Regional Sales Director - Endoscopy (Eastern US)
CVS Covidien Sales LLC
Careers that change lives start here. Medtronic is a global leader in healthcare technology with a Mission to alleviate pain, restore health, and extend life. Our 95,000 employees work across more than 150 countries to put patients first — developing innovative medical technologies that improve the lives of 72+ million patients each year. Your unique talents will help shape the future of healthcare while building a career grounded in purpose, growth, and impact.
A Day in the Life
The Endoscopy Operating Unit, part of Medical Surgical, has created a business out of disrupting the status quo in the detection, prevention, and treatment of gastrointestinal cancers and chronic diseases. We’ve done this by commercializing transformational technologies that improve patient management and standards of care while increasing access to our innovations worldwide. We improve patient outcomes by empowering gastroenterologists across the globe with artificial intelligence and disruptive therapeutic technologies.
We look for inspiring and inclusive leaders who partner with others, knowing that diverse talent, skills, and perspectives lead to better outcomes for patients, customers, and Medtronic.
The Regional Sales Director is accountable for the financial and commercial performance of an assigned geography within the Endoscopy Operating Unit (OU). This leader translates OU strategy into disciplined field execution by leading District Sales Managers , Territory Managers, Clinical Specialists, and Area Innovation Managers toward revenue growth, plan attainment, market development, customer value, and sustainable profitability.
The role connects strategy, people, process, and performance through funnel management, Salesforce.com, forecasting, performance management, and sales-process execution. The Regional Sales Director reports to the Vice President, US Sales, Endoscopy and leads through a cross-functional matrix.
Leadership Scope and Financial Accountability
Lead, coach, and develop District Sales Managers (leaders of teams),Territory Managers, Clinical Specialists, and Area Innovation Managers across the assigned geography.
Own regional revenue, growth, and operating-plan performance, translating objectives into territory, account, and team execution plans.
Allocate people, clinical resources, innovation resources, and commercial programs to the highest-value markets and opportunities.
Improve profitable growth through account planning, portfolio adoption, pricing discipline, resource allocation, and close execution.
Partner with Finance and Sales Operations to understand performance drivers, manage expenses, and recommend corrective action.
Build an inclusive, accountable culture focused on customer value, teamwork, learning, and results.
This role leads the Endoscopy Sales teams for the Eastern half of the US.
Key Responsibilities
Funnel Management, Forecasting, and Salesforce.com
Establish a consistent funnel-management process from opportunity identification through close, implementation, adoption, and retention.
Inspect coverage, stage progression, aging, next steps, close dates, conversion, customer commitments, risks, and upside on a regular cadence.
Ensure team members maintain actionable account plans and high-quality opportunity data in Salesforce.com.
Lead accurate weekly and monthly forecasting with clear assumptions, commit visibility, upside identification, and risk mitigation.
Coach teams on qualification, deal strategy, close planning, forecast accuracy, and timely escalation of risks using CRM and business intelligence.
Sales Process and Field Execution
Drive adoption of the Endoscopy sales process, including account planning, discovery, value messaging, stakeholder mapping, clinical alignment, opportunity advancement, and close execution.
Set expectations for call planning, customer engagement, follow-up, documentation, and disciplined next steps.
Lead business reviews that connect activity, funnel health, customer outcomes, and financial results.
Focus execution on priority accounts, launches, competitive opportunities, and customer commitments.
Lead District Sales Managers to partner with Clinical Specialists, Area Innovation Managers, Marketing, Medical Education, and Sales Operations to deliver integrated customer and commercial plans.
Performance Management and Talent Development
Establish transparent expectations tied to financial results, funnel health, sales-process adoption, customer impact, and leadership behaviors.
Conduct one-on-ones, field coaching, ride-alongs, business reviews, and performance evaluations
Address gaps quickly through specific coaching, measurable development plans, and appropriate accountability.
Use data and observation to identify the right intervention for skill, capacity, process, market, or execution issues.
Hire, develop, engage, and retain a diverse, high-performing team; build succession plans and future leaders.
Provide onboarding, capability building, stretch assignments, talent reviews, and differentiated development.
Champion inclusion and model integrity, accountability, collaboration, curiosity, and a patient-first approach.
Customer and Cross-Functional Leadership
Cultivate trusted relationships with physicians, nurses, administrators, executives, and other healthcare stakeholders.
