Area Sales Director - Robotic Surgical Technologies (West)

Medtronic • Los Angeles, CA

2d • Onsite

About The Position

Medtronic’s Surgical Robotics business is commercializing the Hugo™ Robotic-Assisted Surgery (RAS) System and expanding its surgical ecosystem across open, laparoscopic, robotic, and digital surgery technologies. The commercial organization works with health systems, integrated delivery networks, academic medical centers, and community hospitals to advance robotic-assisted surgery through capital equipment sales, recurring instrument utilization, and service solutions.

The Area Sales Director leads regional commercial strategy, revenue growth, and customer adoption of the Hugo™ RAS platform for an assigned U.S. region. The position leads sales professionals pursuing complex healthcare capital sales opportunities, develops strategic customer relationships, and collaborates across functions to drive procedural growth and long-term business performance. This is a field-based role requiring residence within the assigned territory and approximately 50–75% travel to customer sites, regional meetings, and business reviews.

Requirements

• Bachelor's degree and 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR an advanced degree and 8+ years of healthcare capital sales experience, including 5+ 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.

Nice To Haves

• 5+ 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.
• 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.

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

• Competitive salary and flexible benefits package.
• Sales Incentive Plan with opportunity to earn incentive compensation for achieving or exceeding goals.
• 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/reimbursement.
• Global well-being program (Simple Steps).
• 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, available to Vice Presidents and above or subject to IRS earning minimums.

What This Job Offers

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