Capital Equiptment Sales Specialist

Barrington James; Connecticut; On-site; USD 120,000 - 180,000; Full time

Job summary

Barrington James is partnering with a leading healthcare and diagnostics organization to hire an experienced Capital Equipment Sales Specialist to manage a territory across the New England region, focusing on hospitals, IDNs, and health systems to drive revenue growth.

The role requires a consultative, relationship-led approach with a track record in selling capital equipment into acute-care settings, navigating complex procurement processes, and building long-term partnerships through strategic

Qualifications

• Bachelor's degree in a relevant field 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 forecasting, pipeline management and commercial planning skills.

Responsibilities

• Develop and manage strategic relationships with hospital, health-system and IDN stakeholders.
• Build long-term account strategies to strengthen customer partnerships and maximize commercial opportunities.
• Identify customer priorities, market trends and opportunities and translate 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.
• Lead consultative sales conversations by understanding customer challenges and requirements.
• 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 and travel/expenses management.
• Monitor account performance and inventory requirements.
• Support contract compliance and inventory levels.

Skills

Capital equipment sales

Account management

Forecasting

Pipeline management

Relationship building

Territory management

Hospitals/IDN sales

Education

Bachelor's degree

Job description

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.

What We're Looking For

• 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.

Ideal Background:

• Diagnostic capital equipmentsales
• 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.