VP of Sales in Fife, Washington at BPI Medical

Job Title

Vice President of Sales

Department / Family

Sales & Commercial

Job Level

L1 — Executive

FLSA Classification

EXEMPT

Reports To

Chief Executive Officer (CEO)

Direct Reports

Existing sales team and new Sales representatives as they are hired. Territories which consistently reach approximately $25K in recurring revenue, triggering expansion.

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1. Location

Field-based — Western Washington (preferred), with regular presence at BPI Medical, 5417 12th St E, Fife, WA, and travel to hospital, ASC, and health system customer sites.

2. Position Summary

The Vice President of Sales builds and scales BPI Medical's commercial organization during a phase of rapid growth. The role owns the development and execution of the go-to-market strategy, personally drives strategic hospital sales, partners closely with the Sales Accelerator function, and builds a high-performing sales organization as revenue grows. This is a highly visible executive role for a leader who thrives in entrepreneurial environments, enjoys selling alongside their team, and has an established network within hospital systems, Group Purchasing Organizations (GPOs), and Integrated Delivery Networks (IDNs).

The ideal candidate brings deep medical device or healthcare services sales experience, understands complex hospital purchasing processes, and has successfully grown sales teams while maintaining strong executive customer relationships.

3. Essential Functions

Essential functions are the duties that, if not performed, mean the job is not being done. They are observable, assessable, and form the basis for the role's performance evaluation per BPI Quality Manual AD-POL-006.2.

Commercial Leadership

1. Develop and execute the company's strategic sales plan.
2. Own revenue growth across assigned territories and strategic accounts.
3. Partner with the Sales Accelerator team to convert qualified opportunities into long-term customers.
4. Build repeatable sales processes that support sustainable growth.
5. Create accurate sales forecasting and pipeline reporting.
6. Establish territory plans and expansion strategies.

Enterprise Sales

Personally lead complex sales efforts into hospital systems, academic medical centers, surgery centers, Group Purchasing Organizations (GPOs), and Integrated Delivery Networks (IDNs) — including organizations such as Premier, Vizient, HCA, Providence, and Kaiser Permanente.

1. Own the full enterprise sales cycle from first executive conversation through signed agreement and handoff to implementation.
2. Develop executive-level relationships with clinical, supply chain, biomedical engineering, and procurement stakeholders.
3. Navigate complex healthcare procurement processes, including GPO and IDN contracting pathways.

Sales Team Development

As the business grows, this leader will:

1. Recruit top-performing healthcare sales professionals.
2. Develop onboarding and coaching programs.
3. Establish performance expectations and accountability.
4. Build a culture centered on customer success and execution.

Initial hiring is expected after territories consistently reach approximately $25K in recurring revenue, triggering expansion.

Cross-Functional Collaboration

1. Partner closely with the CEO, Sales Accelerator partners, Operations, Service leadership, Marketing, and Customer Success.
2. Ensure a smooth transition from sale through implementation and ongoing customer service.

4. Secondary Functions

Secondary functions are important but non-essential duties — separated from essential functions to support ADA accommodation analysis if requested.

• Represent BPI Medical at industry conferences, trade events, and customer forums as a visible commercial leader.
• Provide voice-of-customer input to Marketing, Service leadership, and Operations to inform positioning, service offerings, and capacity planning.
• Participate in company-wide meetings, planning cycles, and quality system events as requested.
• Other duties consistent with the level and nature of the role.

5. Required Qualifications

Per BPI Quality Manual AD-POL-006.2 §1.1, qualifications can be satisfied through education, experience, OR training. Industry certifications are NOT listed as required at hire — they appear in §6 Preferred Qualifications.

Education

No specific degree is required. Commercial leadership capability may be demonstrated through education, experience, or training per AD-POL-006.2 §1.1.

Experience

• 5+ years of successful medical device or healthcare sales experience.
• Experience selling directly into hospital systems.
• Demonstrated success selling through complex healthcare procurement processes, including Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs).
• Previous sales leadership experience including hiring, coaching, and developing sales professionals.
• Proven history of exceeding revenue targets.
• Experience managing enterprise sales cycles.

Other Required

• Existing professional network within Washington healthcare systems.
• Excellent executive communication and negotiation skills.
• Ability to travel regularly to customer sites throughout Western Washington, with periodic broader travel as strategic accounts require.
• Eligibility to work in the United States.

