Area Sales Director, West Surgical Sales

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. The 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.

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.

• 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

• 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

• 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

• 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

• 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

• Bachelor’s degree required
• 8+ years of progressive healthcare sales experience within surgical products,…