Medical Capital Equipment Specialist

Sales & Marketing
191D3 Requisition #


The Territory Portfolio Manager is a healthcare sales professional responsible for driving revenue through a complex sales cycle across the health system continuum of care. This individual needs to be able to identify and articulate customer performance gaps and position Midmark value through clinical workflow solutions. This solution includes the sale of medical equipment and devices, software, medical-grade cabinetry, and delivery services. This individual will work within a team of aligned sales professionals as well as channel partners to proactively develop and deliver top line revenue growth across a defined territory by optimizing product mix while meeting expense targets.


  • Represent complete portfolio of Midmark medical equipment and devices for acute and ambulatory customers by performing in-person consultations, workshops, presentations, and demonstrations.
  • Serve as the primary point of contact for all medical healthcare facilities and medical-surgical distributors within the territory.
  • Prospect for new contacts and sales opportunities in the acute and ambulatory healthcare markets including independent practices, hospitals, health systems/integrated delivery networks, large medical groups, veterans affairs medical centers, and community health centers.
  • Responsible for peer-to-peer distribution of strategic account opportunities and projects to the regional enterprise specialists.
  • Develop relationships with medical-surgical distribution reps and provide training to increase sales and loyalty.
  • Responsible for working strategically with regionally aligned sales team to penetrate key accounts and achieve standardization of complete product portfolio to support revenue and market share goals. 
  • Work with internal sales operating environment, designers, sales support, clinical education, technical implementation, project management teams to filter, build, and deliver proposals. 
  • Leverage Midmark value proposition to help solve client issues by investigating customer current state, performing gap analyses, and proposing unique tailored solutions to root cause problems.
  • Exceed top line revenue goals and key performance indicators that align with divisional strategies and gross margin contribution while working within cost control budgets.
  • Build and strengthen value-add relationships with go-to market channel partners and collaborate to develop tactics for penetrating key accounts to mutually grow sales.
  • Embrace and master Midmark’s B2B sales methodology and CEB/Gartner Challenger Sale ideology.
  • Demonstrate high level of proficiency in professional point of sales skills, proposal selling, and objection handling to close business. 
  • Leverage sales tools and best practices to train and present to customers while increasing sales productivity. 
  • Utilize CRM for account planning, leads, and opportunities, while nurturing pipeline and providing reliable business intelligence to Midmark.
  • Focus on customer experience including investigating and resolving all customer concerns through Midmark’s support teams.


  • Attend and present at local and national trade shows, channel partner meetings, national sales meetings, regional sales meetings, and trainings.


  • Bachelor's degree from a college or university and 2-4 years business-to-business sales experience preferred.


  • Effective presentation skills
  • Strong analytical skills
  • Expert problem solver
  • Excellent listening and communication skills
  • Ability to train, teach, and empower others, including channel partners
  • Organizational and time management skills
  • Must be proficient with Outlook, Microsoft Word/Excel/PowerPoint, Internet Explorer, iPhone/apps, CRM, and other computer-based tools and software.
  • Valid driver’s license

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