Regional Account Manager

Position Summary

The Regional Account Manager is responsible for developing and managing high-value relationships with key customers across sectors that rely on ergonomic furniture solutions—including healthcare systems, corporate offices, control rooms, education, and government agencies. This role drives business growth by promoting AFC Industries’ portfolio of ergonomic workstations, medical carts, wall-mounted workstations, height-adjustable furniture, and custom-designed solutions.

The ideal candidate is a consultative salesperson who can understand customer workflow challenges, propose ergonomic solutions, and navigate complex buying cycles involving architects, designers, facility managers, and procurement stakeholders.

Key Responsibilities

Account Strategy & Customer Engagement

• Serve as the primary liaison for key regional accounts using AFC’s ergonomic furniture solutions.
• Develop strategic account plans to increase product adoption and expand furniture standards across customer locations.
• Build relationships with decision-makers including facilities teams, clinical leads, architects, integrators, and procurement groups.

Sales & Business Development

• Promote AFC’s ergonomic products—including custom carts, adjustable desks, medical IT solutions, and workstation systems—to meet client workflow and space-planning needs.
• Identify opportunities for volume orders, system-wide deployments, refresh cycles, and new projects.
• Lead pricing negotiations, proposals, quotes, and RFP responses in collaboration with internal sales support.
• Achieve revenue and margin targets across assigned national accounts.

Project Coordination & Customer Support

• Partner with engineering, design, and manufacturing teams to develop custom or modified solutions based on customer requirements.
• Work with project management, logistics, and installation teams to ensure on-time delivery, site readiness, and successful install outcomes.
• Provide ongoing client support, product training, post-installation follow-up, and issue resolution.

Market Insight & Reporting

• Stay informed on trends in ergonomics, healthcare design, workplace furniture, and human factors engineering.
• Monitor competitor offerings and gather customer feedback to support product development and improvements.
• Deliver accurate forecasts, pipeline updates, and account health reports to internal leadership.

Qualifications

Required Qualifications

• Bachelor's degree in Business, Marketing, Design, Ergonomics, Healthcare Administration, or a related field (or equivalent combination of education and experience).
• 3–7 years of successful experience in B2B sales, regional sales, key account management, or business development within medical devices, healthcare technology, capital equipment, or other technology-driven industries.
• Demonstrated success selling complex solutions to healthcare systems, hospitals, corporate facilities, integrated delivery networks (IDNs), distributors, systems integrators, or GPO/contract purchasing environments.
• Proven ability to build executive-level relationships, deliver compelling presentations, and influence decision-makers across multiple stakeholders.
• Experience managing long sales cycles, complex projects, and consultative sales processes from prospecting through implementation.
• Ability and willingness to travel up to 75%.

Preferred Qualifications

• Experience selling medical devices, medical furniture, ergonomic workplace solutions, IT mounting systems, AV/IT integration solutions, or technical workstation products.
• Knowledge of healthcare environments, clinical workflows, ergonomic best practices, and user-centered workspace design.
• Familiarity with CAD drawings, floor plans, space planning, and technical product specifications.
• Experience using CRM platforms (Salesforce, HubSpot, Microsoft Dynamics, or similar) and quoting/configuration tools.

Core Competencies

• Consultative selling and solution-based sales
• Strategic account planning and territory management
• Healthcare and corporate workflow optimization
• Ergonomics and user-centered workspace design
• Executive relationship management and stakeholder engagement
• Contract negotiation and influencing skills
• Technical aptitude for mechanical, furniture, or technology-based solutions
• Cross-functional collaboration with sales, engineering, operations, and customer success teams
• Project coordination, implementation planning, and customer onboarding
• Excellent written, verbal, presentation, and communication skills

Compensation

• Base Salary $50,000-$60,000.
• Commission Eligible.