Job Description

Company Overview

Our client is a leading manufacturer of healthcare bed systems, patient lifting and repositioning solutions, therapeutic support surfaces, and complementary services. We enable the care and comfort of chronically ill patients in both institutional and home care settings.

Job Overview:

The Market Business Manager (MBM) – Chicago / Midwest owns commercial performance in a Midwest territory. Reporting to the VP, US Sales, the MBM is responsible for protecting and expanding the existing customer base while actively developing new business across LT-PAC providers, defined as Inpatient Rehabilitation, Skilled Nursing, and Assisted Living facilities and adjacent VA sites.

The MBM is expected to operate as the local market owner for Joerns — building trusted relationships with operators, administrators, clinical leaders, distributor partners, and buying influencers; identifying replacement, standardization, and portfolio expansion opportunities; and converting those opportunities into profitable growth. Success in this role requires disciplined pipeline management, strong local market intelligence, and consultative selling of beds, support surfaces, lifting and transfer products, and after-market services as a platform for safer, more efficient care environments.

This is an individual contributor role covering a five-state territory with a strong legacy installed base and an established base of business. It is a capital equipment sale, worked roughly 75% remotely through virtual meetings, phone, and prospecting, and about 25% in the field for relationship building, demonstrations, and in-servicing, with more travel as activity demands.

Products:

• Healthcare bed systems — EasyCare, UltraCare XT (ergonomic design with simplified controls), WeCare, and RC high-capacity frames.
• Therapeutic support surfaces — Dolphin FIS fluid immersion simulation, designed to maintain near-normal blood flow and minimize tissue deformation; DermaFloat low air loss with pulsation; and P.R.O. Matt Plus.
• DolphinCare Integrated Bed System — combines the Dolphin FIS surface with the UltraCare XT bed frame for advanced wound management.
• Prevention surfaces — the PrevaMatt foam mattress series for pressure injury prevention and the BariMatt 1000 Plus, an expandable bariatric foam mattress with six configurations.
• Hoyer safe patient handling — a full range of passive, active, sit-to-stand, bariatric, and ceiling lifts, including the Hoyer Calibre bariatric lift (850 lb safe working load) and Hoyer Elara ceiling lift; Joerns is the sole source of Hoyer lifts.
• Services — AssetCare, the ACQUIRE program, clinical training and education, and the Connexio platform.

Qualifications

Education & Experience

• Bachelor's degree or equivalent
• Minimum 3 years of medical sales experience with proven sales success and a documented track record against an assigned quota
• Understands the customer buying process throughout the healthcare continuum
• Ability to work remotely without daily supervision

Preferred

• Medical/healthcare sales experience in the post-acute market
• Capital sales experience

Competencies

• Strong leadership, prospecting, account planning, funnel and forecasting, time and territory management, call execution, negotiation, and C-suite presentation skills
• Closes business — pairs relationship building with the drive to advance and close opportunities
• Embraces process — disciplined CRM usage and adherence to the Joerns sales process
• Leads with the customer — understands what caregivers and operators need rather than leading with product specifications
• Hunter mindset — accountable, data-driven, and motivated by results
• Strong analytical and problem-solving skills; approaches problems rationally and drives them to effective resolution
• Excellent written and verbal communication, time management, and organizational skills
• Professionalism, strong customer service skills, and the ability to handle difficult or sensitive situations with diplomacy and tact

Job Responsibilities

Market Ownership & Planning

• Own commercial performance within the assigned market, including revenue growth, gross profit contribution, customer retention, pipeline development, new business creation, and growth over baseline
• Develop and execute a local market plan that identifies priority operators, facilities, replacement opportunities, competitive conversion targets, distributor pull-through opportunities, and whitespace growth across LT-PAC settings
• Frequently assess pipeline, forecast, quota attainment, account performance, and market progress; adjust territory strategy throughout the year to improve execution and deliver against plan
• Meet or exceed assigned performance expectations, including growth over baseline, gross profit targets, new account development, pipeline creation, forecast accuracy, CRM discipline, customer retention, and strategic portfolio expansion

Customer Relationships & New Business

• Build and maintain strong relationships with facility administrators, regional operators, clinical leaders, purchasing influencers, distributor partners, and other key decision-makers across Inpatient Rehabilitation, Skilled Nursing, Assisted Living, and adjacent emerging post-acute care environments
• Protect and grow the installed base through regular engagement, identifying unmet needs, supporting customer satisfaction, and uncovering additional revenue, product, service, and portfolio utilization opportunities
• Prospect and develop new business within the assigned market, including new logos, new sites within existing operators, competitive conversions, replacement-cycle opportunities, and expansion into adjacent care settings
• Position Joerns beds, support surfaces, lifting and transfer aids, and after-market services in a consultative manner that aligns customer needs with Joerns solutions
• Conduct regular customer meetings, product discussions, business reviews, and local market visits to uncover opportunities for replacement, standardization, competitive displacement, and broader portfolio adoption
• Support enterprise and corporate account strategies by activating corporate programs at the building and regional level, including site-level engagement, customer follow-up, distributor coordination, and market intelligence

Sales Process & CRM Discipline

• Manage the sales pipeline from lead generation through close, including prospecting, pre-call planning, call execution, presentation delivery, customer follow-up, proposal advancement, and opportunity management
• Maintain disciplined CRM usage, documenting customer activity, opportunity updates, next steps, account intelligence, pipeline movement, and forecast changes in a timely and accurate manner through HubSpot or other designated sales tools
• Facilitate customer contract renewals, pricing discussions, proposals, and related commercial actions in a timely, organized, and customer-focused manner
• Work through a combination of digital, phone-based, and field-based selling, with travel to customer locations for critical relationship building, opportunity development, customer support, and business execution

Customer Education & Execution

• Provide product demonstrations, customer education, and in-servicing on Joerns products to support adoption, utilization, and customer confidence
• Coordinate with internal and external stakeholders to drive commercial projects, including conversions, delivery, installation, implementation, service needs, and customer follow-up
• Partner closely with sales leadership and internal champions in Marketing, Customer Experience, Operations, and Finance to ensure aligned execution and a consistent customer experience

Market Intelligence

• Demonstrate a strong understanding of the clinical, financial, operational, and regulatory challenges facing LT-PAC providers, including the ability to communicate Joerns' value proposition, operating discipline, customer commitment, and role in supporting safer care across the LT-PAC continuum
• Identify local market trends, competitive activity, customer capital planning cycles, ownership changes, operator performance signals, and other intelligence, and share it with leadership

Compensation

• Base: $80,000
• OTE: $Uncapped
• Benefits: Health, dental, vision, 401(k) match, and flexible PTO. Vehicle Comp: Mileage-based on government rate via Concur. Rent a car for drives over 100 miles one
• way.

Location

• Territory Parameters: California, Oregon, and Washington
• Candidate Location: Northern or Central California preferred (e.g., Sacramento or Fresno area). Living in territory is preferred; candidates outside the core must be near a major airport. Approximately 75% remote and 25% field travel, with more as activity demands.