What are the responsibilities and job description for the Capital Account Manager position at W3Global?
Job Title: Capital Account Manager
About The Company
This organization was founded with the mission to make surgical instrument cleaning faster, safer, and more ergonomic for one of the most important departments in the hospital: sterile processing. By engineering and manufacturing innovative equipment, the company supports hospitals in delivering on the most sacred clinical promise - optimal patient safety and care.
Who We're Looking For
The Capital Account Manager is responsible for managing and growing a defined sales territory while maintaining an active pipeline of capital sales. The role combines home-office work with travel across the assigned territory to conduct on-site visits, demos, consultations, and in-servicing for customers.
Location: Major Northeast hubs preferred (e.g., New York City, Boston, Washington DC, Baltimore).
Territory: Northeast U.S. - covering Maine to Virginia, including cities such as New York, Boston, Baltimore, Washington DC, Pittsburgh, and others.
Key Responsibilities
About The Company
This organization was founded with the mission to make surgical instrument cleaning faster, safer, and more ergonomic for one of the most important departments in the hospital: sterile processing. By engineering and manufacturing innovative equipment, the company supports hospitals in delivering on the most sacred clinical promise - optimal patient safety and care.
Who We're Looking For
- Certified Hunters: You proactively seek out new sales opportunities and thrive on closing deals. You don't wait for doors to open - you knock them down.
- Organized Multi-taskers: Able to manage multiple opportunities and states with ease, while maintaining control of a large funnel of business.
- Passion for Processing: Respect and curiosity for sterile processing and endoscopy, eager to consult and continuously learn from customers.
- High Impact: Creative thinker who hits quotas consistently, with a balance of planning, organization, and execution.
- Confidence: Dedicated to self-development and becoming the next best version of yourself.
- Persistence: Resilient problem-solver, comfortable facing challenges and thriving in tough environments.
- Total Teammate: Strong communicator with excellent follow-up and follow-through, building trust with clients and colleagues.
- Tech-Savvy Strategist: Comfortable with data, reporting, and using insights to shape informed sales strategies.
The Capital Account Manager is responsible for managing and growing a defined sales territory while maintaining an active pipeline of capital sales. The role combines home-office work with travel across the assigned territory to conduct on-site visits, demos, consultations, and in-servicing for customers.
Location: Major Northeast hubs preferred (e.g., New York City, Boston, Washington DC, Baltimore).
Territory: Northeast U.S. - covering Maine to Virginia, including cities such as New York, Boston, Baltimore, Washington DC, Pittsburgh, and others.
Key Responsibilities
- Build and manage a capital sales pipeline while meeting assigned quotas.
- Identify customer challenges and provide consultative solutions.
- Generate leads, qualify prospects, and close capital sales opportunities.
- Conduct demos, in-services, consultations, and on-site visits.
- Collaborate with marketing and sales teams on campaigns and promotions.
- Attend local and national industry shows as required.
- Leverage social media and digital selling tools to connect with customers.
- Prepare regular sales reports and analytics, tracking progress against quotas.
- Stay current on industry guidelines, best practices, and reprocessing trends.
- Minimum of 5 exploratory customer consults per week
- Capital sales results aligned with territory quota
- FlexiPump unit sales performance
- Project lead generation
- 5-7 years of proven sales success in achieving quotas and targets
- Experience in sterile processing, endoscopy, infection prevention, and/or OR sales
- IDN selling experience strongly preferred
- Capital equipment sales cycle expertise
- Strong planning, time management, and execution skills
- Positive, energetic approach to client engagement
- Proficiency in digital/social media selling and willingness to grow in this area
- Self-driven and motivated to deliver results with minimal oversight
- Exceptional communication, follow-up, and phone skills
- Proficiency in Salesforce and Microsoft Office applications
- Comfortable in virtual selling using Zoom, Microsoft Teams, and other digital tools