Area Sales Director, West Surgical Sales

Owens & Minor • Los Angeles, CA

1d • $140,000 - $170,000 • Hybrid

About The Position

The Area Sales Director, Surgical Sales is a sales leadership role responsible for driving revenue growth, profitability, and market expansion across the surgical portfolio while building, developing, and sustaining a high-performing sales organization. This leader is accountable not only for business results but also for talent quality, performance management, and long-term career development across the field sales team. This role leads through people – setting clear performance expectations, identifying top talent, elevating team capability, and creating a culture of accountability, coaching, and continuous improvement. In addition, the role partners cross-functionally to deliver strategic surgical solutions, including custom procedure tray (CPT) conversions, procedural standardization, and value-based perioperative programs across complex health systems.

Requirements

• Bachelor’s degree required
• 8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions
• 5+ years of sales leadership experience managing geographically dispersed, high-performing teams
• Demonstrated ability to assess talent, build capability, and improve performance in field sales organizations
• Strong coaching, mentoring, and leadership development skills
• Proven success driving revenue growth, margin improvement, and complex sales execution
• Strong understanding of hospital systems, perioperative workflows, and surgical product environments
• Ability to lead complex sales cycles across IDNs, GPOs, and multi-site health systems
• Strong financial acumen and operational discipline
• Exceptional communication, executive presence, and influence skills
• Experience with CRM tools and performance analytics
• Strong analytical and problem-solving capabilities with the ability to drive results in highly complex environments
• Ability to travel extensively within assigned territory (up to 75-85%)
• Valid driver’s license and clean driving record required
• Ability to work in clinical environments, including operating rooms
• Ability to manage multiple competing priorities across people leadership and strategic account execution

Nice To Haves

• Experience building or transforming sales organizations
• Background in custom procedure trays, surgical drapes/gowns, or perioperative solutions
• Experience with structured sales methodologies (e.g., Challenger, consultative selling)
• Prior responsibility for succession planning or multi-layer sales leadership teams

Responsibilities

• Lead, coach, and develop a high-performing surgical sales organization focused on both results and long-term capability building
• Continuously assess talent performance, identifying top performers, underperformance, and future leaders within the organization
• Build structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capability
• Drive accountability through clear expectations, performance metrics, and consistent field engagement
• Conduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectiveness
• Recruit, hire, and onboard top-tier sales talent aligned to organizational culture and performance standards
• Develop succession pipelines and ensure readiness of future sales leaders within the region
• Own revenue, margin, and operating income performance across the surgical portfolio
• Drive strategic CPT conversions and surgical product adoption across key accounts
• Establish and maintain executive-level relationships within IDNs, health systems, and large acute care customers
• Partner cross-functionally with marketing, operations, implementation, and product teams to support strategic initiatives
• Oversee forecasting, pipeline management, and disciplined sales execution across the team
• Act as an escalation point for strategic customer and field issues, ensuring timely resolution and alignment

Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
• Health Savings Account (HSA) and 401(k)
• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager