Executive Director - Field Sales, Medical - West

Executive Director, Western Region Sales

This position's territory will cover the western region of the United States. JOB OVERVIEW: This position is responsible for strategic leadership and driving revenue growth, expanding market share, and leading a high-performing sales organization within their designated geographic area. The Executive Director will develop and execute sales strategies to expand customer reach and ensure alignment with the company's long-term strategic goals. Directly accountable for the financial outcomes, including PandL oversight, of the geographic market under their leadership.

KEY RESPONSIBILITIES:

• Develop and execute high-impact sales strategies that support revenue growth and market share expansion across all medical product and service lines.
• Attract, develop, and retain top-performing sales talent, including both high-impact individual contributors and experienced sales leaders, to build a scalable, high-performance sales organization. Establish clear performance goals, provide ongoing coaching, and foster a culture of accountability and success.
• Lead, manage, and develop Regional Sales Managers, driving a culture of accountability ensuring their teams consistently meet or exceed sales targets and performance metrics.
• Identify and capitalize on new sales opportunities, including emerging markets, key accounts, and strategic partnerships.
• Serve as a senior representative in customer engagements, cultivating long-term relationships with key clients, industry stakeholders, suppliers and strategic partners.
• Own full profit and loss (PandL) responsibility for the assigned geographic area, ensuring financial targets are met through effective revenue growth, cost management, and operational efficiency.
• Work closely with executive peers across Marketing, Product Category Management and Operations to align sales efforts with overall business goals and product strategies.
• Ensures execution of national marketing and promotional programs for their area, ensuring alignment with brand strategy, sales goals, and market dynamics.

SPECIFIC KNOWLEDGE AND SKILLS:

• Deep understanding of medical industry including IDNs, GPOs, and health systems.
• Expertise in creating and executing multi-tiered sales strategies.
• Proven ability to identify, attract, and recruit top-tier sales talent, including high-performing individual contributors and experienced sales leaders, through strategic sourcing, networking, and a keen understanding of sales competencies.
• Demonstrated expertise in designing and implementing effective interview processes and assessment tools to evaluate candidates' sales acumen, leadership potential, cultural fit, and alignment with organizational values and objectives.
• Exceptional coaching and development skills with a track record of successfully onboarding, mentoring, and retaining a diverse sales team, fostering an environment that promotes continuous learning and career progression for both individual contributors and sales management.
• Strong PandL management. Ability to drive profitability through revenue growth and cost control.
• Proven excellent leadership skills. Highly skilled in motivating large, geographically dispersed sales teams, including Regional Sales Managers.
• Advanced skills in negotiating high-value deals, long-term agreements, and pricing structures.
• Strong verbal and written skills for presenting to C-suite leaders and...

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.