Institutional Sales Representative (Medical Supply Distribution)

Real pricing. Direct sourcing and low overhead let us quote lower on the high-volume commodity items that dominate a facility's supply spend.

Speed. Pricing approvals, exception quotes, and contract decisions happen in 24 hours — not six weeks through a corporate approval chain.

Custom sourcing. If a client has a pain-point SKU — a specific cup configuration, a hard-to-get glove spec, a discontinued item — we will source it specifically for them. The large distributors will not.

Net-30 invoicing for qualifying institutional clients.

Operational credibility. We run supply for a live correctional healthcare operation every day. You are selling product we use ourselves, not a catalog.

Direct access to the decision-maker. You work with the owner. No regional VP, no territory reshuffles, no corporate ceiling on commission.

Build and manage a book of new institutional accounts — correctional healthcare, skilled nursing and long-term care, behavioral health, ambulatory surgery centers, home health, dialysis, and county/municipal health agencies

Prospect and open new accounts through direct outreach, industry relationships, bid and RFP channels, and network referrals

Own the full sales cycle: prospecting, needs and spend analysis, quoting, negotiation, onboarding, and ongoing account growth

Analyze prospect supply spend and build side-by-side cost-savings comparisons against their incumbent distributor

Respond to public-sector solicitations, bids, and RFPs where PA Medical is competitive

Identify pain-point and hard-to-source SKUs and work with ownership to source them specifically for the client

Manage GPO and contract-compliance considerations where applicable (Premier, Vizient, HealthTrust, and similar)

Coordinate with operations and fulfillment so quoted pricing, lead times, and service levels are actually delivered

Maintain accurate pipeline, activity, and forecast records

Feed market intelligence back to ownership — competitor pricing pressure, product gaps, and category opportunities worth sourcing

3–10 years of B2B sales experience in medical supply distribution, DME, or medical devices

Demonstrated track record selling to institutional buyers — corrections, hospitals, SNF/LTC, ASC, home health, or behavioral health

Working knowledge of the medical distribution landscape (Medline, McKesson Medical-Surgical, Cardinal Health, Owens & Minor, Henry Schein, Concordance, NDC)

Established relationships with facility procurement, Directors of Nursing, purchasing agents, or GPO field representatives

Self-directed — proven ability to build a pipeline without day-to-day management

Florida-based, or willing to be consistently present in Florida markets

Valid driver's license and ability to travel up to 50% within territory

Ability to pass a background check and meet correctional facility access requirements

Experience selling into correctional or government healthcare (county jails, state DOC, detention healthcare vendors)

Public-sector bid and RFP experience

GPO contract experience (Premier, Vizient, HealthTrust, or similar)

Prior book at a national medical-surgical distributor

Understanding of Medicare/Medicaid reimbursement dynamics for institutional customers

Bilingual English/Spanish