Area Sales Director - Robotic Surgical Technologies (West)

Medtronic • Los Angeles, CA

1d

About The Position

The Area Sales Director leads regional commercial strategy, revenue growth, and customer adoption of Medtronic’s Hugo™ Robotic-Assisted Surgery platform. The role supports an assigned U.S. region and requires the employee to reside within that territory. It leads a team of sales professionals through complex healthcare capital sales opportunities and develops strategic customer relationships to drive procedural growth and long-term business performance.

The Surgical Robotics business is commercializing the Hugo™ Robotic-Assisted Surgery System as part of Medtronic’s broader surgical ecosystem. The commercial organization partners with health systems, integrated delivery networks, academic medical centers, and community hospitals to advance robotic-assisted surgery adoption through capital equipment sales, recurring instrument utilization, and service solutions. This is a field-based leadership role requiring regular travel to customer sites, regional meetings, and business reviews, with expected travel of approximately 50–75%.

Requirements

• Bachelor’s degree and 10 or more years of healthcare capital sales experience, including 7 or more years of people leadership; or an advanced degree and 8 or more years of healthcare capital sales experience, including 5 or more 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.
• For baccalaureate degrees earned outside the United States, a degree satisfying the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.

Nice To Haves

• 5 or more 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.

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 using 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 to support 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.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Health Savings Account
• Healthcare Flexible Spending Account
• Life insurance
• Long-term disability leave
• Dependent daycare spending account
• Tuition assistance or reimbursement
• Global well-being program
• Sales incentive plan
• Incentive plans
• 401(k) plan with 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
• Capital Accumulation Plan for Vice Presidents and above, or subject to IRS earning minimums

What This Job Offers

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