Job Details

Job Location: Richmond - Richmon, VA

Position Type: Full Time

Salary Range: $60000.00 - $120000.00 Base+Commission/year

Travel Percentage: Road Warrior

Medical Sales Representative – AAC

We are building a stronger, more scalable AAC organization and are seeking a driven healthcare sales professional to develop relationships, grow referral activity, and expand access to speech-generating devices within the assigned market. This is a hands-on, field-intensive sales role serving the Virginia metropolitan area and surrounding assigned Virginia markets.

The Medical Sales Representative - AAC is responsible for building and maintaining referral-source relationships, identifying new business opportunities, supporting AAC evaluations and demonstrations, and helping qualified opportunities progress toward delivery in partnership with the regional clinical and operational support team. This is not a primarily desk-based or remote sales position. Success requires consistent in-person account coverage, disciplined territory planning, strong follow-through, and the ability to build trusted relationships with SLPs, clinics, hospitals, rehabilitation programs, physicians, schools, specialty programs, and other referral sources.

Compensation & Earning Opportunity

Competitive Base Salary + Uncapped Performance-Based Commission $60,000 base salary plus uncapped performance-based commission. At mature territory performance, annual cash compensation is approximately $120,000, with additional accelerator compensation and continued earning opportunity as the territory grows beyond the mature-market model. During the first six months, the position includes a guaranteed minimum commission of $2,000 per month to support the representative while building referral relationships and developing the territory. If earned commission exceeds the monthly guarantee, the representative receives the higher earned amount. The compensation structure is designed to reward qualified AAC/SGD delivery performance and continued territory growth, with additional earning opportunity as the market develops. Commission eligibility is subject to the current Company commission plan, qualified-delivery requirements, and applicable territory assignment or compensation terms.

What Success Looks Like

Build a productive, well-developed AAC territory with consistent referral growth, account development, and qualified SGD deliveries. Maintain a strong field presence and consistently cover high-value existing and prospective accounts throughout the assigned market. Develop trusted relationships with SLPs, clinicians, healthcare organizations, specialty programs, and other referral sources. Identify new referral sources and expand business within existing accounts through disciplined follow-up and account development. Support AAC evaluations, demonstrations, in-services, deliveries, and other customer-facing activities as appropriate. Partner closely with Internal AAC SLPs and support teams to address clinical barriers, evaluator access, documentation needs, WIP concerns, and customer needs. Use CRM, account activity, referral trends, and territory intelligence to prioritize field time and next actions. Maintain accurate, timely documentation and strong follow-through on commitments to customers, patients/caregivers, and internal teams. Develop the territory with a growth mindset while maintaining a positive, collaborative, and accountable approach.

What You Will Own

Develop and execute a disciplined territory plan focused on referral-source growth, account productivity, market penetration, and qualified AAC opportunities. Manage an active portfolio of viable accounts and continuously improve the quality and productivity of the territory account base. Conduct regular in-person visits with SLPs, clinics, hospitals, rehabilitation programs, physician practices, specialty programs, schools, and other appropriate referral sources. Identify high-potential accounts, declining accounts, competitive opportunities, and geographic coverage gaps, and build specific action plans around them. Generate qualified referrals and remain actively engaged in opportunities where field support can improve evaluation, demonstration, customer experience, or delivery success. Coordinate closely with Internal AAC SLPs, who provide clinical and pre-Medical Review workflow support, while stepping in when an in-person field intervention can remove an account or patient barrier. Partner with Regional leadership on ride-alongs, strategic-account visits, coaching, territory planning, and performance development. Work collaboratively with the dedicated RM Speech Manufacturer Sales Representative when deeper product expertise, demonstrations, education, or strategic-account support can help grow the account. Maintain disciplined use of Zoho CRM, calendar/meeting tools, account notes, opportunity information, and company-required reporting. Participate in conferences, in-services, community events, recruiting activities, and other market-development opportunities when they support territory growth. Represent the organization professionally and provide responsive, solution-oriented support to customers and referral sources.

