Sr. Manager, Regional Sales

 

 

POSITION SUMMARY

The Senior Manager Regional Sales leads and develops a high-performing regional commercial team consisting of 2 Regional Sales Managers and 2 Clinical Specialist. This role is responsible for driving regional sales strategy, ensuring consistent execution across the team, and achieving revenue and growth targets within cardiac operating and related hospital departments.

The Senior Manager Regional Sales oversees prospecting, qualification, and closing of direct business sales while ensuring that the team provides exceptional clinical support to surgeons and staff in the operating room and during follow-up patient care. This position requires strong leadership, coaching, strategic planning, and cross-functional collaboration with Marketing, Product Management, and senior leadership.

ESSENTIAL FUNCTIONS OF THE POSITION

Leadership & People Management

• Lead, mentor, and develop a team of 4-6 Regional Sales Managers and Clinical Specialists.
• Set clear performance expectations, conduct regular coaching sessions, and manage performance improvement plans when needed.
• Foster a culture of accountability, collaboration, and continuous learning.
• Support team members in complex sales cycles, customer escalations, and strategic account planning.
• Oversee onboarding, training, and ongoing competency development for all direct reports.
• Develop Key Opinion Leaders (KOLs) by identifying influential physicians and researchers, fostering long-term collaborative relationships, and leveraging their expertise to educate peers and improve patient care. 

Strategic Sales Management

• Develop, implement, and execute a comprehensive regional sales strategy aligned with corporate objectives.
• Monitor team performance against targets; analyze trends and adjust strategies to ensure achievement of revenue goals.
• Drive expansion within existing accounts and identify new business opportunities across the region.
• Partner closely with the Area Director to translate national priorities into actionable regional plans.

Cross-functional Collaboration

• Work with Marketing to share industry trends, competitive insights, and customer feedback.
• Collaborate with Product Management to communicate field insights and support product evaluations or launches.
• Ensure Clinical Specialists are aligned with sales priorities and delivering high-quality clinical support.

Operational & Territory Management

• Oversee territory planning, customer tracking, and CRM accuracy across the team.
• Ensure team compliance with all requirements for obtaining access to hospitals, healthcare systems, and other client sites.
• Represent the region at industry trade shows, conferences, and events as needed.
• Manage regional budget, travel planning, and resource allocation.

BASIC QUALIFICATIONS

• Bachelor’s degree equivalent combination of education, training and experience.
• Prior experience managing or mentoring sales or clinical teams.
• Sales experience in cardiac surgical ablation systems or related medical device fields highly preferred.  
• Proven track record of consistent sales quota achievement.
• Strong clinical and technical aptitude with the ability to support complex procedures.
• Excellent interpersonal and relationship-building skills.
• Demonstrated problem-solving and troubleshooting capabilities.
• Confident, goal-oriented, self-motivated, and collaborative leadership style.
• Ability to travel 25-80% depending on territory size, location, and maturity.
• Fluent in English.