ABOUT THE OPPORTUNITY
A well-established provider of medical and laboratory gas systems, serving hospitals, healthcare facilities, engineers, contractors, and service groups across the United States. The company designs, supplies, and supports medical gas and vacuum solutions and is part of a larger group of affiliated industrial companies. Values-driven culture with a tight-knit, high-accountability sales team and strong leadership support. This is a growth hire created by an upcoming retirement, opening a well-developed Southeast territory with significant room to expand. This is a confidential search; company name disclosed upon mutual interest.
THE ROLE
Medical & Laboratory Gas Consultant responsible for growing and managing the Southeast territory, taking over from a long-tenured, retiring representative. This is a balanced sales role that leans toward growth: you will inherit and maintain a well-developed base of accounts across most of the territory while actively hunting net-new business in the highest-demand markets. Expect roughly a 50/50 split of farming and hunting early on, shifting further toward hunting as relationships and processes in the developed markets become established. The right person is a self-starter who will act as the CEO of their territory, developing relationships with engineers and contractors for long-term design influence while staying responsive to hospitals and service groups for near-term replacement business. You will serve as the subject matter expert on the company's medical gas and vacuum product line, generate leads, present and negotiate quotes, and close contract and transactional business. The role reports to the Director of Sales, with close support from leadership, an inside team, and the retiring representative during transition.
TERRITORY AND TRAVEL
• Territory spans the Southeast: Florida, Georgia, Alabama, Mississippi, Tennessee, Louisiana, and up through the Carolinas and Virginia.
• Primary growth focus is Atlanta south through Florida (Atlanta and Orlando to Miami), the highest-demand markets by hospital bed concentration.
• Louisiana, the Carolinas, Virginia, Alabama, and Mississippi are well-developed and in maintenance/farming mode, with periodic in-person visits.
• Preferred candidate location: Florida, Georgia, Alabama, or Tennessee; ideally living between Atlanta and Miami, or between Atlanta and Charlotte. Strong candidates elsewhere in the territory will be considered.
• Expect roughly 6 to 9 nights of travel per month early on while establishing the territory, tapering as digital tools and relationships mature. Not a road-warrior role; leadership supports a healthy work-life balance.
RESPONSIBILITIES
• Serve as the subject matter expert on medical gas and vacuum systems, advising clients and ensuring compliance with industry standards and regulations.
• Generate leads and develop detailed sales plans to penetrate accounts across the territory.
• Develop relationships with engineers and contractors to influence new system designs, while serving hospitals and service groups for replacement business.
• Travel to customer sites to conduct needs assessments, demonstrate products, and explain solutions.
• Recommend product and service solutions based on client needs, applications, and cost.
• Prepare and present quotes, negotiate pricing, and close both contract and transactional sales.
• Record all prospecting activity in Salesforce and maintain accurate, up-to-date pipeline records.
• Maintain and modernize the territory's account records, bringing an organized, digital-first approach to a historically analog book of business.
• Collaborate with the internal sales team, customer service, and leadership to deliver seamless service and hit shared sales goals.
WHY THIS ROLE
This is a rare chance to step into a mature, well-supported territory rather than build one from scratch, with clear runway to grow the highest-potential markets in the Southeast:
A Developed Territory With Upside
• The majority of the territory is already developed, so you are not starting cold. The growth story is expanding Georgia and Florida, where demand is strongest.
• A retiring 30-year representative leaves behind established relationships and a strong landed base to build on.
Real Earning Potential
• Threshold-based commission on gross profit that escalates and applies back to the first dollar, with uncapped upside.
• The prior representative earned around $223,000 in commissions last year; realistic first-year all-in earnings run well into six figures for a strong performer.
Ownership And Support
• You run your territory like an owner, with the autonomy to attack the market your way, backed by an engaged leadership team, inside sales support, and a structured transition from the retiring rep.
• Strong onboarding: time with leadership and the retiring rep, ride-alongs, warm introductions to key accounts and engineers, and monthly pipeline reviews with the broader team.
Balance And Culture
• A supportive, family-friendly culture. Travel is purposeful, not constant, and leadership is explicit about getting people home for what matters.
IDEAL CANDIDATE
• 3 to 5+ years of B2B sales experience in a relevant industry; medical gas, medical/lab equipment, or industrial gas/compressed air experience strongly preferred.
• Growth-minded seller: motivated to get paid now while building the long-term relationships that drive recurring business. Comfortable balancing maintenance of a developed base with hunting net-new accounts.
• Industry knowledge of medical gas and vacuum systems preferred; strong candidates from adjacent channels (industrial air compressor dealers, metrology/equipment) with the aptitude to learn will be considered.
• Salesforce (CRM) experience and proficiency with Microsoft Office.
• Organized and digital-first, able to modernize and maintain territory records and pipeline.
• Self-starter who takes initiative, works independently, and owns their territory without close oversight.
• Strong communication and negotiation skills; consultative, technical selling approach.
• Located in or willing to relocate within the Southeast; ideally Florida, Georgia, Alabama, or Tennessee.
• High School Diploma or equivalent required; Bachelor's degree in Sales, Marketing, or Engineering preferred.
COMPENSATION AND BENEFITS
• Base salary: $80,000 to $95,000 depending on experience and market, with flexibility for the right candidate.
• Realistic first-year all-in earnings of approximately $150,000 to $250,000; uncapped commission with strong territory capacity.
• Threshold-based commission on gross profit, starting near 4% and escalating, applied back to the first dollar.
• Transition guarantee available to bridge the ramp period. Based on the standard structure, this is a guaranteed commission of approximately $4,000 per month for the first 3 months, then the same monthly amount for months 4 to 6 contingent on hitting a gross-profit target (about $50,000 GP per month). The guarantee is calibrated to the entry (roughly 4%) commission tier, and its length flexes with the retirement transition overlap.
• Car allowance of $800 per month, plus travel expenses.
• Full benefits package.