Manager, Medical & Scientific Sales - West

Hoshizaki is a global organization with a diverse portfolio of companies and brands serving the foodservice industry through manufacturing, refrigeration, foodservice equipment, beverage dispensing, and related technologies. As part of the Hoshizaki Group, Hoshizaki America combines global innovation and resources with local expertise to deliver high-quality products and customer-focused solutions.

Our culture is grounded in four core values: Transparency, Compliance, Trust, and Collaboration (TCTC). These values guide how we work, how we serve our customers, and how we build lasting relationships with our employees, partners, and communities.

Remote; candidates in the Western U.S. preferred.

SUMMARY

The Medical & Scientific Sales Manager accelerates healthcare and medical segment growth across the Western United States by developing strategic accounts, expanding channel partnerships, driving product specifications, and converting opportunities through Hoshizaki’s regional sales organization.

The role is responsible for developing and executing strategic growth plans, expanding Hoshizaki's presence within hospitals, laboratories, pharmacies, research facilities, outpatient care centers, long-term care facilities, and healthcare support environments. The Medical & Scientific Sales Manager will work closely with Area Sales Managers (ASMs), 1099 Medical Sales Representatives, Medical distributors, MSI consultants, and GPO & IDN Entities to create demand, drive specification activity, secure contract opportunities, and achieve segment sales objectives.

Success in this role requires strong relationship-building skills, healthcare market expertise, strategic planning capabilities, and the ability to influence sales activity across multiple channels without direct reporting authority over regional sales personnel.

KEY PERFORMANCE INDICATORS (KPIs)

• Medical segment sales growth versus annual budget
• Incremental revenue generated within the healthcare segment
• New healthcare accounts secured
• Contract pricing opportunities developed and implemented
• Number of healthcare specifications secured
• Engagement and productivity of medical rep partners
• Healthcare distributor growth and development
• CRM utilization and pipeline visibility
• Forecast accuracy (within +/-20%)
• ASM and medical rep engagement activities plan and achievements
• Number of healthcare-focused training events conducted
• Growth within targeted healthcare systems and IDNs
• Development of strategic partnerships with healthcare distributors and buying groups

ESSENTIAL FUNCTIONS

Strategic Segment Development

• Develop and execute a comprehensive growth strategy for the Western U.S. healthcare market.
• Identify and prioritize key healthcare systems, laboratory organizations, pharmacies, research facilities, and healthcare distributors.
• Build annual business plans targeting strategic healthcare opportunities.
• Monitor competitive activity, market trends, contract activity, and industry developments.

Sales Leadership & Field Engagement

• Partner with Hoshizaki Area Sales Managers to identify and pursue healthcare opportunities within their territories.
• Support field sales teams with healthcare-specific expertise, customer engagement strategies, presentations, and project support.
• Conduct joint customer visits with ASMs and medical rep agencies.
• Facilitate collaboration between regional sales personnel and medical representatives.

Medical Representative Management

• Recruit, develop, and manage healthcare-focused manufacturer's representative agencies throughout the Western Region.
• Establish performance expectations and accountability measures for medical rep partners.
• Conduct regular business reviews and opportunity pipeline discussions.
• Coordinate healthcare sales initiatives and territory development plans.

Healthcare Account Development

• Establish relationships with key decision makers including:
• Healthcare administrators
• Facilities management teams
• Laboratory directors
• Pharmacy leaders
• Procurement organizations
• Infection prevention teams
• Consultants and design firms
• Identify opportunities for standardization and enterprise-level agreements.

Specification & Project Management

• Drive product specifications for healthcare projects.
• Engage consultants, architects, engineers, and healthcare planners.
• Support project development from design through installation.
• Coordinate internal resources necessary to secure healthcare projects.

Training & Market Development

• Deliver healthcare segment training to ASMs, distributors, consultants, and rep agencies.
• Develop educational tools and market-facing resources.
• Serve as the organization's healthcare subject matter expert.
• Support trade shows, healthcare conferences, and customer events.

Business Planning & Reporting

• Maintain healthcare opportunity pipelines, forecasts, and CRM activity.
• Provide regular reporting on segment performance and growth initiatives.
• Recommend strategies to improve penetration and market share.
• Assist with development of healthcare-focused marketing initiatives.

EDUCATION & EXPERIENCE

• Bachelor's Degree in Business, Marketing, Healthcare Administration, or related field.
• Minimum 5 years of successful B2B sales experience.
• Demonstrated success developing strategic customer relationships and growing revenue.

Preferred

• Experience selling into healthcare, laboratory, life sciences, pharmaceutical, or medical environments.
• Experience managing manufacturer's representatives or indirect sales channels.
• Foodservice equipment, refrigeration, laboratory refrigeration, or healthcare equipment experience preferred.
• Experience working with healthcare distributors, GPOs, IDNs, or design firms.

KNOWLEDGE & SKILLS

• Strong consultative selling abilities.
• Strategic account management experience.
• Knowledge of healthcare procurement processes and buying influences.
• Excellent presentation, communication, and relationship-building skills.
• Ability to lead and influence cross-functional teams.
• Experience developing territory and business growth plans.
• Proficiency with CRM systems, Microsoft Office, and sales analytics tools.
• Strong financial acumen and business planning skills.
• Ability to manage multiple projects and priorities simultaneously.
• Self-motivated with a high level of accountability and initiative.

PHYSCIAL REQUIREMENTS

Non-Manufacturing:

• Typically work is in an office environment where the noise level is low to moderate.
• Requires standing and/or sitting for prolonged periods of time.
• Ability to lift boxes/materials weighing up to 10 lbs.
• Requires telephone work and/or computer work, as well as interactions with other employees and customers.
• Ability to read, write, listen, and communicate effectively.