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.