Capital Sales Director, West

Merz North America•, TX

7d•Remote

About The Position

The Capital Sales Director, West leads and develops a team of Capital Territory Managers (CTMs) and Capital Sales Specialists (CSSs) responsible for capital equipment sales, including Ultherapy Prime, across the Western United States. The Capital Sales Director owns the full capital sales strategy and P&L for the West region — driving revenue growth, building relationships with key physicians and practices, and ensuring the team consistently delivers a strong customer experience. This role partners closely with the Capital Sales Director, East and other cross-functional leaders to align territory coverage, share best practices, and drive a unified national market approach for the capital equipment business.

Requirements

Bachelor of Science (B.S.)
7+ years medical device, aesthetics, or capital equipment sales experience
2+ years sales leadership or people management experience
Proven track record of meeting or exceeding capital sales quotas in a complex, consultative sales environment

Nice To Haves

Aesthetic, plastic surgery, or dermatology background
Experience managing a multi-state or regional field sales team
Experience in medical device or capital equipment sales
Excellent planning and organizational skills
Excellent verbal and written communication, presentation and negotiation skills
Ability to understand and explain economic value, including helping clients and the team understand the “fit” of Merz Aesthetics capital products within our portfolio
Strong MS Office skills (Excel, Word, PowerPoint, Outlook etc.) and comfort with a large variety of digital communication tools and AV equipment
Ability to lead a distributed field team independently and in collaboration with cross-functional partners
Professional image and influential presence
Strong business acumen, including experience with deal structuring, pricing strategy, and forecasting
Strong knowledge about the Medical Devices and Aesthetics market, experience with state-of-the-art sales principles

Responsibilities

Lead, coach, and develop a team of 7 CTMs and 2 CSSs across the West territory, providing regular field coaching and performance management.
Build and execute a regional capital sales strategy, including territory alignment, account prioritization, and pipeline management, to meet and exceed revenue targets.
Own the capital equipment sales and expense budget for the West region in line with company guidelines.
Recruit, hire, onboard, and ramp new CTMs and CSSs to build and maintain a fully staffed, high-performing team.
Partner and collaborate with the Capital Sales Director, East to align on national pricing strategy, competitive positioning, and shared best practices.
Coordinate with Marketing, Clinical, Finance, and Customer Service/Support teams to support capital deals from opportunity through installation.
Develop and maintain relationships with key opinion leaders (KOLs), high-volume accounts, and strategic practice groups within the East region.
Review and approve capital deal structures, financing options, and pricing exceptions within delegated authority.
Provide accurate and timely forecasting, pipeline reporting, and business reviews to the National Sales Director.
Ensure the team follows all company policies, procedures, and regulatory requirements, and submits administrative and expense reporting accurately and on time.