Area Sales Director, Robotic Surgical Technologies (Central)
Medtronic
Summary
The Surgical Robotics business is commercializing the Hugo™ Robotic-Assisted Surgery (RAS) System, expanding Medtronic’s surgical ecosystem across open, laparoscopic, robotic, and digital surgery technologies. This commercial organization partners with health systems, integrated delivery networks, academic medical centers, and community hospitals to advance adoption of robotic-assisted surgery through capital equipment sales, recurring instrument utilization, and service solutions.
Job description
This field-based sales leadership role supports an assigned U.S. region and requires residence within the territory. Regular travel to customer sites, regional meetings, and business reviews is required, with expected travel of approximately 50-75%.
The Area Sales Director is responsible for leading regional commercial strategy, revenue growth, and customer adoption of the Hugo™ Robotic-Assisted Surgery platform. This role leads a team of sales professionals focused on complex healthcare capital sales opportunities, develops strategic customer relationships, and collaborates cross-functionally to drive procedural growth and long-term business performance. The region consists of: Texas and surrounding states
Primary Responsibilities
- Lead regional commercial strategy and execution to achieve capital equipment, service, and utilization revenue objectives.
- Direct, coach, and develop a team of Capital Sales Specialists through complex healthcare capital sales opportunities.
- Build executive-level relationships with hospital administrators, health system leaders, surgeons, and value analysis stakeholders.
- Drive opportunity management, forecasting accuracy, and pipeline performance utilizing SPANCO methodology and commercial review processes.
- Partner with Marketing, Clinical, Customer Success, Finance, Legal, and Market Access teams to advance strategic opportunities and accelerate customer adoption.
- Develop customer business cases, total cost of ownership analyses, and economic value propositions supporting capital investment decisions.
- Negotiate and execute complex agreements with health systems, integrated delivery networks, and academic medical centers.
- Recruit, develop, and retain top commercial talent while fostering accountability and customer focus.
Required Qualifications
- Bachelor's degree with 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR Advanced degree with 8+ years of healthcare capital sales experience, including 5+ years of people leadership.
- Experience leading complex healthcare capital equipment sales cycles, executive-level customer engagement, and contract negotiations.
- Experience managing regional sales performance, forecasting, and pipeline execution.
- Ability to travel 50-75% within the assigned region.
- Residency within the assigned U.S. sales region.
Preferred Qualifications
- 5+ years of experience leading sales teams in healthcare capital equipment environments.
- Experience in robotic-assisted surgery, minimally invasive surgery, surgical technologies, or medical device capital equipment.
- Experience managing sales forecasting, pipeline management, and commercial performance metrics.
- Experience developing customer business cases, total cost of ownership models, and procedural economics analyses.
- Experience selling to integrated delivery networks, academic medical centers, and large health systems.
Requirements
- Bachelor's degree with 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR Advanced degree with 8+ years of healthcare capital sales experience, including 5+ years of people leadership.
- Experience leading complex healthcare capital equipment sales cycles, executive-level customer engagement, and contract negotiations.
- Experience managing regional sales performance, forecasting, and pipeline execution.
- Ability to travel 50-75% within the assigned region.
- Residency within the assigned U.S. sales region.
- 5+ years of experience leading sales teams in healthcare capital equipment environments.
- Experience in robotic-assisted surgery, minimally invasive surgery, surgical technologies, or medical device capital equipment.
- Experience managing sales forecasting, pipeline management, and commercial performance metrics.
- Experience developing customer business cases, total cost of ownership models, and procedural economics analyses.
- Experience selling to integrated delivery networks, academic medical centers, and large health systems.
Benefits
- Health, Dental & Vision Insurance
- Health Savings Account
- Healthcare Flexible Spending Account
- Life Insurance
- Long-term Disability Leave
- Dependent Daycare Spending Account
- Tuition Assistance/Reimbursement
- Simple Steps Well-being Program
- Incentive Plans
- 401(k) Plan with Employer Match
- Short-term Disability
- Paid Time Off
- Paid Holidays
- Employee Stock Purchase Plan
- Employee Assistance Program
- Non-qualified Retirement Plan Supplement
- Capital Accumulation Plan
Company overview
Medtronic is a global healthcare technology leader and one of the world's largest medical device companies, founded in 1949 in Minneapolis, Minnesota. The company operates in over 150 countries and employs more than 90,000 people worldwide. Medtronic's mission is to alleviate pain, restore health, and extend life through innovative medical technologies. The company develops and manufactures devices and therapies to treat more than 70 health conditions, including cardiac devices, cranial and spine robotics, insulin pumps, surgical tools, patient monitoring systems, and more. With a rich history that began with the invention of the battery-powered pacemaker, Medtronic has grown into a diversified healthcare technology company with four main business units: Minimally Invasive Therapies Group, Diabetes Group, Restorative Therapies Group, and Cardiac and Vascular Group. The company's therapies help approximately 72 million people annually and represent a significant force in advancing medical technology to address some of humanity's most challenging health problems.