Sales Representative

Sales Representative

At DME Express, we are committed to always being available to our patients by providing high-quality medical equipment and unmatched customer service.

The Sales Representative is responsible for developing new leads, communicating with customers, understanding their needs, and helping ensure a smooth sales process while supporting Business Development Representatives and Management.

This position focuses on building the sales pipeline, developing customer relationships, identifying customer needs, and connecting customers with appropriate DME products and services.

Sales Development & Lead Generation

• Make cold calls and lead discovery calls with prospective customers to drive sales growth and develop qualified accounts.
• Conduct sales outreach through email, cold calling, and lead follow-up calls.
• Build and maintain the sales pipeline through consistent prospecting and follow-up.
• Perform monthly retention calls with pipeline customers on the assigned account list.
• Participate in exhibitions, conventions, and other events to support the sale of products and/or services.

Customer Needs & Solutions

• Conduct hospice needs analyses to better understand customer requirements and present possible solutions.
• Determine the best products to meet each customer's needs and requirements.
• Provide technical expertise regarding DME products and/or services.
• Maintain knowledge of home care medical products and supplies, including how products work and their advantages and disadvantages.

CRM & Account Management

• Accurately enter and maintain information within the CRM, including:
  • Contacts
  • Customers
  • Projected revenue
  • Contracts
  • Visits
• Perform monthly retention calls with pipeline customers.
• Work with the Manager and Accounts to collect past-due aging balances.

Pricing, Contracts & Sales Support

• Support the Contract Manager and VP with quote preparation and product research.
• Work with Managers on pricing and contracts.
• Support Business Development Representatives and Management throughout the sales process.

Training & Management

• Participate in weekly one-on-one meetings with the Manager.
• Ensure required training and certification requirements are met.

Company Vehicle & Compliance

• Maintain and operate the company vehicle according to company guidelines.
• Review vehicle repairs, odometer pictures, and Fleetmatics data and address issues accordingly.
• Understand and follow the company handbook and all company or customer safety and environmental policies.

Education & Experience

• Graduate of an accredited high school.
• Business degree preferred.
• Two years of experience in sales and/or operations within the medical or DME industry, or an equivalent combination of education and on-the-job experience.

Knowledge, Skills & Abilities

• Thorough knowledge of office record development, maintenance, and control.
• Basic computer skills and knowledge.
• Ability to develop, organize, and coordinate paperwork flow.
• Strong verbal and written communication skills.
• Ability to work effectively with a wide range of people, including referral sources, patients/clients, service agencies, coworkers, and management.
• Strong organizational skills.
• Ability to accept, utilize, and perform supervision.
• Strong communication and teaching skills.
• Good knowledge of home care medical products and supplies.
• In-depth technical knowledge of products, including how they work and their advantages and disadvantages.

Physical Requirements

This position includes a combination of office work, travel, driving, customer interaction, and handling durable medical equipment when required.

Team members must be able to:

• Sit for prolonged periods, including as a driver or passenger in an automobile.
• Use a computer keyboard, computer monitor, and telephone for prolonged periods.
• Frequently lift, carry, and transport work-related materials weighing up to 25 lbs, with occasional lifting in excess of 25 lbs.
• Depending on location, occasionally dispense liquid oxygen, requiring the ability to lift, pull, push, and carry containers weighing up to 100 lbs.
• Maintain regular and continuous hand-eye coordination and manual dexterity when setting up durable medical equipment.
• Frequently bend, twist, grasp, and squeeze, with occasional kneeling, stair climbing, and overhead reaching when transporting and setting up medical equipment.
• Use basic tools, including wrenches and screwdrivers, to set up durable medical equipment.
• Extend arms fully overhead and lift objects weighing up to 75 lbs or more overhead.
• Walk up and down stairs while holding or carrying heavy objects.
• Remain seated and alert while driving for prolonged periods.
• Work outdoors in extreme weather conditions.
• Enter and exit the cab of a vehicle multiple times throughout the day, including bending, squatting, and ducking.
• Satisfactorily pass periodic physical testing consistent with the physical requirements of the position.
• Complete all listed physical requirements, as well as reasonable requests throughout the duration of the job.

Compensation

$60,000$70,000 annually, along with a commission plan.

A successful Sales Representative understands customer needs, communicates effectively, follows up consistently, and helps identify the right products and solutions for each customer.

The role requires someone who can develop new opportunities, maintain customer relationships, stay organized, and represent DME Express professionally throughout the sales process.