.
• Coordinate direct and channel sales activities with the Channel Manager and other internal teams to ensure clear rules of engagement and successful customer outcomes.
• Capture and communicate customer workflow, clinical, and technology insights to Marketing, Product Management, and Engineering to inform product innovation and commercial strategy.
• Consistently achieve regional quota, revenue growth, and new-business objectives.

• Experience engaging CIOs, CTOs, CMIOs, CNIOs, Clinical Engineering, and other executive healthcare leaders.
• Experience with enterprise account management and integrated delivery network (IDN) sales strategies.
• Demonstrated success expanding existing strategic accounts and developing new-logo business.
• Strong territory planning, forecasting, pipeline development, and business development skills.
• Experience successfully coordinating direct and channel sales activities within assigned accounts and territories.
• Knowledge of healthcare technology deployments, digital transformation initiatives, and clinical workflow solutions.

• Strong track record of sustained quota achievement in previous sales roles.
• Bachelor’s degree or equivalent experience.
• Five or more years of sales experience in healthcare technology, medical devices, capital equipment, or healthcare IT.
• Experience managing complex sales cycles and executive-level relationships.
• Strong communication, presentation, negotiation, and consultative selling skills.
• Proficiency with CRM platforms and Microsoft Office, with demonstrated discipline in maintaining accurate pipeline, opportunity, and forecast information.

• Territory quota attainment and revenue growth.
• Share-of-wallet growth within assigned Strategic and Growth accounts.
• New-logo and customer acquisition.
• Pipeline creation, pipeline coverage, and opportunity progression.
• Forecast accuracy and opportunity win rate.
• CRM discipline and adherence to the GCX commercial operating model.

Travel can vary by size of region and RSM home office…