Title: Hospital Sales Manager

Location: San Diego

This position requires up to 50% travel, including driving and occasional air travel throughout the assigned territory.

BASIC JOB PURPOSE

The Hospital Sales Manager serves as a strategic business partner driving revenue growth and market leadership for Lumenis surgical solutions. This high-impact role offers entrepreneurial ownership of a defined territory, where you'll build influential relationships with C-suite and clinical decision-makers, orchestrate sophisticated multi-stakeholder sales cycles for capital equipment, and develop deep industry expertise that positions you for advancement into regional leadership and strategic account management roles.

MAIN DUTIES

Strategic Account Development & Revenue Expansion

• Own and grow a diverse portfolio of hospital and surgical accounts, with direct P&L accountability for territory performance
• Identify and penetrate high-value competitive accounts and underserved surgical specialties, positioning yourself as a trusted advisor to clinical and procurement leadership
• Develop executive-level relationships that create long-term partnership opportunities beyond transactional sales

Advanced Pipeline Management & Business Planning

• Architect comprehensive territory strategies encompassing capital solutions, service contracts, disposables, and marketing partnerships
• Demonstrate financial acumen through quota management, forecasting accuracy, and ROI analysis for complex capital investments
• Master consultative selling methodologies applicable across capital equipment and medical device sectors

Complex Sales Cycle Ownership

• Navigate capital acquisitions from initial needs assessment through contract negotiation and implementation
• Orchestrate cross-functional resources (clinical specialists, service teams, finance) to deliver integrated solutions
• Build transferable skills in value-based selling, health economics, and hospital procurement processes

Cross-Functional Leadership & Collaboration

• Partner with Sales Leadership to shape go-to-market strategies and contribute to national sales initiatives
• Serve as the voice of the customer internally, influencing product development and service delivery improvements
• Mentor junior team members and contribute to best practice development

Industry Expertise & Professional Development

• Represent Lumenis at major trade shows, clinical conferences, and industry forums-building a professional network that accelerates career mobility
• Stay current on healthcare trends, reimbursement changes, and competitive landscape intelligence
• Pursue continuous learning in surgical technologies and hospital administration

REQUIRED QUALIFICATIONS

Education: Bachelor's degree or equivalent

Experience: 4+ years in B2B or capital equipment sales-medical device/healthcare experience strongly preferred

• Documented success exceeding quota in complex, consultative sales environments
• Experience navigating hospital systems, GPOs, and multi-level approval processes highly valued

Core Competencies:

• Strategic thinking: Ability to manage multi-million-dollar quotas while developing long-term account strategies
• Financial acumen: Comfort with capital justification, ROI modeling, and contract negotiations
• Relationship building: Natural ability to establish credibility with surgeons, hospital administrators, and C-suite executives
• Technical aptitude: Quick learner of clinical applications and surgical workflows

Technical Skills:

• Proficiency in Salesforce or similar CRM platforms (pipeline management, forecasting)
• Advanced MS Office suite capabilities (financial modeling in Excel, executive presentations in PowerPoint)

Additional Requirements:

• Valid driver's license and ability to travel up to 50% (mix of local territory coverage and national meetings)
• Self-directed work style with entrepreneurial mindset and resilience in competitive markets

CAREER GROWTH OPPORTUNITIES

This role provides a clear pathway to advancement through multiple trajectories:

• Vertical progression: Regional Sales Manager 12 Director of Sales 12 VP Sales
• Strategic accounts: Transition to national account management for health systems and GPOs
• Product/marketing leadership: Leverage field expertise to shape product strategy and commercial operations
• Cross-functional mobility: Opportunities in clinical education, customer success, or business development

Success in this position develops highly transferable skills in consultative selling, healthcare market dynamics, and strategic account management-credentials valued across the medical device and healthcare technology industries.

COMPLIANCE STATEMENT

This job description reflects general details necessary to describe primary functions and required competencies but should not be construed as an all-inclusive listing of work requirements. Individuals may perform additional duties to support business objectives, cover absences, or balance workload across the department.