The anticipated salary range for this position is $140-170k plus $85K incentive .The actual compensation offered may vary based on job related factors such as experience, skills, education and location
The Area Sales Director, Surgical Sales is a sales leadership role responsible for driving revenue growth, profitability, and market expansion across the surgical portfolio while building, developing, and sustaining a high-performing sales organization. This leader is accountable not only for business results but also for talent quality, performance management, and long-term career development across the field sales team. This role leads through people - setting clear performance expectations, identifying top talent, elevating team capability, and creating a culture of accountability, coaching, and continuous improvement. In addition, the role partners cross-functionally to deliver strategic surgical solutions, including custom procedure tray (CPT) conversions, procedural standardization, and value-based perioperative programs across complex health systems.
Outcomes/Measures of Success:
- Achieve or exceed revenue, gross margin, and operating income targets across the surgical portfolio
- Build and sustain a high-performing sales organization with strong retention of top talent
- Improve overall team productivity through effective coaching, performance management, and skill development
- Successfully recruit, develop, and advance high-potential sales talent within the organization
- Strengthen leadership bench strength and succession pipeline within the area
- Deliver accurate forecasting and disciplined sales execution across the team
Owns:
- Area sales strategy and execution
- Sales team hiring, talent assessment, performance management, and coaching standards
- Compensation, accountability, and performance expectations within the area (in partnership with HR and sales leadership)
- Strategic account prioritization and execution focus
- Revenue growth, margin performance, and profitability initiatives
- Leadership development and succession planning within the sales organization
- Pipeline management and forecasting accountability
Recommends:
- Promotions, role changes, and talent progression decisions
- Organizational structure and territory alignment
- Pricing strategies and strategic contract opportunities
- Resource allocation to support team performance and growth opportunities
Informs:
- Executive leadership on talent pipeline health, performance gaps, and organizational capability
- Cross-functional teams on customer needs and field execution insights
- Operations and commercial partners on staffing impacts to strategic initiatives
Key Responsibilities:
- Lead, coach, and develop a high-performing surgical sales organization focused on both results and long-term capability building
- Continuously assess talent performance, identifying top performers, underperformance, and future leaders within the organization
- Build structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capability
- Drive accountability through clear expectations, performance metrics, and consistent field engagement
- Conduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectiveness
- Recruit, hire, and onboard top-tier sales talent aligned to organizational culture and performance standards
- Develop succession pipelines and ensure readiness of future sales leaders within the region
- Own revenue, margin, and operating income performance across the surgical portfolio
- Drive strategic CPT conversions and surgical product adoption across key accounts
- Establish and maintain executive-level relationships within IDNs, health systems, and large acute care customers
- Partner cross-functionally with marketing, operations, implementation, and product teams to support strategic initiatives
- Oversee forecasting, pipeline management, and disciplined sales execution across the team
- Act as an escalation point for strategic customer and field issues, ensuring timely resolution and alignment
Skills & Capabilities:
- Bachelor's degree required
- 8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions
- 5+ years of sales leadership experience managing geographically dispersed, high-performing teams
- Demonstrated ability to assess talent, build capability, and improve performance in field sales organizations
- Strong coaching, mentoring, and leadership development skills
- Proven success driving revenue growth, margin improvement, and complex sales execution
- Strong understanding of hospital systems, perioperative workflows, and surgical product environments
- Ability to lead complex sales cycles across IDNs, GPOs, and multi-site health systems
- Strong financial acumen and operational discipline
- Exceptional communication, executive presence, and influence skills
- Experience with CRM tools and performance analytics
- Strong analytical and problem-solving capabilities with the ability to drive results in highly complex environments
Preferred:
- Experience building or transforming sales organizations
- Background in custom procedure trays, surgical drapes/gowns, or perioperative solutions
- Experience with structured sales methodologies (e.g., Challenger, consultative selling)
- Prior responsibility for succession planning or multi-layer sales leadership teams
Additional Requirements:
- Ability to travel extensively within assigned territory (up to 75-85%)
- Valid driver's license and clean driving record required
- Ability to work in clinical environments, including operating rooms
- Ability to manage multiple competing priorities across people leadership and strategic account execution
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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.
