Capital Sales

Are you ready for a career change that will utilize your relationship building skills and passion to promote disruptive technology? If you are selling medical products that are categorized as consumables, disposables, implants, or pharmaceuticals, you likely enjoy regular commission checks with a lot of transactional business. You may spend some of your time protecting existing business from the competition, so your reorders keep coming in.  

Capital Equipment sales are different from many other sales positions because you are consistently building a pipeline based on customers’ needs and their ability to spend money. Although these products are critically important, their life span can be stretched a bit as hospitals are waiting for the next best product release or a budgetary cycle. The RFP’s can be released years in advance. 

With many of our clients, you will be targeting the enterprise, whole house conversion versus small PO’s for one or two products. Most equipment will be connected to other equipment, patient records, caregiver cell phones, nurse alarm systems, EMR systems, etc. Having a technical background comes in handy here as well as a systems sales approach involving a lot of departments.  

Even though many companies look for capital equipment experience to fill these openings, we often place candidates from other backgrounds. What you will need is the willingness to learn solutions selling, hospital relationships in the territory, the willingness to hunt, tenacity, and the patience to wait for the huge payouts at the end of each win.  

You are currently a people leader and your passion includes identifying, hiring, coaching, mentoring and promoting field sales people. We often get resumes from sales people who’s goal is to move into management. As you can imagine, most of our clients are looking for candidates who already have strong direct management experience. Their goal is promote from within, but when there isn’t a sales person in the territory ready to take on the challenge, they come to us so identify others.

Whether you manage salespeople, managers, or the whole US, we would love to hear from you. All of these positions require hospital sales and management experience and/or a clinical background. Be thinking about what’s most important to you in the next team you lead and company you join.