Manager, Medical & Scientific Sales - West

Manager, Medical & Scientific Sales - West

#HHA-3716

Brea, California, United States

Hoshizaki is a global organization with a diverse portfolio of companies and brands serving the food service industry through manufacturing, refrigeration, food service equipment, beverage dispensing, and related technologies. As part of the Hoshizaki Group, Hoshizaki America combines global innovation and resources with local expertise to deliver high-quality products and customer-focused solutions.

Our culture is grounded in four core values:
Transparency, Compliance, Trust, and Collaboration (TCTC). These values guide how we work, how we serve our customers, and how we build lasting relationships with our employees, partners, and communities.

Remote; candidates in the Western U.S. preferred.

The Medical & Scientific Sales Manager accelerates healthcare and medical segment growth across the Western United States by developing strategic accounts, expanding channel partnerships, driving product specifications, and converting opportunities through Hoshizaki’s regional sales organization.

The role is responsible for developing and executing strategic growth plans, expanding Hoshizaki's presence within hospitals, laboratories, pharmacies, research facilities, outpatient care centers, long-term care facilities, and healthcare support environments. The Medical & Scientific Sales Manager will work closely with Area Sales Managers (ASMs), 1099 Medical Sales Representatives, Medical distributors, MSI consultants, and GPO & IDN Entities to create demand, drive specification activity, secure contract opportunities, and achieve segment sales objectives.

Success in this role requires strong relationship-building skills, healthcare market expertise, strategic planning capabilities, and the ability to influence sales activity across multiple channels without direct reporting authority over regional sales personnel.

• Medical segment sales growth versus annual budget
• Incremental revenue generated within the healthcare segment
• New healthcare accounts secured
• Contract pricing opportunities developed and implemented
• Number of healthcare specifications secured
• Engagement and productivity of medical rep partners
• Healthcare distributor growth and development
• CRM utilization and pipeline visibility
• Forecast accuracy (within +/-20%)
• ASM and medical rep engagement activities plan and achievements
• Number of healthcare-focused training events conducted
• Growth within targeted healthcare systems and IDNs
• Development of strategic partnerships with healthcare distributors and buying groups

• Develop and execute a comprehensive growth strategy for the Western U.S. healthcare market.
• Identify and prioritize key healthcare systems, laboratory organizations, pharmacies, research facilities, and healthcare distributors.
• Build annual business plans targeting strategic healthcare opportunities.
• Monitor competitive activity, market trends, contract activity, and industry developments.

• Partner with Hoshizaki Area Sales Managers to identify and pursue healthcare opportunities within their territories.
• Support field sales teams with healthcare-specific expertise, customer engagement strategies, presentations, and project support.
• Conduct joint customer visits with ASMs and medical rep agencies.
• Facilitate collaboration between regional sales personnel and medical representatives.

• Recruit, develop, and manage healthcare-focused manufacturer's representative agencies throughout the Western Region.
• Establish performance expectations and accountability measures for medical rep partners.
• Conduct regular business reviews and opportunity…