Field Sales Trainer

Position Overview

The Field Sales Trainer will play a critical role in strengthening and accelerating Distalmotion's US commercial organization by developing the sales capabilities, strategic selling skills, and commercial effectiveness of our Area Sales Managers and Clinical Sales Specialists. This role will be responsible for designing and delivering comprehensive training programs focused on high-value capital equipment sales, complex multi-stakeholder selling, territory development, and competitive positioning. A key component will be equipping our sales teams to identify and develop influential surgeon champions, build clinical advocacy, and translate clinical enthusiasm into capital acquisition and sustained utilization of the DEXTER Robotic Surgery System.

Key Responsibilities

• Develop a curriculum for new ASM and CSS hires that encompasses the capital selling process for high priced strategic capital, including value props for clinical, administrative, economic and operational buyers.
• Develop and deliver curriculum modules focused on clinical champion development: how to identify potential champions, engage them effectively, equip them with the clinical and economic narrative for Dexter, and mobilize them to influence peers and decision-makers toward platform acquisition.
• Train ASMs and CSSs on strategies to build a coalition of Champion surgeons within a territory, ASC network, or IDN who advocate for the platform based on clinical outcomes, workflow efficiency, surgeon ergonomics, and economic value.
• Coach ASMs and CSSs on structured, reproducible sales techniques and methodologies (e.g., SPIN Selling, Miller Heiman Strategic Selling, or equivalent) so they can consistently qualify opportunities, uncover and develop needs, build multi-stakeholder consensus, and advance high-value capital deals.
• Work with newly hired ASMs and CSSs to develop a plan to attack their territory to efficiently and effectively identify which targets make the most sense to pursue and why, including prioritization of accounts based on potential for champion development and clinical coalition building.
• Teach how to strategically position Distalmotion's value against competitors and articulate why to our customers, including how clinical champions can amplify competitive differentiation through peer-to-peer influence and clinical advocacy.
• Coach teams on integrating clinical support and case coverage activities with the capital selling process so that clinical enthusiasm and champion advocacy convert into committed capital decisions and sustainable utilization.
• Provide talent assessment feedback to leadership.

Education

Bachelor's degree required.

Experience

• Proven track record of success in selling high-value capital equipment, including experience developing financial models, structuring financing proposals, and presenting compelling economic value propositions to customers.
• Demonstrated history of consistently achieving sales quotas, with a strong understanding of the discipline, strategy, and execution required to close complex, high-value capital sales.
• Experience selling disruptive technologies or capital equipment that fundamentally changes how customers operate, deliver services, or approach their business.
• Strong understanding of the clinical, administrative, operational, and economic factors that influence capital purchasing decisions, beyond traditional clinical selling.
• Proven ability to identify, develop, and mobilize influential clinical champions, including surgeon Key Opinion Leaders (KOLs), to influence purchasing decisions and drive peer adoption of new technology.
• Experience building and leveraging networks or coalitions of surgeon champions to generate clinical advocacy, accelerate capital acquisition, and support long-term platform utilization.
• Ability to partner closely with clinical sales teams, translating clinical support, surgeon engagement, and case coverage into commercial opportunities and capital purchasing decisions.
• Expertise in structured, repeatable sales methodologies such as SPIN Selling, Miller Heiman Strategic Selling, Conceptual Selling, MEDDIC, or comparable frameworks, with experience coaching teams to apply these methodologies in complex sales environments.
• Demonstrated leadership and influence among peers, including experience serving as a field sales trainer, mentoring colleagues, participating in leadership development programs, or taking on other informal or formal leadership responsibilities.
• Strong understanding of the Ambulatory Surgery Center (ASC) environment, including operating agreements, Integrated Delivery Networks (IDNs), payer dynamics, reimbursement models, and state-specific regulatory considerations.
• Previous management experience, including hiring, performance management, talent assessment, and developing high-performing commercial teams.

Preferred Qualifications

Experience in marketing, product positioning, or commercial strategy, particularly within the medical device or healthcare technology industry.