Market Business Manager - Northeast

Company Overview:

Skilled nursing, rehabilitation and senior living providers care for residents who spend most of their day in a bed, and three risks follow them there: pressure injuries, falls, and injuries to staff and residents during transfers. Joerns Healthcare builds the equipment that addresses all three. Founded in 1889 and based in Charlotte, North Carolina, Joerns is a vertically integrated manufacturer of healthcare bed systems, patient lifting and repositioning solutions, therapeutic support surfaces, and complementary services for chronically ill patients in institutional and home care settings.

Joerns designs and manufactures its own products, operating a 200,000 sq ft manufacturing facility and a 100,000 sq ft distribution center with capacity for 50,000 units a year, and is Joint Commission accredited. In October 2024 the company sold its U.K. Oxford patient handling business to concentrate on its core North American markets, keeping its EasyCare and UltraCare beds, the Hoyer patient handling brand, and its Dolphin and P.R.O. Matt support surfaces.

Joerns sells to long-term and post-acute care (LT-PAC) providers through Market Business Managers who own a local market, supported by corporate account programs set with large operators at the national level. Most of the country is covered by direct representatives, with independent 1099 representatives in certain markets. The Northeast Market Business Manager is a 1099 engagement with the same market-owner scope as Joerns' direct team.

Job Overview:

This is a 1099 Market Business Manager engagement covering the Northeast, with the core of the business concentrated in New York, New Jersey and Boston. The MBM operates as Joerns' local market owner, protecting and growing an established base of business while developing new accounts across LT-PAC providers: Skilled Nursing, Inpatient Rehabilitation, Assisted Living and adjacent VA sites. The role reports to the VP, US Sales.

This is not a startup territory. Joerns has a large installed base of beds, surfaces and patient handling equipment across the region, and the territory has significant existing business. The opportunity is to reconnect with the installed base, win replacement and standardization cycles, and convert competitive accounts. Buying in this market is relationship-driven, particularly among the ownership groups in the New York and New Jersey metro, and in northern New England ownership changes are putting replacement decisions on a long-standing Joerns base back in play.

The engagement is built for an established independent rep or rep group. You run your own business, set your own schedule, and earn an uncapped percentage of territory revenue. Joerns provides the same product training, education, marketing resources and corporate account support its direct team receives, including the corporate business plan and target buildings in territory, without the internal process load of a W-2 role.

Products:

• Bed systems: The EasyCare configurable bed and the UltraCare XT, alongside the WeCare full-electric split-frame bed and the RC line of high-capacity frames rated from 750 to 1,000 lb, including the RC Ultra Hi-Lo 850, which lowers to 9.5 inches for fall risk reduction.

• Therapeutic support surfaces: Dolphin FIS (Fluid Immersion Simulation), a flotation therapy surface designed to maintain near-normal blood flow and minimize tissue deformation; DermaFloat low air loss and alternating pressure systems; and P.R.O. Matt Plus, a pressure redistribution surface with optional alternating pressure.

• Prevention surfaces: PrevaMatt foam mattresses for pressure injury prevention and the BariMatt 1000 Plus expandable bariatric mattress.

• DolphinCare Integrated Bed System: The Dolphin FIS surface integrated with the UltraCare XT frame as a single wound care bed system.

• Patient lifting and transfer: The Hoyer brand of safe patient handling equipment, including the Bari10A lift with a 1,000 lb safe working load.

• Services and programs: Joerns AssetCare, the ACQUIRE program, clinical training and education, and the Joerns Connexio healthtech platform.

Qualifications:

Education & Experience

• Bachelor's degree or equivalent.

• Minimum 3 years of medical sales experience, preferably in the post-acute or long-term care market.

• Experience selling capital equipment, DME, beds, surfaces, patient handling or related products into skilled nursing, rehab or senior living.

• Established relationships with operators, administrators and clinical leaders in New York, New Jersey and/or Boston.

• Proven sales success and a documented track record against an assigned quota.

Preferred

• Experience operating independently as a 1099 rep or rep group, or a strong desire to run your own business.

• HubSpot CRM experience.

Competencies

• Strong prospecting, account planning, territory management, funnel and forecasting, negotiation and C-suite presentation skills.

• Understanding of the customer buying process across the healthcare continuum, including GPO and distributor channels.

• Ability to carry Joerns alongside complementary, non-competing lines.

• Ability to work remotely and travel throughout the territory without daily supervision.

• Excellent written and verbal communication skills.

• Professionalism, diplomacy and a collaborative approach with Joerns sales leadership, corporate accounts and support teams.

Job Responsibilities:

Territory Ownership & Market Planning

• Own commercial performance in the Northeast territory, including revenue growth, customer retention and new business creation.

• Build and execute a local market plan that targets priority operators, replacement opportunities, competitive conversions and whitespace across LT-PAC settings.

• Combine field, phone and digital selling, with regular travel across the territory.

Installed Base & Account Relationships

• Re-engage existing Joerns accounts to protect the installed base and uncover replacement, standardization and portfolio expansion opportunities.

• Build relationships with facility administrators, regional operators, clinical leaders, purchasing influencers and distributor partners.

• Use corporate formularies and programs set at the national account level to drive adoption at the building and regional level.

New Business Development

• Prospect new logos, new sites within existing operators, and competitive accounts.

• Position Joerns' full portfolio of beds, therapeutic surfaces, patient lifting and transfer aids, and after-market services in a consultative way.

• Manage opportunities from lead generation through close, including proposals, pricing discussions and contract renewals.

Customer Education & Implementation

• Provide product demonstrations, customer education and in-servicing as needed.

• Coordinate with Joerns teams on conversions, delivery, installation and service follow-up.

Pipeline & Market Intelligence

• Share pipeline visibility and local market intelligence with Joerns sales leadership, including competitive activity, capital planning cycles and ownership changes.

Compensation:

• Base: None. This is a 1099 independent contractor engagement, not a W-2 employee position. Compensation is 100% commission on territory revenue, paid monthly, uncapped.

• Commission structure: Quota is set from the territory's prior-year actual revenue for the same period [CONFIRM WITH CLIENT]. No commission is paid below 80% of quota. From 80% to 89% of quota the rate is 2.75% of revenue, rising to 6.25% from 90% to 99%. At 100% of quota the target rate of 13.75% applies. Accelerators lift the rate to 15.25% at 110%, 16.75% at 120% and 18.25% at 130%. At 150% of quota and above, a 20% kicker applies with no cap.

• 1099 terms: No base salary, benefits, company car or expense reimbursement. You control your schedule, your approach and your business, may represent complementary, non-competing product lines, and receive access to Joerns product training, education, marketing resources and corporate account programs.

Location:

• Territory Parameters: Northeast: New York, New Jersey, Boston and surrounding New England markets, extending north through New Hampshire and Maine. The territory spans 1,333 post-acute facilities across 16 metro areas, with New York, New Jersey and Boston making up roughly 80% of the business.

• Candidate Location: Remote, with regular travel across the territory.