Director of Healthcare Sales (Remote Central/East)

Zebra Technologies • Lincolnshire, IL

3d • Remote

About The Position

Zebra is seeking a Sales Director to lead and develop a high-performing team of Account Managers and Senior Account Managers selling healthcare technology. The role leads the healthcare go-to-market strategy, helping hospitals, clinical networks, and health systems move from fragmented communications toward orchestrated care environments. The team’s solutions align real-time data, clinical workflows, and smart asset intelligence to streamline provider operations and improve patient safety.

The Director is the subject matter expert on clinical workflow automation and orchestrated care, and guides the team in positioning solutions that connect clinicians, medical devices, and electronic health records. The role owns regional sales plans and operational objectives, including budgets, schedules, work plans, performance goals, and quota attainment for a portfolio typically valued at $50 million or more. It also advises business unit general management, contributes to annual and long-term planning, and designs and implements go-to-market changes that support clinical adoption.

The role has full supervision over costs, sales methods, and staffing, and emphasizes cross-functional collaboration under Zebra’s “One Zebra” philosophy. In some instances, the Director may also guide or manage other Sales Directors in the region. This is a remote position for someone based in the United States in the Central or Eastern time zone, near a major airport, with 50% travel expected.

Requirements

• Bachelor’s degree.
• 12 or more years of B2B sales experience selling technology-related solutions.
• 5 or more years of direct sales management experience leading sales strategy and direction for representatives serving healthcare accounts; this requirement may be flexible for internal applicants.
• Expert-level experience with hospital and healthcare system customers.
• Demonstrated ability to influence, communicate with, and grow C-level relationships with customers and internal leadership or business units.
• Must be based in the United States near or around a major airport in the Central or Eastern time zone and able to travel 50%.
• Proven sales management success leading teams selling SaaS, clinical workflow communication software, or enterprise technology into healthcare.
• Deep understanding of healthcare operations, clinical workflows, nurse-call and alert integration, and the value intelligent orchestration platforms provide to hospital systems.
• Proven ability to design and implement strategic go-to-market strategies that produce measurable results.
• Ability to develop talent, build high-performing team cultures, and coach individuals to exceed sales targets.
• Experience managing large-scale budgets, forecasting, and structured work plans for multi-million-dollar portfolios.

Nice To Haves

• Experience developing sales roadmaps.
• Ability to strategically support sales representatives in closing complex sales deals.
• Ability to develop Zebra technical solutions to maintain ongoing relevance in the technology market.
• Proven leadership ability and experience managing a team.
• Comfort with change and ability to work in a fast-paced, high-pressure environment.

Responsibilities

• Directly manage, mentor, and coach Account Managers and Senior Account Managers, developing their sales capabilities in healthcare technology.
• Guide the team in positioning clinical workflow automation and orchestrated care solutions that connect clinicians, medical devices, and EHR/EMR systems.
• Develop expert knowledge of Zebra’s healthcare portfolio, including clinical collaboration, real-time tracking, and mobile orchestration, and help the team communicate its value and compete effectively.
• Formulate and execute operational objectives and sales plans, and manage budgets, schedules, work plans, and performance goals to meet or exceed regional quota goals.
• Advise business unit general management and contribute to annual and long-term business planning.
• Design and implement go-to-market changes that drive clinical adoption.
• Supervise costs, sales methods, and staffing while maintaining operational rigor and adapting to market changes.
• Promote cross-functional collaboration and enterprise success in accordance with the “One Zebra” philosophy.
• In some instances, guide or manage other Sales Directors in the region.

Benefits

• Healthcare and wellness offerings.
• Inclusion networks.
• Continued learning and development offerings.
• Community service days.
• Traditional insurance offerings.
• Parental leave.
• Employee assistance program.
• Paid time off, depending on the country where the employee works.
• Commission opportunity tied to quota achievement.
• Some roles may be eligible for long-term incentive equity awards.

What This Job Offers

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