Director, North American Medical Sales

Envista Dentistry•Indianapolis, IN

10d•Remote

About The Position

The North American Medical Sales Director is responsible for Metrex infection-control sales strategy in the United States and Canada. The role builds and develops a high-performing field organization and delivers sustainable revenue, profitability, and market-share growth. It owns commercial execution across distributor, healthcare-system, and government channels and builds trusted partnerships with customers, channel partners, and other stakeholders while ensuring disciplined execution in a regulated environment. The Director leads sales planning and execution, organization design, recruitment and development, complex account engagements, distributor effectiveness, product launches, and commercial change initiatives. The role establishes CRM and forecasting discipline, monitors market and customer insights, aligns incentives and field communications with business priorities, and works cross-functionally to support compliant sales practices. Frequent travel across North America is required, including customer meetings, field coaching, business reviews, and industry events; overnight travel may be up to 50%.

Requirements

Bachelor's degree in Business, Life Sciences, or a related field.
7 to 10+ years of medical device sales experience, including 5+ years in a sales leadership or management role.
Deep understanding of healthcare procurement cycles, clinical workflows, and ROI-driven selling.
Strong leadership, executive-level relationship-building, and strategic forecasting skills, with a track record of exceeding sales quotas.
Demonstrated ability to translate strategy into execution, lead through change, develop talent, manage a geographically dispersed team, and use data to improve sales performance.
Ability to travel frequently across North America, including occasional overnight and weekend travel; overnight travel may be up to 50%.
Ability to work effectively in clinical, office, and field environments and comply with customer credentialing and site-access requirements, as applicable.

Nice To Haves

Master's degree.
Experience with integrated delivery networks, group purchasing organizations, distributors, or product launches.

Responsibilities

Own portfolio revenue performance and deliver annual sales, profitability, market-share expansion, and growth objectives across the United States and Canada.
Design, deploy, and optimize sales organization structure, coverage models, territories, roles, and management objectives to execute the go-to-market strategy.
Recruit, hire, train, and mentor sales representatives and leaders.
Lead commercial change management for go-to-market models, systems, processes, product launches, and organizational changes; build field readiness, address resistance, and measure adoption and business outcomes.
Lead complex, multi-stakeholder sales engagements and develop strategic GPO and IDN account plans.
Build executive relationships across health systems, hospitals, clinics, distributors, and channel partners.
Guide value-based pricing, RFPs, contracting, value-analysis submissions, negotiations, renewals, implementation, and field activation to increase customer adoption.
Establish CRM operating discipline, data-quality expectations, pipeline standards, and recurring inspection cadences to improve forecast accuracy and sales execution.
Develop the annual sales plan, territory and account priorities, resource requirements, and operating budget; track performance against objectives.
Monitor customer needs, competitive activity, market trends, and field feedback; translate insights into commercial priorities and communicate recommendations to senior leadership and cross-functional partners.
Lead launch and growth initiatives, identify new market segments and clinical use opportunities, and remove adoption barriers through evidence-based value propositions and coordinated field execution.
Strengthen distributor performance and channel effectiveness through joint business planning, growth expectations, performance reviews, and coordinated customer execution.
Partner with internal stakeholders to design, administer, and evaluate sales incentive compensation plans and management objectives.
Plan and lead national sales meetings, business reviews, and field communications that align the organization on strategy, product priorities, performance expectations, best practices, and execution plans.
Set objectives and performance standards; coach leaders and field sellers; conduct business and talent reviews; address performance gaps; and build succession and development plans.
Establish individual development plans and a regular field-coaching cadence focused on customer engagement, opportunity strategy, product and clinical knowledge, and capability growth.
Partner with Marketing, Legal, Compliance, and Clinical teams to ensure effective product positioning and compliance with company policies and applicable healthcare, privacy, quality, and regulatory requirements.