Executive Director - Field Sales, Medical - West

*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

• Expert independent decision making, analysis and problem-solving skills

• Understand, interpret and act on financial information and external trends that contributes to business profitability

• Plan and manage complex and successful projects; understand available resources, develop timeline, budget and assign areas of responsibility

• Lead teams to achieve company goals and solve complex business issues in creative and effective ways

• Expert planning and organizational skills and techniques

• Communicate effectively with senior management and key stakeholders

• Excellent negotiating skills and ability to effectively manage internal and ex