Sales Manager in Fife, Washington at Bens Precision Instruments Inc

About BPI Medical

BPI Medical is a leading provider of medical instrument and endoscope repair services. Founded in 1976 in Fife, Washington, we serve hospitals, surgery centers, and health systems across all 48 contiguous states with flexible endoscope repair, rigid endoscope repair, surgical instrument repair, power equipment repair, and mobile on-site service. We operate as an ISO 13485:2016 certified facility and are trusted by the U.S. Department of Veterans Affairs, MultiCare Health System, Virginia Mason Franciscan Health, and other anchor health systems to keep critical surgical and diagnostic equipment in service.

Our work directly supports patient care: every device that comes through our facility goes back into service, often the same week, ready for the next procedure. We are growing — significantly — and we are investing in the people, systems, and processes that will let us keep delivering on what has been our standard since 1976: it has to be right, and it has to be fast, no exceptions.

The Role
As the Sales Manager at BPI Medical, you own revenue growth across Western Washington. You personally sell into hospitals, surgery centers, and health systems, and you build the territory plans and account strategies that get us there. This is a hands-on selling role first: you carry a quota, you work your own accounts, and you are in front of customers.
You also help shape where the commercial function goes next. You partner directly with the CEO on territory design, pricing, forecasting, and expansion priorities, and you bring the market feedback that informs those decisions. As territories mature and expansion is triggered, you recruit, onboard, and coach the sales representatives who will carry them, setting the performance standards and selling culture the team grows into. Throughout, you work closely with the Sales Accelerator team to convert qualified opportunities, and with Customer Service, Operations, and Service leadership to make sure what we sell is what we deliver.

What You'll Do
• Own revenue growth across assigned territories and accounts, carrying a personal quota against annual sales objectives.
• Lead the full sales cycle into hospitals, surgery centers, academic medical centers, and health systems, from first conversation through signed agreement and handoff to implementation.
• Build and maintain relationships with clinical, sterile processing, biomedical engineering, supply chain, and procurement stakeholders.
• Develop territory plans and account strategies, and partner with the CEO on territory design, pricing, and expansion priorities.
• Contribute to BPI Medical's commercial strategy: identify the service lines, customer segments, and geographies worth pursuing, and bring voice-of-customer input into planning.
• Maintain accurate pipeline reporting and forecasting, and present sales performance and market insight to executive leadership on a regular cadence.
• Partner with the Sales Accelerator team to convert qualified opportunities into long-term customers, and build the repeatable sales processes, call plans, and activity standards that support sustainable growth.
• Recruit, onboard, coach, and hold accountable sales representatives as territories mature and expansion is triggered.
• Conduct regular one-on-ones, ride-alongs, and performance conversations with direct reports, and partner with HR on hiring and performance management.
• Support contract, pricing, and renewal negotiations, including service agreements and repair programs.
• Partner with Customer Service, Operations, and Service leadership so that commitments on turnaround time, service scope, and repair capability are ones BPI Medical can deliver.
• Route customer complaints and quality-related feedback received in the field to QA promptly per the applicable SOP, and support ISO 13485 and customer audits within the scope of the role.
• Represent BPI Medical at industry conferences, trade events, and customer forums.

What You Bring
• 5+ years of medical device, healthcare services, or capital equipment sales experience, including direct selling into hospitals or health systems.
• Demonstrated success managing complex sales cycles through healthcare procurement, including value analysis committees and supply chain review.
• Proven history of meeting or exceeding revenue targets.
• Experience coaching, mentoring, or leading other sales professionals, formally or informally, with the appetite to build and run a team as the territory grows.
• Established relationships within the Washington healthcare market, or a demonstrated ability to build them quickly.
• Strong communication, presentation, and negotiation skills with both clinical and executive audiences.
• CRM discipline (accurate pipeline entry, forecasting, and activity tracking) and proficiency with the Microsoft Office suite, including Word, Outlook, Excel, and PowerPoint.
• High school graduate or equivalent. No specific degree is required; capability may be demonstrated through education, experience, or training.
• Valid driver's license, the ability to travel regularly to customer sites throughout Western Washington with periodic broader travel, the ability to complete hospital vendor credentialing requirements for on-site access, and the ability to move or transport demonstration and event materials up to 25 pounds unaided.

Nice to Have
• Experience selling service contracts, maintenance agreements, or healthcare service solutions.
• Experience within medical device servicing, surgical instrument repair, or endoscope repair.
• Familiarity with Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) contracting pathways, including organizations such as Premier, Vizient, HCA, Providence, and Kaiser Permanente.
• Understanding of healthcare operations, sterile processing workflows, capital equipment purchasing, and the lifecycle management of medical equipment, including warranties and repair programs.
• Experience selling in an early-stage or rapidly scaling organization, or working within ISO-regulated or quality-driven environments.

Benefits
BPI Medical offers a comprehensive benefits package to eligible employees, including:
• Medical, dental, and vision insurance
• 401(k) retirement plan
• Paid time off (PTO) and paid holidays
• Life insurance and short- and long-term disability coverage

Work Environment & Physical Demands
This is a field-based position covering hospital, surgery center, and health system customer sites in Western Washington, with a home office and regular presence at BPI Medical's facility in Fife, WA. The work is a mix of sitting, standing, walking, and driving, including extended periods of computer, phone, and video-meeting work and regular movement through customer facilities. Frequent regional travel by car is required, with periodic overnight or air travel. Occasional lifting and transport of demonstration and event materials up to 25 pounds unaided is required, as is the ability to complete hospital vendor credentialing for on-site access. A flexible work schedule, based on customer and hospital demand, is required, including occasional early, evening, or weekend commitments. Every BPI team member is expected to perform each assigned task safely, 100% of the time, and to partner immediately with management to redesign any work activity that raises a safety concern.

BPI Medical is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by federal, state, or local law.