Medical Device Sales Representative

Job Description

Job Description

MEDICAL DEVICE SALES REPRESENTATIVE

Location: Garden Grove, CA

Type: Full-Time | Exempt

Reports to: Director of Sales

Who We Are

Our client is a growing organization operating within the medical equipment and biomedical services industry, supporting healthcare providers with specialized medical equipment repair and service solutions.

The organization partners with hospitals, health systems, surgery centers, imaging departments, biomedical teams, and other healthcare organizations to help extend the life of critical medical equipment, reduce unnecessary replacement costs, and minimize equipment downtime.

As the organization continues to grow, it is expanding its commercial team and investing in new customer acquisition, strategic account development, and long-term partnerships across the healthcare market.

This is an exclusive search being conducted by Light Source on behalf of our client. The organization's identity will be shared with qualified candidates during the interview process.

The Role

The Medical Device Sales Representative will play an important role in driving new business and expanding customer relationships, with a primary focus on ultrasound probe and flexible endoscope repair services.

This position will be responsible for identifying prospective customers, developing relationships with key healthcare decision-makers, understanding customer equipment and repair needs, and presenting service solutions that deliver measurable operational and financial value.

Working closely with sales leadership, operations, and technical teams, the Sales Representative will manage opportunities throughout the sales cycle—from prospecting and initial outreach through quoting, closing, and ongoing account development.

The successful candidate will be comfortable building business from the ground up. This role requires someone who is proactive, persistent, relationship-driven, and motivated by the opportunity to directly impact company growth.

This is an ideal opportunity for a sales professional who enjoys developing new business, building long-term customer relationships, and wants the earning potential that comes with an uncapped commission structure.

What You'll Do

• Business Development & New Customer Acquisition

• Identify and develop new business opportunities within hospitals, health systems, surgery centers, imaging centers, physician groups, and other healthcare organizations

• Generate new customer relationships through outbound calling, email, LinkedIn, referrals, networking, industry events, and in-person outreach

• Build and maintain a consistent pipeline of qualified sales opportunities

• Identify healthcare organizations utilizing ultrasound probes and flexible endoscopes that may benefit from alternative repair and service solutions

• Develop relationships with decision-makers and influencers across Clinical Engineering, HTM, Biomedical Engineering, Imaging, Endoscopy, Supply Chain, Procurement, and Perioperative Services

• Conduct discovery conversations to understand customer challenges, repair volumes, equipment needs, current service providers, and purchasing processes

• Consistently work toward established activity, pipeline, revenue, and new-account goals

Medical Equipment Repair Solutions

• Develop a strong working knowledge of the organization's ultrasound probe and flexible endoscope repair capabilities

• Understand common equipment failures, repair considerations, service processes, and customer challenges

• Educate prospective customers on repair solutions that can help reduce equipment replacement costs and extend equipment life

• Communicate the value of quality, turnaround time, technical expertise, responsiveness, and customer service
• Help customers evaluate repair versus replacement options based on their operational and financial needs
• Partner with internal technical teams when additional product or repair expertise is required

Sales & Opportunity Management

• Manage opportunities throughout the complete sales cycle from initial prospecting through close
• Conduct effective discovery conversations and identify customer needs, challenges, and purchasing requirements
• Prepare and present quotes, proposals, service recommendations, and repair solutions
• Maintain consistent follow-up with prospective customers throughout the decision-making process
• Overcome objections and clearly communicate the organization's value proposition
• Negotiate appropriately while protecting customer relationships and company objectives
• Maintain clear next steps and timelines across active sales opportunities
• Consistently move qualified opportunities through the sales pipeline toward close

Account Development & Relationship Management

• Develop long-term relationships with customers and become a trusted resource for their medical equipment repair needs
• Maintain regular communication with existing customers to identify additional repair opportunities
• Follow up on completed services to support customer satisfaction and repeat business
• Identify opportunities to expand relationships across additional departments, facilities, and service lines
• Partner with internal operations and technical teams to ensure customer expectations and service requirements are clearly communicated
• Help resolve customer concerns quickly and professionally
• Support customer retention through responsiveness, communication, and consistent follow-through

