Market and Vertical Executive

Role Summary

The Market & Vertical Executive is responsible for creating, shaping, and scaling demand within a defined post-acute care vertical while driving revenue across the broader care continuum within an assigned region, in all verticals. This role does not maintain business; it builds it.

CORE ATTRIBUTES (NON-NEGOTIABLE)

• Insight-Led Leadership
• Teaches customers and internal teams something new
• Reframes clinical, operational, and financial approaches
• Introduces productive tension that drives change
• Lets conversations with confidence and direction
• Hunter Mentality
• Creates opportunities from zero
• Demonstrates strong targeting, pursuit, and ownership
• Buys and advances pipeline
• Commercial Acumen
• Connects solutions to clinical, operational, and financial outcomes
• Understands healthcare decision dynamics (clinical, financial, procurement)
• Communicates value with clarity
• Executive Presence
• Engages and influences senior leadership
• Communicates with precision
• Guides complex discussions
• Curiosity and Learning Agility
• Seeks to understand before acting
• Continuously improves
• Adapts quickly
• Ownership and Accountability
• Takes responsibility for results
• Owns revenue, outcomes, and customer experience
• Follows through beyond the initial sale

Key Responsibilities

• Develop and execute one of vertical growth strategies listed below:
• Core Care Communities
• Independent Nursing Homes
• Assisted Living
• Residential Care Communities & Hospice
• CCRC Life Plan Communities
• Small House Hospice
• Recovery & Rehabilitation
• Skilled Nursing
• Hospital-Affiliated Skilled Nursing
• Independent Rehab
• Veteran-Centered Care Systems
• VA CLCs
• State Veterans Homes

Core Responsibilities

• Own and execute a repeatable go-to-market strategy
• Engage executive, clinical, and operational stakeholders
• Position value based on outcomes, economics, and design
• Drive multi-site and system-level growth
• Navigate purchasing pathways and remove access barriers
• Build and scale repeatable playbooks across the team

Conference Strategy

• Own vertical-specific conference strategy
• Generate pipeline and engage key stakeholders
• Validate and refine messaging through market feedback
• Generate demand through insight-led engagement
• Lead complex, multi-stakeholder capital sales processes
• Build value propositions grounded in clinical and financial impact
• Maintain disciplined pipeline management
• Own revenue attainment, adoption, and customer success in a defined geographic market
• Expand presence across accounts and systems
• Translate insights into repeatable playbooks

Operating Model

• Owns geography and vertical leadership
• Serves as vertical leader and subject matter driver
• Balances individual quota with vertical success
• Uses Salesforce to manage and forecast business
• Engages internal teams strategically

Required Experience

• Bachelor’s degree, 5 plus years in capital medical equipment sales within healthcare or a combination of equivalent experience
• Proven net-new opportunity creation
• Multi-stakeholder healthcare sales experience
• Ability to influence decisions and drive adoption
• Closes based on value, not product
• Consistent revenue performance