Inside Sales Representative
Nihon Kohden America
Summary
Defibtech is seeking an Inside Sales Representative responsible for driving AED sales and customer growth by managing inbound and outbound opportunities, supporting Defibtech's distributor partners and regional sales managers, and growing revenue from the installed base. Working within Defibtech's distributor-led sales model, the role owns opportunities from first inquiry through quote, distributor handoff, and order follow-up. The Inside Sales Representative partners closely with Customer Service, Marketing, and the field sales team to deliver results against defined sales targets. This position is based onsite at our headquarters in Guilford, CT.
Job description
Core Responsibilities
- Qualifies and manages inbound leads from marketing campaigns, website inquiries, trade shows, and distributor referrals; routes qualified opportunities to the appropriate distributor and regional sales manager and follows up to closure.
- Conducts outbound outreach to assigned accounts, segments, or territories to generate new opportunities and support sales campaigns.
- Grows revenue from the installed base by identifying replacement, upgrade, accessory, and consumable (pads and batteries) opportunities.
- Coordinates with Sales Operations on order entry and follows up on orders, deliveries to ensure a positive customer experience.
- Supports distributor partners with product information, quotes, lead follow-up, and bid or RFP responses as needed.
- Supports sales leadership with account research, opportunity follow-up, and preparation for customer and distributor meetings.
- Manages pipeline, activities, and forecasts accurately in Salesforce; maintains complete and current account, contact, and opportunity records.
- Meets or exceeds assigned sales targets and activity goals.
- Shares customer and market insights with Sales and Marketing to improve campaigns, messaging, and lead quality.
- Participates in trade shows, webinars, and customer events as needed.
- Identifies potential product complaints and adverse events and routes them to Customer Service/Quality per Defibtech's complaint-handling procedures.
- Demonstrates Defibtech's values on the job. Promotes and participates in continuous improvement.
- Actively supports compliance of Company operations to all applicable laws, regulations and standards, good business practices and company documented procedures (including but not limited to FDA, Quality Management Systems Regulations, safety regulations, and applicable statutes).
Qualifications / Requirements
- High school diploma or equivalent required; bachelor's degree preferred (business, marketing, communications, healthcare, or a related field).
- At least 1 year of related experience in inside sales, customer service, account management, or another customer-facing role, or an equivalent combination of training, education, and/or experience.
- Preferred candidates will have 2 or more years of related experience.
- Previous experience within medical device, healthcare, safety, or distributor/channel sales
- Salesforce or other CRM experience preferred.
- Competitive, results-oriented mindset with a track record of meeting goals.
- Excellent phone, email, and video communication skills; able to build rapport and explain technical products clearly.
- Strong follow-through, organization, and pipeline discipline.
- Customer-focused, with sound judgment, initiative, and personal accountability.
- Ability to prioritize and manage multiple tasks in a fast-paced, regulated environment without compromising quality.
- Proficiency in Microsoft Office applications (Word, Excel, PowerPoint, Outlook).
Work Environment And Physical Demands
- Office setting; hybrid capable.
- Occasional domestic travel for trade shows, training, and customer or distributor meetings, less than 10%.
- Sedentary work with frequent computer work, standing, and short durations of walking throughout location(s) and lifting up to 10lbs.
Requirements
- High school diploma or equivalent required
- Bachelor's degree preferred (business, marketing, communications, healthcare, or related field)
- At least 1 year of related experience in inside sales, customer service, account management, or another customer-facing role
- 2 or more years of related experience preferred
- Previous experience within medical device, healthcare, safety, or distributor/channel sales preferred
- Salesforce or other CRM experience preferred
- Competitive, results-oriented mindset with a track record of meeting goals
- Excellent phone, email, and video communication skills
- Strong follow-through, organization, and pipeline discipline
- Customer-focused with sound judgment, initiative, and personal accountability
- Ability to prioritize and manage multiple tasks in a fast-paced, regulated environment
- Proficiency in Microsoft Office applications (Word, Excel, PowerPoint, Outlook)
Benefits
- Health And Wellness Benefits
- Company-Paid Disability Insurance
- Company-Paid Life Insurance
- 401(k) With Company Matching
- Paid Time Off
- Flexible Work Arrangements
- Volunteer Time Off
- Philanthropic Donation Programs
Company overview
Nihon Kohden America is the U.S. subsidiary of Nihon Kohden Corporation, a global leader in medical device manufacturing with over 70 years of innovation in healthcare technology. Headquartered in Irvine, California, the company specializes in developing and manufacturing advanced medical instrumentation for patient monitoring, sleep assessment, neurology, and cardiology. As a fast-growing organization with 201-500 employees, Nihon Kohden America has established itself as a premier manufacturer of physiological measuring equipment, including electroencephalographs (EEGs), electrocardiographs (ECGs), patient monitoring systems, defibrillators, ventilators, and clinical information systems. The company is particularly renowned as the world's largest supplier of EEG products, with its medical devices used in more than 120 countries worldwide. Nihon Kohden's legacy includes pioneering innovations such as the world's first pulse oximeter, invented by company researcher Takuo Aoyagi in 1974. The American subsidiary maintains the parent company's commitment to quality, reliability, and customer-centric innovation, focusing on addressing real-world healthcare needs through methodical research and development. With a strong emphasis on employee development and workplace culture, Nihon Kohden America has achieved Great Place to Work certification and consistently demonstrates double-digit growth through strategic partnerships and connected innovation in healthcare technology.