Regional Sales Director - West in California at Burlington Medical

Job Purpose:

The Regional Sales Director is responsible for leading a high-performing sales team to drive unit growth, market expansion, and revenue generation within the assigned region. This role requires a strategic leader who can execute sales strategies, develop talent, and build strong relationships with key stakeholders to achieve aggressive growth targets. The Regional Sales Director will work closely with cross-functional teams to ensure alignment with overall business objectives and drive a culture of accountability, performance, and customer-centric selling. This position will manage the Western Sales territory Account Managers.

Key Responsibilities:

Sales Leadership & Strategy Execution:

• Develop and implement regional sales strategies that align with corporate goals, with a primary focus on unit growth and market share expansion.
• Own and drive the regional sales forecast, ensuring accurate pipeline management and execution to meet or exceed targets.
• Identify and capitalize on growth opportunities within existing accounts while aggressively pursuing new customer acquisitions.
• Partner with marketing, sales operations/enablement, and product teams to execute targeted campaigns, sales enablement tools, and training programs that support sales growth.

Team Development & Performance Management:

• Recruit, mentor, and develop a high-performing sales team, fostering a culture of accountability, coaching, and continuous improvement.
• Set clear performance expectations, KPIs, and individual growth plans for sales representatives.
• Conduct regular field rides and customer visits to assess sales effectiveness, provide coaching, and reinforce best practices.
• Recognize and reward high performers while proactively addressing underperformance through structured development plans.

Customer & Market Engagement:

• Establish and maintain strong relationships with key decision-makers across hospitals, healthcare systems, and distributors to drive sales growth.
• Stay informed about market trends, competitor activities, and customer needs to identify opportunities for differentiation and innovation.
• Champion a consultative sales approach, positioning the company as a trusted partner in radiation protection solutions.

Operational Excellence & Cross-Functional Collaboration:

• Utilize Salesforce and other CRM tools to track sales activities, analyze performance trends, provide demand feedback, and optimize sales execution.
• Collaborate with sales operations, marketing, and product teams to refine messaging, improve lead conversion, and enhance sales productivity.
• Provide executive leadership with data-driven insights and recommendations to shape strategic decision-making.

Qualifications & Experience:

• Bachelor’s degree in Business, Sales, Marketing, or a related field (MBA preferred).
• 7+ years of sales experience, with at least 3+ years in a sales leadership role.
• Proven track record of scaling sales organizations and driving unit growth in a competitive market.
• Experience in healthcare, medical devices, or capital equipment sales is highly preferred.
• Strong leadership skills with a history of developing and motivating high-performing teams.
• Excellent negotiation, communication, and presentation skills, with the ability to influence senior stakeholders.
• Data-driven mindset with experience in forecasting, pipeline management, and CRM utilization (Salesforce preferred).
• Willingness to travel 50% or more as needed within the assigned region.

Key Success Metrics:

• Unit growth and market share expansion within the region.
• Achievement of sales revenue and quota targets.
• Sales team performance, engagement, and development.
• Customer acquisition, retention, and satisfaction levels.