Senior Sales Manager, Medical Channel

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

📋 Description

• Take ownership of and execute the sales strategy for the medical channel, which includes annual and quarterly plans, account segmentation, territory design, and coverage models that align with growth objectives.

• Assess market dynamics, competitive actions, and customer insights to continuously enhance channel priorities, value proposition, and go-to-market initiatives.

• Establish and manage a disciplined operating rhythm across the channel, including target account reviews, account planning, quarterly business reviews (QBRs), forecasting, and cross-functional alignment.

• Drive the acquisition of new accounts and the expansion of existing ones in dermatology, plastic surgery, and medical spa settings, focusing on strategic, multi-location, and group practices.

• Develop and nurture senior-level relationships with crucial decision-makers such as physicians, practice executives, and clinical leaders to foster long-term partnerships.

• Oversee retention, expansion, and growth of share-of-wallet within existing accounts through structured account plans and proactive engagement strategies.

• Lead efforts to reactivate inactive or underperforming accounts by diagnosing root causes, establishing corrective action plans, and ensuring disciplined follow-through by the field team.

• Ensure the consistent delivery of impactful in-field and virtual education, including onboarding, treatment protocols, and launches of new products or programs.

• Collaborate cross-functionally with Education, Marketing, and Customer Success to ensure accounts are fully equipped to achieve strong patient outcomes and sustainable sales growth.

• Identify capability gaps at both the account and territory levels and implement targeted enablement strategies to enhance adoption, performance, and clinical confidence.

• Plan, prioritize, and execute channel promotions, strategic initiatives, and account-specific programs that align with revenue goals and measurable ROI.

• Represent the brand at major industry trade shows, conferences, and strategic events; guide the team on optimizing lead generation and post-event conversion.

• Cultivate and maintain relationships with key opinion leaders (KOLs) and influential clinicians to enhance brand credibility and accelerate channel adoption.

• Take ownership of forecasting accuracy and pipeline health across the physician channel; proactively identify risks, opportunities, and mitigation strategies.

• Ensure disciplined and consistent use of CRM across the team, including pipeline management, activity tracking, and account documentation.

• Create and utilize dashboards and reports to monitor performance, identify trends, and inform strategic decisions.

• Manage team travel and expense budgets in accordance with company policies and fiscal guidelines.

• Design and develop the medical channel coverage model and hiring roadmap based on growth, productivity goals, and market opportunities.

• Create scalable sales playbooks and operating standards (for prospecting, onboarding, account planning, QBRs, reactivation, and coaching cadence) to drive consistency and excellence.

• Recruit, onboard, coach, and manage the performance of team members as headcount increases, establishing clear expectations and development plans.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Marketing, or a related field, or equivalent combination of education and progressive sales leadership experience.

• Esthetician license, nursing background, or strong medical experience (preferred).

• 10-12 years of progressive experience in medical aesthetics or medically dispensed sales, including at least 4 years in a field-based sales leadership role.

• Proven success in leading and developing geographically dispersed sales teams in dermatology, plastic surgery, and/or medical spa channels.

• A demonstrated record of achieving consistent quota attainment through team coaching, account strategy, and disciplined execution.

• Experience in developing and implementing channel-level sales plans, account segmentation strategies, and territory coverage models.

• Hands-on experience in cross-functional collaboration with Marketing, Education, and Customer Success to drive adoption and growth.

• Strong background in forecasting, pipeline management, and sales performance analysis on a regional or national scale.

• In-depth knowledge of medically dispensed skincare and established credibility with dermatology, plastic surgery, and medical spa audiences.

• Excellent people-leadership skills, including coaching, performance management, and talent development.

• Highly effective communicator and presenter, capable of influencing physicians, practice leadership, and internal stakeholders.

• Proficient in CRM systems (e.g., Zoho) and Microsoft Office Suite; ability to use data to inform decisions.

• Strong analytical, problem-solving, and territory management capabilities.

• Customer-first mindset with the ability to balance strategic planning and tactical execution.

• Capacity to lead autonomously while effectively collaborating with cross-functional partners and senior leadership.

• Willingness and ability to travel extensively (approximately 75%), including field visits, key account meetings, company gatherings, and industry events.

• Valid driver’s license and ability to meet travel and physical requirements of a field-based leadership role.

• Must occasionally lift and/or move up to 25 pounds.

🏝️ Benefits

• Comprehensive benefits package.