Executive Director - Field Sales, Medical - West

Western Region Sales Executive Director

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 P&L 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 (P&L) 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 & 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 P&L 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 boards.
• Ability to interpret data, assess market conditions, and adjust strategy accordingly.

GENERAL SKILLS & COMPETENCIES:

• Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Outstanding presentation and public speaking skills