Enterprise Sales

Title
Enterprise Sales

Reports To
Chief Revenue Officer

About North Coast Medical

North Coast Medical is a family-owned, global leader in the therapy and rehabilitation market. We are committed to innovation, integrity, and delivering high-quality solutions that support healthcare professionals and the patients they serve.

Position Summary

Responsible for developing and implementing strategic initiatives to increase revenue with Enterprise Healthcare customers, including Integrated Delivery Networks (IDNs), multi-clinic healthcare organizations offering physical rehabilitation services, and multi-location skilled nursing organizations. The role combines relationship development, consultative selling, clinical and product education, proactive sales outreach, customer meetings, on-site visits, planning, reporting, and activity documentation. Leverages a strong understanding of rehabilitation workflows and customer needs to support growth of NCM's product, capital equipment logistics, and service programs.

Essential Functions and Position Responsibilities

Inside and Outside Sales

• Drive revenue growth by promoting the company's rehabilitation products and services through a consultative, relationship-based approach.
• Cultivate relationships with key enterprise healthcare stakeholders, including C-Suite executives, healthcare administrators, rehabilitation leaders, clinicians, supply chain contacts, and other decision-makers.
• Use clinical and rehabilitation knowledge to educate customers, demonstrate product applications, and communicate the company's value proposition.
• Identify opportunities for account growth, upselling, cross-selling, and expansion across multi-site healthcare organizations.
• Partner with Rehabilitation Directors and clinical leaders to build internal support for purchasing decisions based on clinical fit, service, savings, and customer value.
• Assure proper activity documentation in the CRM database.
• Coordinate and schedule outside sales activities requiring national travel.

Strategic Analysis and Planning

• Conduct market research and relationship mapping to identify new Enterprise Healthcare opportunities, with particular focus on rehabilitation and therapy markets.
• Analyze industry trends, competitive offerings, customer needs, and clinical workflows to support strategic decision-making.
• Develop and execute plans to significantly increase company revenue with existing enterprise customers and targeted new accounts.
• Collaborate with cross-functional teams to align customer solutions with company goals and objectives.
• Participate in regular communications with company sales executives and contribute clinical and customer insights.
• Analyze sales activity, customer feedback, and account opportunities to identify areas for improvement and optimization.
• Prepare regular sales reports, pipeline updates, and forecasts for senior management.

Position Requirements & Qualifications

Attributes

• 10 years or more of relevant healthcare, rehabilitation, clinical leadership, business development, account management, or sales experience; enterprise or multi-site healthcare experience strongly preferred.
• Deep understanding of rehabilitation environments, clinical stakeholders, and the needs of therapy-based healthcare organizations.
• Demonstrated success building long-term relationships with physicians, therapists, healthcare administrators, and other referral or purchasing stakeholders.
• Experience presenting, educating, or demonstrating rehabilitation products, clinical solutions, or treatment applications to healthcare audiences.
• Understanding of Group Purchasing Organizations (GPOs), enterprise procurement, and contracting processes preferred; ability to quickly develop fluency in these areas required.
• Ability to navigate complex organizations, influence customer behavior, and build support among clinical and administrative stakeholders.
• Excellent communication, negotiation, presentation, and customer education skills.
• Highly organized, detail-oriented, and results-driven, with the ability to thrive in a fast-paced, dynamic environment.
• Ability to travel nationally as needed.

Abilities to

• Influence customer behavior through trusted relationships, education, and consultative problem-solving.
• Coordinate activities with management, sales, operations, and other departments.
• Conduct research and use available data and tools to evaluate market and account opportunities.
• Think strategically and develop creative solutions to complex sales and customer challenges.
• Translate clinical and rehabilitation expertise into compelling business and customer value.

Physical Requirements & Work Environment

• This position is primarily remote but may require travel to the Corporate Office when required
• Work involves sedentary to light work in a home office environment
• Frequent computer use including keyboard, mouse, headset, and video conferencing
• Ability to sit for extended periods and perform typical office tasks
• High-speed internet connection with video conferencing capability and bandwidth for VPN access