Director, Medical Sales

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Take ownership of the sales strategy and revenue performance for Metrex infection control in the U.S. and Canada.

• Build and cultivate a high-performing field sales team.

• Achieve annual goals related to sales, profitability, market share growth, and overall expansion.

• Design and refine the structure of the sales organization, including coverage models, territories, roles, and management goals.

• Recruit, hire, train, mentor, and coach both sales representatives and leaders.

• Spearhead commercial transformations, product launches, systems enhancements, processes, and organizational adjustments.

• Manage complex sales engagements and craft strategic plans for GPO and IDN accounts.

• Foster executive relationships across health systems, hospitals, clinics, distributors, and channel partners.

• Oversee pricing strategies, RFPs, contracts, value-analysis submissions, negotiations, renewals, implementation, and field activation.

• Establish CRM discipline, set data-quality expectations, pipeline standards, and cadence for forecast inspections.

• Create annual sales plans, prioritize territories and accounts, determine resource needs, and outline operating budgets.

• Monitor customer requirements, competitive landscape, market developments, and field insights; relay recommendations to leadership.

• Lead initiatives for launches and growth, identifying new market segments and clinical usage opportunities.

• Enhance distributor performance through collaborative business planning and performance assessments.

• Collaborate on sales incentive compensation plans and management objectives.

• Organize and lead national sales meetings, business reviews, and field communications.

• Set objectives and performance standards, conduct talent assessments, address performance gaps, and develop succession plans.

• Create development plans and establish regular field-coaching routines.

• Collaborate with Marketing, Legal, Compliance, and Clinical teams to ensure compliant product positioning and sales activities.

⛳️ Requirements

• Bachelor's degree in Business, Life Sciences, or a related field.

• 7 to 10+ years of experience in medical device sales.

• 5+ years in a leadership or management role within sales.

• Profound understanding of healthcare procurement cycles, clinical workflows, and ROI-driven selling techniques.

• Exceptional leadership abilities, including building executive-level relationships, strategic forecasting, and a proven history of surpassing sales targets.

• Proven capacity to convert strategy into actionable plans, lead through transitions, develop talent, manage a geographically dispersed team, and utilize data to enhance sales performance.

• Experience navigating intricate hospital purchasing processes, engaging with executive and clinical stakeholders, contracting, and value-based selling.

• Willingness to travel frequently across North America for customer meetings, field coaching, business reviews, and industry events.

• Overnight travel may reach up to 50%.

• Capability to operate effectively in clinical, office, and field environments.

• Must comply with customer credentialing and site-access requirements, as needed.

🏝️ Benefits

• Annual performance bonus.

• Medical benefits.

• Dental benefits.

• Vision benefits.

• 401K matching.

• Incentive pay opportunities under the applicable sales compensation plan.