Director of Sales, Surgical-Cardiothoracic & PVS

Medela•Nashville, TN

6d•Remote

About The Position

Medela is seeking a dynamic, entrepreneurial Director of Sales to lead the growth of its Cardiothoracic (CT) and Professional Vacuum Systems (PVS) business across the United States. This is an opportunity to introduce innovative digital chest drainage technology to a market still heavily reliant on traditional analog systems—and help transform how hospitals and surgical teams approach postoperative chest drainage. The opportunity is significant, and the window to establish market leadership is now. This role calls for a commercially driven leader who can identify untapped opportunities, develop a winning growth strategy, and inspire a sales team to execute it. As Director of Sales, you will take ownership of the U.S. commercial strategy and performance of the CT & PVS portfolio, with an immediate emphasis on expanding adoption of Medela's Thopaz+ digital chest drainage technology. Success will require more than traditional sales leadership. You will assess the market, identify high-potential hospitals and surgical centers, build relationships with thoracic and cardiac surgeons, and develop strategies to accelerate the transition from analog to digital drainage. This is a highly visible leadership role for someone who enjoys rolling up their sleeves, getting into the field with their team, and creating momentum in an evolving market.

Requirements

At least 7 years of progressive medical device sales and commercial leadership experience, preferably within the surgical market.
Experience selling to thoracic or cardiac surgeons, with a strong understanding of the operating room environment and hospital purchasing processes.
Demonstrated success launching innovative medical technology, developing new markets, or driving adoption of products that challenge established clinical practices.
Strong commercial and financial acumen, including market analysis, forecasting, budgeting, and strategic planning.
Experience leading, coaching, and motivating sales teams in an entrepreneurial or growth-oriented environment.
Established understanding of hospital contracting, value analysis committees, strategic accounts, and distribution channels.
The ability to balance strategic thinking with hands-on execution and meaningful customer engagement.
A collaborative, confident leadership style that inspires trust, encourages accountability, and empowers team members to succeed.
Bachelor's degree in Business, Marketing, Life Sciences, or a related field.
Travel: Up to 70%, including occasional international travel.

Nice To Haves

An MBA or advanced degree is preferred.
Experience in thoracic surgery, chest drainage, cardiothoracic medical devices, or introducing disruptive surgical technologies.

Responsibilities

Build and execute the growth strategy. Develop and lead the U.S. commercial strategy for the CT & PVS portfolio, prioritizing thoracic surgery and identifying opportunities for expansion into cardiac surgery and other clinical applications.
Drive adoption of innovative technology. Accelerate market acceptance of digital chest drainage by demonstrating its clinical and economic value to surgeons, nursing teams, hospital administrators, and other key decision-makers.
Understand and capitalize on the market. Evaluate procedure volumes, market potential, competitive positioning, existing product utilization, and untapped opportunities to develop targeted growth strategies.
Lead from the field. Work alongside the sales team to engage customers, develop strategic accounts, navigate complex hospital purchasing processes, and convert opportunities into sustainable business.
Build a high-performing sales organization. Provide the vision, coaching, resources, and accountability needed to energize the team. Evaluate sales processes, territory strategies, and incentive programs to strengthen performance.
Navigate complex hospital sales. Build relationships with cardiothoracic surgeons, clinical stakeholders, and hospital leadership while navigating value analysis committees, contracting, and purchasing decisions.
Own commercial performance. Develop revenue targets, budgets, forecasts, and long-term business plans. Monitor installed equipment utilization, consumable sales, profitability, and market share.
Collaborate across the business. Partner with Marketing, Product Management, Clinical Education, and global leadership to align commercial strategies, strengthen customer engagement, and capitalize on new business opportunities.