Institutional Sales Representative (Medical Supply Distribution)

Overview

PA Medical Supplies is the medical supply sourcing and distribution company within the Armor Health family of companies. We were built to solve a problem Armor lived firsthand: institutional healthcare providers routinely overpay for the most basic disposable supplies — exam gloves, specimen and drug-test cups, syringes, wound care, PPE, and other daily-consumption items. Rather than keep paying national-distributor markups, Armor built its own sourcing and distribution arm.

The model works. PA Medical supplies correctional healthcare operations across 14+ facilities today, and we are ready to take the same pricing and service model to institutional customers outside the Armor system.

That is what this role does.

We are hiring an Institutional Sales Representative to open and own a book of new business — county and regional detention healthcare, state corrections vendors, skilled nursing and long-term care, behavioral health, ambulatory surgery centers, home health, and other high-volume disposable-supply buyers. You will report directly to PA Medical ownership, sell against the national distributors, and be paid on the gross profit you create, with no cap.

What you will have to sell with:

Real pricing.

Direct sourcing and low overhead let us quote lower on the high-volume commodity items that dominate a facility's supply spend.

Speed.

Pricing approvals, exception quotes, and contract decisions happen in 24 hours — not six weeks through a corporate approval chain.

Custom sourcing.

If a client has a pain-point SKU — a specific cup configuration, a hard-to-get glove spec, a discontinued item — we will source it specifically for them. The large distributors will not.

Net-30 invoicing for qualifying institutional clients.

Operational credibility.

We run supply for a live correctional healthcare operation every day. You are selling product we use ourselves, not a catalog.

Direct access to the decision-maker.

You work with the owner. No regional VP, no territory reshuffles, no corporate ceiling on commission.

Responsibilities

• Build and manage a book of new institutional accounts — correctional healthcare, skilled nursing and long-term care, behavioral health, ambulatory surgery centers, home health, dialysis, and county/municipal health agencies
• Prospect and open new accounts through direct outreach, industry relationships, bid and RFP channels, and network referrals
• Own the full sales cycle: prospecting, needs and spend analysis, quoting, negotiation, onboarding, and ongoing account growth
• Analyze prospect supply spend and build side-by-side cost-savings comparisons against their incumbent distributor
• Respond to public-sector solicitations, bids, and RFPs where PA Medical is competitive
• Identify pain-point and hard-to-source SKUs and work with ownership to source them specifically for the client
• Manage GPO and contract-compliance considerations where applicable (Premier, Vizient, HealthTrust, and similar)
• Coordinate with operations and fulfillment so quoted pricing, lead times, and service levels are actually delivered
• Maintain accurate pipeline, activity, and forecast records
• Feed market intelligence back to ownership — competitor pricing pressure, product gaps, and category opportunities worth sourcing

Qualifications

• Required
• 3–10 years of B2B sales experience in medical supply distribution, DME, or medical devices
• Demonstrated track record selling to institutional buyers — corrections, hospitals, SNF/LTC, ASC, home health, or behavioral health
• Working knowledge of the medical distribution landscape (Medline, McKesson Medical-Surgical, Cardinal Health, Owens & Minor, Henry Schein, Concordance, NDC)
• Established relationships with facility procurement, Directors of Nursing, purchasing agents, or GPO field representatives
• Self-directed — proven ability to build a pipeline without day-to-day management
• Florida-based, or willing to be consistently present in Florida markets
• Valid driver's license and ability to travel up to 50% within territory
• Ability to pass a background check and meet correctional facility access requirements
• Preferred
• Experience selling into correctional or government healthcare (county jails, state DOC, detention healthcare vendors)
• Public-sector bid and RFP experience
• GPO contract experience (Premier, Vizient, HealthTrust, or similar)
• Prior book at a national medical-surgical distributor
• Understanding of Medicare/Medicaid reimbursement dynamics for institutional customers
• Bilingual English/Spanish

Responsibilities

• Build and manage a book of new institutional accounts — correctional healthcare, skilled nursing and long-term care, behavioral health, ambulatory surgery centers, home health, dialysis, and county/municipal health agencies
• Prospect and open new accounts through direct outreach, industry relationships, bid and RFP channels, and network referrals
• Own the full sales cycle: prospecting, needs and spend analysis, quoting, negotiation, onboarding, and ongoing account growth
• Analyze prospect supply spend and build side-by-side cost-savings comparisons against their incumbent distributor
• Respond to public-sector solicitations, bids, and RFPs where PA Medical is competitive
• Identify pain-point and hard-to-source SKUs and work with ownership to source them specifically for the client
• Manage GPO and contract-compliance considerations where applicable (Premier, Vizient, HealthTrust, and similar)
• Coordinate with operations and fulfillment so quoted pricing, lead times, and service levels are actually delivered
• Maintain accurate pipeline, activity, and forecast records
• Feed market intelligence back to ownership — competitor pricing pressure, product gaps, and category opportunities worth sourcing

Qualifications

• Required
• 3–10 years of B2B sales experience in medical supply distribution, DME, or medical devices
• Demonstrated track record selling to institutional buyers — corrections, hospitals, SNF/LTC, ASC, home health, or behavioral health
• Working knowledge of the medical distribution landscape (Medline, McKesson Medical-Surgical, Cardinal Health, Owens & Minor, Henry Schein, Concordance, NDC)
• Established relationships with facility procurement, Directors of Nursing, purchasing agents, or GPO field representatives
• Self-directed — proven ability to build a pipeline without day-to-day management
• Florida-based, or willing to be consistently present in Florida markets
• Valid driver's license and ability to travel up to 50% within territory
• Ability to pass a background check and meet correctional facility access requirements
• Preferred
• Experience selling into correctional or government healthcare (county jails, state DOC, detention healthcare vendors)
• Public-sector bid and RFP experience
• GPO contract experience (Premier, Vizient, HealthTrust, or similar)
• Prior book at a national medical-surgical distributor
• Understanding of Medicare/Medicaid reimbursement dynamics for institutional customers
• Bilingual English/Spanish