Field Presence, Travel & Territory Demands

This is a true field-sales position. The representative is expected to be actively working the assigned market throughout the workweek, with the majority of each business day spent in the field unless business needs or leadership direction require otherwise. Frequent local driving throughout the Virginia metroplex and surrounding assigned Virginia markets is expected. Occasional overnight travel may be required for conferences, training, regional meetings, strategic accounts, or other business needs. The representative is expected to plan routes efficiently, maintain consistent account coverage, and direct field time toward the accounts and opportunities with the greatest potential impact. Early mornings, evenings, conferences, customer events, and occasional weekend activity may be required based on business needs. A valid driver's license, reliable transportation, and the ability to independently travel throughout the assigned market are required. Residence within the Virginia market is strongly preferred.

Team & Support Environment

The Medical Sales Representative is part of a developing regional model designed to give field representatives stronger local leadership, expanded Internal AAC SLP support, better territory-planning tools, and additional strategic-account resources. Representatives work collaboratively with Regional leadership, Internal AAC SLPs, Intake, Medical Review, Authorization, Logistics, Customer Support, Billing, and other internal partners. The goal is to allow the field representative to spend more time on the activities that drive growth: building relationships, identifying opportunities, generating referrals, supporting evaluations, completing deliveries, and developing the market.

Qualifications

Qualifications: Bachelor's degree preferred; equivalent relevant healthcare, medical sales, rehabilitation, or business-development experience will be considered. Demonstrated ability to build professional relationships and develop business in a field-based sales or account-development environment. Healthcare, medical device, DME, rehabilitation, pharmaceutical, assistive technology, AAC, or other complex consultative-sales experience strongly preferred. Strong communication, presentation, organization, and relationship-development skills. Ability to independently manage a geographic territory, prioritize accounts, plan field routes, and follow through consistently. Comfort with measurable sales expectations, referral development, account-growth goals, performance accountability, and commission-based compensation. Ability to learn clinical and technical product information and communicate it clearly to healthcare professionals and referral sources. Strong problem-solving skills and the ability to work effectively across sales, clinical, funding, and operational teams. Comfort using CRM, calendar, route-planning, and business-productivity technology; experience with Zoho CRM or similar platforms is preferred. Strong documentation habits, attention to detail, and reliable follow-through. Ability and willingness to spend the majority of the workweek in the field and travel throughout the assigned market. Valid driver's license, reliable transportation, and ability to independently travel for customer visits, demonstrations, deliveries, conferences, training, and other business needs.

Preferred Differentiators

Experience working with Speech-Language Pathologists, AAC clinics, rehabilitation programs, hospitals, schools, ALS programs, or other specialty clinical programs. Experience with speech-generating devices, AAC, assistive technology, DME reimbursement, complex rehabilitation technology, or other clinically oriented medical products. Existing relationships within the local healthcare, rehabilitation, therapy, or speech-language pathology community. Experience opening, rebuilding, or growing an underdeveloped sales territory. Experience conducting product demonstrations, clinical education, in-services, or professional presentations. Established relationships with SLPs, hospitals, rehabilitation programs, pediatric therapy organizations, ALS programs, or other referral sources in Virginia are especially valuable.

Work Schedule & Travel

This is a full-time, field-based position generally operating Monday through Friday. Because customer access, travel, conferences, evaluations, deliveries, and other territory needs do not always occur within a fixed schedule, flexibility beyond standard business hours may occasionally be required. This is a results- and responsibility-based field role rather than one limited to a fixed daily schedule. The representative is expected to maintain a consistent presence throughout the assigned market, manage travel efficiently, and remain responsive to customer and business needs.

Why This Opportunity

This role offers the opportunity to build a meaningful AAC territory within a regional model designed to give field representatives stronger leadership, expanded clinical support, better territory-planning tools, and additional strategic-account resources. The compensation structure provides uncapped performance-based earning opportunity, allowing successful representatives to participate financially in the growth they create while helping expand access to communication technology for individuals with complex communication needs.