National Sales Director

Experience: Director

Salary: $150,000 - $250,000 per year

Are you a medical device sales leader who would rather build the playbook than inherit one?

We are partnering with a rapidly growing medical device organization that has reached a major inflection point. The business has built an approximately $25M portfolio growing ~100% year over year, and leadership is now investing in the commercial infrastructure needed to take it to the next level.

This is not a traditional corporate Sales Director position.

We are looking for someone who can hunt, open hospitals, work with surgeons, develop distributor partners, coach a small sales organization and build the commercial strategy needed to turn relationship-driven growth into a scalable national sales engine.

• Develop and execute a national sales strategy designed to accelerate revenue and market-share growth
• Identify and penetrate new hospital systems, surgeons and strategic accounts
• Spend approximately 75% of your commercial effort focused on hunting and new-business development
• Evaluate existing markets, territories and distributor relationships to identify whitespace
• Manage and expand relationships with independent and commissioned distributor partners
• Develop account plans, territory strategies and actionable sales initiatives
• Work directly with surgeons, hospital executives, purchasing organizations and clinical stakeholders
• Navigate the full medical device sales process, including:
  • Surgeon adoption
  • Clinical evaluation
  • Product conversion
  • Value analysis
  • Purchasing
  • Contracting
  • Hospital procurement
• Strengthen sales forecasting, pipeline management and performance metrics
• Coach and develop the existing internal sales team
• Translate Voice of Customer feedback into both commercial strategy and potential product-development opportunities
• Partner closely with executive leadership on growth strategy
• Remain hands-on enough to support important opportunities, customers and cases when necessary

• 10+ years of medical device or highly relevant surgical sales experience
• Meaningful sales leadership experience
• Strong preference for orthopedic, spine, trauma, surgical implant or related medical device experience
• Cardiothoracic experience is valuable but not required
• Proven history of hunting and personally opening new accounts
• Demonstrated success growing a territory, portfolio or business—not simply maintaining a large existing book
• Experience managing distributors, independent reps or other indirect sales channels
• Strong understanding of hospital and surgeon sales
• Ability to operate effectively without the extensive infrastructure of a large corporation
• Startup, entrepreneurial or smaller-company experience strongly preferred
• Ability to coach a team while remaining hands-on in the field
• Strong executive presence
• Strategic thinker who is equally comfortable executing
• Willingness to travel frequently and occasionally on short notice

Travel will be heavier during the first several months as the leader develops relationships throughout the organization and distributor network.

• Remote - United States
• Candidates should ideally reside near a major metropolitan airport given the national travel requirements.
• Western U.S. candidates could provide strategic geographic value, but location is flexible for the right individual.
• Periodic travel to the company's Upper Midwest headquarters will be required.

We are an innovative, growth-stage medical device organization operating within the surgical device space.

Our business combines the agility of a startup with the stability and resources of a long-established parent organization. We manufacture, commercialize and distribute differentiated medical technology used within hospital and surgical environments.

The organization has experienced significant growth and is now at an inflection point: the foundation is built, the product is established, and the opportunity exists to professionalize and scale the commercial organization.

Our existing sales team has successfully built strong distributor and customer relationships. Now we need an experienced commercial leader who can help us expand beyond our existing network, penetrate new hospital systems and accounts, and create a more disciplined growth strategy.

The range above does not include commissions, additional perks, etc.

• 100% year-over-year growth
• Approximately $25M existing book of business
• Opportunity to directly influence the next stage of the…