Territory & Pipeline Management

• Maintain accurate records of customer interactions, opportunities, quotes, sales activity, and next steps within the company's CRM
• Develop and maintain an active pipeline with appropriate follow-up and opportunity management
• Track individual sales activity, conversion rates, revenue, new accounts, and other applicable performance indicators
• Provide regular pipeline and sales updates to leadership
• Develop territory strategies to identify and prioritize high-value prospective accounts
• Attend healthcare conferences, HTM events, trade shows, vendor fairs, networking events, and customer meetings as required
• Stay informed about trends within the medical equipment repair, biomedical, HTM, ultrasound, imaging, and endoscopy markets

Who You Are

• 3+ years of B2B sales, business development, account management, medical sales, healthcare sales, or related experience preferred
• Experience selling into hospitals, health systems, surgery centers, physician groups, or other healthcare organizations strongly preferred
• Experience within medical devices, medical equipment repair, biomedical services, HTM, imaging, ultrasound, endoscopy, or another healthcare-related industry is highly desirable
• Demonstrated ability to prospect, develop new relationships, and generate new business
• Comfortable conducting outbound sales activity, including phone, email, LinkedIn, networking, and in-person outreach
• Strong relationship-building and interpersonal skills
• Excellent written and verbal communication skills
• Ability to communicate effectively with both technical and non-technical healthcare stakeholders
• Comfortable learning technical medical equipment concepts and translating them into customer value
• Strong negotiation, presentation, and closing skills
• Self-motivated with the ability to operate independently and take ownership of results
• Goal-oriented and motivated by performance-based compensation
• Strong organizational and time-management skills
• Ability to manage multiple accounts and opportunities simultaneously
• Experience working within a CRM and maintaining accurate pipeline activity
• Proficiency with Google Workspace and common sales technology
• Ability to travel throughout an assigned territory as needed
• Existing relationships within Clinical Engineering, HTM, Biomedical Engineering, Imaging, Endoscopy, Supply Chain, or hospital procurement are a plus

What Success Looks Like

Success in this position means consistently creating new opportunities, developing trusted healthcare relationships, and converting those relationships into long-term customers.

The successful Sales Representative will:

• Build and maintain a healthy pipeline of qualified opportunities
• Consistently develop new customer relationships
• Generate new ultrasound probe and flexible endoscope repair business
• Meet or exceed established sales and revenue goals
• Expand existing accounts into additional departments and service opportunities
• Maintain disciplined follow-up and accurate CRM activity
• Develop a strong understanding of the organization's repair capabilities and competitive value
• Become a trusted resource to healthcare customers
• Contribute directly to the continued growth of the organization

Work Environment

• Based in Garden Grove, CA
• Regular collaboration with sales leadership, operations, technical teams, and other cross-functional partners
• Combination of office-based sales activity, customer outreach, networking, and field-based customer meetings
• Local and regional travel may be required based on territory and customer needs
• Participation in healthcare conferences, HTM events, trade shows, vendor fairs, and other industry events may be required

Compensation & Benefits

Base Salary: $36,000 annually + uncapped commission

Benefits include:

• Medical, dental, and vision coverage
• 401(k) / retirement benefits
• Paid time off and paid holidays
• Professional development and industry training
• Performance-based earning potential
• Career growth opportunities within a growing organization

Application Process

We want to understand you, not just your resume.

To apply, please submit:

• Your current resume
• A brief note sharing why this opportunity interests you and highlighting your experience in sales, business development, medical devices, healthcare, biomedical services, or related industries

Applications will be reviewed on a rolling basis until the position is filled.

This is an exclusive search being conducted by Light Source on behalf of our client. Qualified candidates will be contacted directly by the Light Source recruiting team. Additional information regarding the organization will be shared with selected candidates as they progress through the interview process.

All candidate inquiries and information will be handled with appropriate discretion and confidentiality.

We look beyond the resume to understand the person, the experience, and the potential behind it.

Equal Opportunity Employer

Our client provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.