Area Director, Surgical Sales - Southeast

Job Description: Area Director, Head of Southeast Surgical OR1 Sales

 

Location: Orlando, Atlanta, or Charlotte

 

 

This role is accountable for leading the Surgical OR1 sales team in a defined geographical area to achieve the quantitative goals set for the Southeast Area each calendar year. This role is leading a specific geography for a business unit responsible for selling Video, Video Integration and ancillary products for general surgery and other specialties.  This role is expected to effectively manage field sales teams that are responsible for day to day customer interactions in the Video, Video Integration and general surgery market space.  Additionally, the role is also expected to build and maintain positive working relationships with all internal departments (Strategic Accounts, Marketing, Operations, Customer Support, Service, HR, Compliance, etc.).  Lastly, this role is responsible for overseeing and ensuring all field sales team members comply with all company policies and that they drive initiatives that are deemed important to the company. Creating a culture of compliance within the Area is essential. 

 

The Area Director, Head of Southeast Surgical OR1 Sales role has both a leadership and a technical selling aspect to it and is responsible for driving a team forward to attain market share growth for video products, general surgery products and Operating Room Video Integration solutions to achieve an annual sales quota.  Leadership and advanced understanding of the technical aspects of product demonstration and delivery is essential.  

 

The Area Director is required to communicate a technical vision, drive strategic selling, manage to KPI (Key Performance Indicators) teach software sales strategies, and unite team members towards a common goal of driving market share. 

Selected candidate should live in the Southeast (Orlando, Charlotte or Atlanta)  and be accessible to a major airport (within one hour driving distance). 

 

Quota and Team Responsibility:

 

• $100M + quota responsibility leadership position 

• Accurately monitors pipeline; forecasting on a monthly, quarterly, and annual basis 

• Drives funnel growth during the 12-24 sales cycle 

• Manages wins and losses, dissecting all deals for lessons learned post-sales product utilization to protect future selling opportunities.  Leading by helping the team learn from their mistakes. 

• Understands the fundamentals of teamwork and collaboration, driving comradery and communication 

 

Leading People: 

 

• Lead high performing Regional Sales Managers and Sales Engineers.  Support the sales management team and direct reports by providing opportunities for growth and developmental experiences in preparation for broader responsibilities. 

• Attract, hire, develop and retain a diverse talent pool of region managers, sales engineers and sales representatives; execute effective and timely performance management. 

• Foster an environment of information sharing, i.e. market intelligence and best practices, leveraging field-based talent and experiences. 

• Foster teamwork by inspiring others to excel through a commonly shared vision, aligning people behind the vision and motivating others to execute against the mission. 

• Understand and effectively communicate what’s required to be successful while personifying KSUS culture and core values. 

• Accomplish goals within boundaries established by company policies and sound ethical practices. 

 

Providing Strategic Vision and Goals: 

 

• Provide clear strategic direction to drive market share and sales growth for all key product areas. 

• Interpret and integrate complex, often ambiguous, marketplace data into decisions that drive productivity and performance. 

• Implement data driven strategies to achieve respective region sales, market share and market growth targets. 

• Identify local market risks and opportunities, develop area business plans, and leverage national marketing strategies to drive the attainment of sales and profit goals and positively impact customer needs. 

 

Complex, Strategic Sales Leader: 

 

• Establishes creative, strategic regional roadmaps to grow market share in existing and new OR1, Video, Laparoscopic and associated verticals 

• Coordinates and leads large deal structures and overall strategy, understanding which levers are customer-relevant 

• Executive partner to the Region Management team, the Sales Engineering team and Field Sales team, leading customer discussions 

• Executive lead for dynamic, in-person / virtual customer technology presentations 

• Leads by a complex strategic selling methodology 

 

Cross Functional Collaboration and Relationship Building :

 

• Coordinates with the Operations vertical and the Customer Success vertical to ensure successful deployment of sold systems, ensuring a seamless customer experience 

• Engages with Marketing on strategic product messaging and coordinates with surgical verticals to develop market growth strategies 

• Establish strong, lasting relationships with key customers (physician champions and hospital administrators). 

• Develop strong relationships with KSUS functional areas (Sales Finance, Service, Operations, Corporate Accounts, IS, and Marketing) and provide feedback to KSEA Executive Management on activities and market conditions. 

• Take an active role in key markets to support Regional Sales Manager(s) and sales representatives efforts to drive success. 

• Present strong, professional image of self and KSEA during executive level customer presentations. 

 

Minimum Knowledge, Education and Skill Requirements:

 

 

Minimum years of relevant work experience: 

• At least 10 years of sales and/or technical sales experience, preferably within a medical or surgical device company. 

• At least 5 years of experience leading and developing high performing sales managers or teams, preferably within a medical or surgical device company.   

 

Minimum education, certifications and/or credentials: 

• Bachelor’s degree 

 

Minimum hard skill requirements:

• Technical aptitude in the areas Video, Video Integration and General Surgery product areas. 

• Able to effectively utilize business computer software applications including but not limited to Microsoft Teams, Excel, Word, Powerpoint etc. 

• Understanding of and ability to to effectively articulate the accurate technical aspects of products 

• Subject matter expert in the Video, Laparoscopic and Video Integration portfolios 

• Understands XaaS (X as a Service), Fee per use and other financing models for equipment procurement. 

• Has held a previous role that demonstrates a base competency level in understanding the delicate dance between software and hardware 

 

Minimum soft skill requirements: 

• Strong, diplomatic communication, and presentation skills; a proven track record 

• Dynamic range of selling capabilities, able to communicate with a CTO and a COO 

• Demonstrates commitment to serving patients and customers by ensuring that the team engages in accurate and honest exchanges 

• Collaborative leader, who leads by example 

 

Preferred: 

 

Preferred years of relevant work experience: healthcare experience, understanding of construction project management is a plus 

Preferred education, certifications and/or credentials: technical degree, Master’s degree 

 

 

 

Travel: Up to 60%, including overnights

Living Requirements: Candidate must live in Orlando, Atlanta, or Charlotte and be accessible to a major airport within one hour driving distance.

 

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