Senior Director, US Sales

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

📋 Description

• Oversee and expand the U.S. Surgical Vision division

• Develop sales strategies to ensure consistent commercial success

• Meet revenue, market share, and profitability objectives

• Convert national strategies into actionable regional and territory plans

• Execute the annual business plan, encompassing sales, market share, profitability, product mix, and customer engagement targets

• Lead, mentor, and hold Regional Business Directors and field teams accountable for performance

• Design territory structures, set quotas, establish incentives, and define performance metrics, operating rhythms, CRM, pipeline, and forecasting management

• Drive commercial preparedness and execution for product launches and major initiatives

• Collaborate with Finance and Commercial Operations on budgeting, resource distribution, pricing strategies, and P&L implications

• Leverage market, customer, competitive, clinical, and regulatory insights to pinpoint growth opportunities

• Represent the organization at customer, advisory, industry, and scientific events

• Dedicate substantial time in the field through site visits, OR observations, and joint customer engagements

• Transform customer insights into prioritized actions across messaging, training, service, and commercial execution

• Foster a high-performing, diverse, and inclusive workforce culture

• Lead efforts in recruitment, retention, performance management, succession planning, and talent development

• Act as the primary field-commercial liaison among Marketing, Professional Education, Sales Training, Commercial Operations, Medical Affairs, Regulatory, Supply Chain, and Finance

• Integrate value messaging, clinical education, promotional strategies, launch execution, customer support, and compliance requirements

• Cultivate relationships with key opinion leaders, strategic accounts, group purchasing organizations, ASCs, hospitals, and other decision-makers

• Aid account strategies, negotiations, and contracting in collaboration with Legal and Contracting teams

• Utilize sales-force effectiveness and analytics to enhance territory coverage, resource allocation, pricing support, and promotional strategies

• Track KPIs such as attainment, pipeline conversion, customer engagement, and product mix, implementing corrective measures as necessary

• Maintain sales operating rhythms, ensure CRM quality, and provide forecast visibility to senior management

⛳️ Requirements

• Bachelor’s degree required; MBA or advanced degree is preferred

• Minimum of 10 years of progressive experience in Sales and/or Marketing within medical devices, surgical products, or related healthcare fields

• 10 years of direct management experience leading multi-level teams

• Demonstrated capability in field-sales leadership and national sales management

• Proven success in delivering product launches, go-to-market strategies, and commercial execution

• Strong analytical skills

• Proficient in SFE/CRM systems, forecasting, sales analytics, and performance management

• Excellent communication, influence, change leadership, and talent development abilities

• Experience in leading diverse teams and making tough personnel decisions when necessary

• Willingness to travel approximately 50–75% and spend considerable time with customers and field teams

• Preferred deep understanding of ophthalmology or surgical-device markets

• Proven track record of cultivating a strong culture and developing leadership preferred

• Experience with ASCs, hospitals, complex contracting, and portfolio rationalization preferred

🏝️ Benefits

• Pension plan

• 401(k) savings plan

• Long-term incentive program

• Vacation – 120 hours per calendar year

• Sick time – 40 hours per calendar year; 48 hours per calendar year for employees in Colorado; 56 hours per calendar year for employees in Washington

• Holiday pay, including Floating Holidays – 13 days per calendar year

• Work, Personal, and Family Time – up to 40 hours per calendar year

• Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child

• Bereavement Leave – 240 hours for an immediate family member; 40 hours for an extended family member per calendar year

• Caregiver Leave – 80 hours in a 52-week rolling period

• Volunteer Leave – 32 hours per calendar year

• Military Spouse Time-Off – 80 hours per calendar year

• Inclusive work environment

• Interview accommodations for applicants with disabilities