Account Executive - DME/HME, West

Account Executive DME/HME (West)

The Account Executive DME/HME (West) is responsible for developing new business opportunities, building client relationships, and achieving sales targets within the Durable Medical Equipment / Home Medical Equipment space across the western United States. This individual will own and grow ACU-Serve's DME/HME market presence west of the Mississippi, serving as the key point of contact for prospective clients in the territory, demonstrating the value of ACU-Serve's services, and acting as a trusted advisor throughout the sales cycle.

Key Responsibilities:

• Own the western U.S. territory: identify, prospect, and secure new business opportunities within the DME/HME space, selling to providers across respiratory, sleep/PAP, mobility, enteral, and complex rehab categories west of the Mississippi River
• Develop and execute a strategic territory plan to achieve revenue and bookings goals across the West
• Conduct effective sales presentations and product demonstrations to operational and financial decision-makers
• Build and maintain strong relationships with prospective and existing clients within the DME/HME space, with an emphasis on key western markets
• Leverage GPO and channel relationships (e.g., VGM, MHA) to drive pipeline within the territory
• Collaborate with internal teams (marketing, implementation, client services) to ensure smooth client onboarding
• Maintain accurate records of sales activities and pipeline management in CRM software (HubSpot)
• Represent ACU-Serve at industry events, conferences, and trade shows (e.g., Medtrade, VGM Heartland), including events held in the western U.S.
• Stay informed on industry trends, reimbursement and payer dynamics, market activity, and competitor positioning within the territory

Qualifications:

• Bachelor's degree in Business, Marketing, Healthcare Administration, or related field preferred
• Deep knowledge of the DME/HME market, including the full landscape of providers across all tiers (national, regional, specialty, independent), with familiarity in western U.S. markets a strong plus
• Strong existing network and meaningful professional relationships within the DME/HME community
• 37+ years of experience in B2B healthcare sales, preferably selling services, RCM, or technology solutions to DME/HME providers
• Working knowledge of DME/HME billing and reimbursement fundamentals (prior authorization, resupply, documentation requirements, payer mix)
• Proven track record of meeting or exceeding sales quotas
• Ability to articulate value across operational and financial stakeholders
• Strong business acumen, communication, and presentation skills
• Self-starter with excellent time management and organizational skills, comfortable managing a large, multi-state territory remotely
• Proficient in CRM systems (e.g., Salesforce, HubSpot) and Microsoft Office Suite
• Self-motivated, goal-oriented, and adaptable in a fast-paced environment
• Willingness to travel regularly throughout the western U.S. for client meetings and industry events

What We Offer:

• Competitive base salary + commission structure
• Health, dental, and vision insurance
• 401(k) with company match
• Generous PTO and paid holidays
• Supportive, team-oriented culture
• Opportunities for professional growth and development