6. Preferred Qualifications

• Experience growing an early-stage or rapidly scaling healthcare organization.
• Competitor experience within medical device servicing or surgical instrument repair.
• Strong understanding of healthcare operations and capital equipment purchasing.
• Experience selling service contracts, maintenance agreements, or healthcare service solutions.
• Familiarity with warranties, repair programs, and lifecycle management of medical equipment.

7. Physical Demands

Travel

Frequent regional travel by car to customer sites across Western Washington; periodic overnight and air travel for strategic accounts, GPO/IDN meetings, and industry events.

Sitting and computer work

Extended periods of seated computer, phone, and video-meeting work for planning, forecasting, and pipeline management.

Standing and walking

Intermittent — customer site visits, facility walkthroughs, and event participation.

Lifting

Occasional: transport of demonstration materials, sample cases, or event materials up to 25 lbs.

Customer site access

Ability to complete hospital vendor credentialing requirements for on-site customer access.

8. Work Environment

Field-based executive role operating across hospital, ASC, and health system customer sites in Western Washington, a home office, and the BPI Medical facility in Fife, WA. Regular interaction with the CEO, Sales Accelerator partners, Operations, Service leadership, Marketing, and Customer Success. Standard business hours with the schedule flexibility expected of an executive commercial role, including occasional early, evening, or weekend customer and event commitments.

9. Competencies

Competencies are the behaviors and capabilities required to succeed in the role. They feed the structured interview guide and the performance evaluation per AD-POL-006.2 §3.1.

Strategic go-to-market leadership

Develops and executes a coherent sales strategy; thinks strategically while remaining hands-on in sales execution.

Enterprise sales execution

Personally advances and closes complex, multi-stakeholder hospital system opportunities through long procurement cycles.

Executive relationship building

Builds trust quickly with executive healthcare buyers across clinical, supply chain, biomedical engineering, and procurement functions.

Network leverage

Brings and actively works an established reputation and network within the Washington healthcare market, including hospital and GPO relationships.

Pipeline and forecast discipline

Maintains accurate forecasting, pipeline reporting, and repeatable sales process.

Team building and coaching

Recruits, onboards, coaches, and holds accountable high-performing sales professionals; has scaled sales organizations in growing companies.

Ownership and autonomy

Takes ownership and operates with minimal oversight; understands both medical products and healthcare service delivery.

10. What Success Looks Like

The outcomes below define successful execution in the first year. They inform the onboarding plan and the performance evaluation; they are not contractual targets.

First 30 Days

• Learn products, services, pricing, and value proposition.
• Meet key customers and strategic partners.
• Understand current pipeline and Sales Accelerator process.
• Develop territory and account strategy.

First 60 Days

• Begin owning enterprise sales opportunities.
• Establish executive relationships with priority accounts.
• Refine forecasting process.
• Deliver measurable pipeline growth.

First 90 Days

• Close initial strategic accounts.
• Demonstrate repeatable sales execution.
• Develop hiring plan for future sales expansion.
• Build credibility as commercial leader.

First 12 Months

• Consistently achieve revenue objectives.
• Expand strategic hospital partnerships.
• Hire and onboard initial sales representatives.
• Build a scalable sales organization capable of supporting continued growth.

11. Quality System Responsibilities

Anchored to BPI Medical Quality Manual AD-POL-006.2 Rev 3 (Competence, Awareness and Training). Every role at an ISO 13485:2016 certified facility carries quality system responsibilities.

1. Adhere to all documented BPI Medical procedures and work instructions applicable to the commercial function.
2. Ensure customer commitments made in the sales process — turnaround windows, service scope, and repair capabilities — are consistent with BPI's documented quality system capabilities.
3. Route customer complaints and quality-related feedback received in the field to QA promptly per the applicable SOP; do not resolve quality concerns outside the documented process.
4. Support internal and external audits, including ISO 13485 surveillance audits and customer audits, within the role's documented scope.
5. Complete assigned training in a timely manner per AD-SOP-022 (Training); maintain personal training records via HR.

12. Reporting Relationships & Internal Partners

Internal partners

CEO, Sales Accelerator partners, Operations, Service leadership, HR, Marketing, Customer Success.

External partners

Hospital systems, academic medical centers, surgery centers, GPOs (e.g., Premier, Vizient), and IDNs (e.g., HCA, Providence, Kaiser Permanente).