Area Sales Director

Accountabilities:

Business & Financial Planning: Develop and implement regional sales strategies aligned with overall business objectives, customer needs, territory opportunities, and revenue targets.
Establish priorities and business plans to achieve monthly, quarterly, and annual sales, revenue, and gross profit objectives.
Monitor regional sales performance through detailed analysis, trend tracking, and performance reporting, identifying opportunities and addressing potential risks.
Prepare and submit accurate weekly, monthly, quarterly, and annual sales forecasts and ensure compliance with established reporting requirements.
Maintain consistent field sales management processes and ensure accountability for reporting, sales activities, and performance standards across the organization.
Collaborate with Marketing and senior leadership to evaluate market trends, competitive activity, product performance, and commercial strategies.
Provide market intelligence and field insights to support product positioning, sales programs, competitive analysis, and business development initiatives.
Coordinate with distribution and supply chain stakeholders to address regional requirements and ensure effective customer support.
Build strong communication channels between Sales, Corporate Accounts, Marketing, and other internal departments to maximize business efficiency.
Analyze market opportunities and develop innovative sales strategies that support sustainable regional growth.
Leadership & Team Development: Lead, manage, and develop Territory Managers (TMs), Sales Associates (SAs), and distributor partners to achieve commercial objectives.
Build and manage a high-performing sales organization responsible for executing strategic and tactical initiatives that drive revenue and gross profit.
Provide coaching, mentoring, product training, and professional development to strengthen sales capabilities and improve individual and team performance.
Conduct regular field visits to observe sales activities, assess development needs, provide feedback, and reinforce effective selling practices.
Oversee territory planning, resource allocation, and sales coverage to ensure optimal market penetration and operational effectiveness.
Identify staffing requirements, determine appropriate team structures, and participate in recruiting and hiring new Territory Managers and Sales Associates in coordination with senior leadership.
Promote accountability, collaboration, and continuous improvement through regular performance reviews, team communications, and established sales management processes.
Customer Relationship Management: Develop and maintain strong relationships with key customers, healthcare professionals, and Key Opinion Leaders (KOLs) across the assigned territory.
Coordinate internal and external resources to deliver comprehensive customer solutions and strengthen long-term commercial partnerships.
Collaborate with internal colleagues, referral partners, and distributor organizations to expand access to competitive accounts and generate new business opportunities.
Evaluate customer requirements and develop tailored business plans and solutions that address both immediate needs and long-term objectives.
Prepare and review financial models and commercial proposals to recommend strategies that meet customer expectations while supporting business profitability.
Demonstrate product capabilities and communicate the value proposition of innovative medical technologies to customers and healthcare stakeholders.
Identify opportunities to improve customer satisfaction, strengthen account performance, and enhance the efficiency of the regional sales organization.
Compliance & Business Integrity: Ensure all regional sales activities comply with applicable company policies, ethical standards, and regulatory requirements.
Demonstrate commitment to established compliance and ethics programs, including relevant sales and marketing codes of conduct and industry standards such as the AdvaMed Code of Ethics.
Maintain strict confidentiality when handling Protected Health Information (PHI), ensuring compliance with HIPAA requirements.
Promote awareness of applicable healthcare regulatory requirements and ensure team members follow established compliance procedures.
Perform additional responsibilities as assigned to support broader organizational objectives.
Requirements:
Demonstrated experience in sales leadership, preferably within medical technology, healthcare, orthopedics, or the medical device industry.
Proven ability to lead and develop regional sales organizations, including sales managers, field representatives, and distributor partners.
Strong track record of achieving revenue, gross profit, and commercial growth objectives within a defined territory or market.
Experience developing and executing strategic sales plans, managing regional budgets, preparing forecasts, and monitoring key commercial performance indicators.
Strong understanding of territory management, sales operations, account development, and distribution channel strategies.
Demonstrated ability to analyze market trends, competitive activity, customer needs, and business performance to identify growth opportunities.
Experience building and maintaining relationships with key healthcare customers, decision-makers, referral partners, and Key Opinion Leaders.
Strong coaching, mentoring, and team development skills, with the ability to motivate sales professionals and improve field performance.
Excellent communication, negotiation, presentation, and interpersonal skills, with the ability to influence internal and external stakeholders.
Strong financial and analytical capabilities, including experience reviewing commercial proposals, developing financial models, and evaluating sales profitability.
Ability to collaborate effectively with Marketing, Corporate Accounts, Operations, Supply Chain, and senior leadership.
Sound understanding of healthcare compliance requirements, ethical sales practices, HIPAA standards, and the appropriate handling of confidential patient information.
Strong organizational and problem-solving skills, with the ability to manage multiple priorities in a dynamic, results-oriented environment.
Adaptability, accountability, and a proactive approach to identifying business opportunities and improving sales effectiveness.
Commitment to collaboration, continuous improvement, ethical business practices, and delivering solutions that contribute to better patient outcomes.
Benefits:
Comprehensive healthcare coverage: Medical, dental, and vision insurance.
Retirement savings: 401(k) retirement plan.
Flexible spending and savings: Access to spending and savings account programs.
Paid time off: Vacation, sick leave, and paid holidays.
Financial protection: Income protection plans to support employees in different circumstances.
Insurance savings: Access to discounted insurance rates.
Legal support: Employee access to legal services.
Remote working arrangement: Remote position based in the United States.
Professional development: Opportunities to strengthen leadership capabilities and advance within the medical technology industry.
Career growth: Exposure to strategic commercial initiatives, regional business development, and cross-functional leadership.
Meaningful impact: Opportunity to contribute to the development and adoption of innovative therapies designed to improve patient recovery and outcomes.
Collaborative culture: Work within an innovation-driven environment that values teamwork, continuous improvement, and shared success.