Area Sales Director – Robotic Surgical Technologies

This is a fully remote position, open to applicants in California.

📋 Description

• Spearhead the regional commercial strategy and execution to meet revenue targets for capital equipment, services, and utilization.

• Lead, mentor, and develop a team of Capital Sales Specialists through intricate healthcare capital sales opportunities.

• Cultivate executive-level relationships with hospital administrators, health system executives, surgeons, and stakeholders in value analysis.

• Enhance opportunity management, ensure forecasting accuracy, and improve pipeline performance using SPANCO methodology and commercial review processes.

• Collaborate with Marketing, Clinical, Customer Success, Finance, Legal, and Market Access teams to promote strategic opportunities and expedite customer adoption.

• Create customer business cases, conduct total cost of ownership analyses, and formulate economic value propositions to support capital investment decisions.

• Negotiate and finalize complex agreements with health systems, integrated delivery networks, and academic medical centers.

• Attract, develop, and maintain top commercial talent while promoting accountability and a customer-centric approach.

• Oversee the commercialization and adoption of Medtronic's Hugo Robotic-Assisted Surgery platform within a designated U.S. region.

• Travel frequently to customer locations, regional meetings, and business reviews.

⛳️ Requirements

• Bachelor's degree and over 10 years of experience in healthcare capital sales, including at least 7 years in a leadership role; OR an advanced degree with over 8 years of healthcare capital sales experience, including a minimum of 5 years in leadership.

• Proven experience in leading complex healthcare capital equipment sales cycles, engaging with executive-level customers, and negotiating contracts.

• Demonstrated ability to manage regional sales performance, forecasting, and execution of pipelines.

• Willingness to travel 50-75% within the assigned region.

• Must reside within the designated U.S. sales region.

• Minimum of 5 years of experience leading sales teams in healthcare capital equipment settings.

• Familiarity with robotic-assisted surgery, minimally invasive surgery, surgical technologies, or medical device capital equipment.

• Experience in managing sales forecasting, pipeline control, and commercial performance metrics.

• Background in developing customer business cases, total cost of ownership models, and procedural economics analyses.

• Experience in selling to integrated delivery networks, academic medical centers, and large health systems.

• For degrees obtained outside the United States, a degree that meets the criteria set forth in 8 C.F.R. § 214.2(h)(4)(iii)(A) is necessary.

• Must have unrestricted U.S. work authorization at the time of hire and throughout the duration of employment.

🏝️ Benefits

• Competitive salary along with a flexible benefits package.

• Health, dental, and vision insurance coverage.

• Health Savings Account.

• Healthcare Flexible Spending Account.

• Life insurance protection.

• Long-term disability leave provisions.

• Dependent daycare spending account options.

• Tuition assistance and reimbursement programs.

• Simple Steps, a global well-being initiative.

• Incentive plans available.

• 401(k) plan with employer contributions and matching.

• Short-term disability benefits.

• Paid time off provided.

• Paid holidays recognized.

• Employee Stock Purchase Plan.

• Employee Assistance Program support.

• Non-qualified Retirement Plan Supplement.

• Capital Accumulation Plan.

• Sales Incentive Plan (SIP).