Understand customer priorities, hospital economics, clinical workflows, value drivers, and barriers to adoption.
Lead strategic customer engagements and coordinate sales, clinical, innovation, marketing, and education resources.
Navigate the matrix to align stakeholders, gain support, execute measurable plans, and represent Endoscopy with clarity and credibility.
Core Competencies
Financial acumen and ownership of revenue and operating-plan results
Funnel management, opportunity conversion, and forecast accuracy
Salesforce.com proficiency and data-driven business management
Sales-process adoption and consistent field execution
Performance management, coaching, and accountability
Talent development, succession planning, and inclusive leadership
Strategic account planning and customer value creation
Executive presence, communication, negotiation, and influence
Cross-functional collaboration in a matrixed healthcare organization
Change leadership, adaptability, and continuous improvement
Required Qualifications
Bachelor’s degree and at least 10 years, or advanced degree and at least 8 years of of relevant sales and leadership experience
At least 7 years of managerial experience, including at least 3 years of direct talent leadership.
Preferred Qualifications
Experience leading Territory Managers, Clinical Specialists, Area Innovation Managers, or comparable field teams.
Experience in medical device, healthcare, capital equipment, procedural, or complex solution selling.
Demonstrated success leading teams to revenue, growth, market-share, and operating-plan objectives.
Human and financial resource management experience, with the ability to analyze complex business issues and develop practical action plans.
Demonstrated ability to manage a sales funnel, produce accurate forecasts, and use Salesforce.com, data, and analytics to run the business.
Strong customer focus, executive communication, and ability to achieve results through others in a matrixed organization.
Track record of using corporate tools, data, and analytics to improve forecast accuracy, funnel conversion, productivity, market share, and customer adoption.
Strong knowledge of hospital and healthcare economics, clinical workflows, and customer value analysis.
History of implementing strategic business plans and sustaining a consistent sales process across a distributed field organization.
Demonstrated ability to influence senior level internal and external stakeholders, including executive.
Experience managing and growing customer relationships, leading complex negotiations, and converting strategic opportunities into organizational wins.
Strong record of operating effectively in complex, cross-functional, and matrixed organizations.
Willingness and ability to lead change, simplify execution, and improve ways of working.
For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.
Physical Job Requirements
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.
The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.
U.S. Work Authorization & Sponsorship
At Medtronic, we are committed to fostering an environment where employees can thrive and make a meaningful impact. In alignment with our enterprise-wide workforce planning approach, U.S. work authorization sponsorship (H-1B, TN, J, etc.) is offered exclusively for Principal-level roles and above, where specialized expertise aligns with long-term business needs. Roles below the Principal level require candidates to possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.
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Apply only through official Medtronic channels. All legitimate Medtronic recruiting communications come from approved Medtronic platforms and official @medtronic.com email addresses.
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Benefits & Compensation
Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
This position is eligible for an annual long-term incentive plan. The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others).
In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals.
The following benefits and additional compensation are available to those regular employees who work 20+ hours per week: Health, Dental and vision insurance, Health Savings Account, Healthcare Flexible Spending Account, Life insurance, Long-term disability leave, Dependent daycare spending account, Tuition assistance/reimbursement, and Simple Steps (global well-being program).
The following benefits and additional compensation are available to all regular employees: Incentive plans, 401(k) plan plus employer contribution and match, Short-term disability, Paid time off, Paid holidays, Employee Stock Purchase Plan, Employee Assistance Program, Non-qualified Retirement Plan Supplement (subject to IRS earning minimums), and Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums).
Regular employees are those who are not temporary, such as interns. Temporary employees are eligible for paid sick time, as required under applicable state law, and the Employee Stock Purchase Plan. Please note some of the above benefits may not apply to workers in Puerto Rico.
Further details are available at the link below:
Medtronic benefits and compensation plans
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.
If you are applying to perform work for Medtronic, Inc. (“Medtronic”) in any position which will involve performing at least two (2) hours of work on average each week within the unincorporated areas of Los Angeles County, you can find here a list of all material job duties of the specific job position which Medtronic reasonably believes that criminal history may have a direct, adverse and negative relationship potentially resulting in the withdrawal of a conditional offer of employment. Medtronic will consider for employment qualified job applicants with arrest or conviction records in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.