Field Sales Trainer

Distalmotion SA•Dallas, TX

3h•$140,000 - $180,000

About The Position

The Field Sales Trainer will strengthen and accelerate Distalmotion’s US commercial organization by developing the sales capabilities, strategic selling skills, and commercial effectiveness of Area Sales Managers (ASMs) and Clinical Sales Specialists (CSSs). The role designs and delivers training programs on high-value capital equipment sales, complex multi-stakeholder selling, territory development, and competitive positioning. A key focus is enabling sales teams to identify and develop influential surgeon champions, build clinical advocacy, and translate clinical enthusiasm into capital acquisition and sustained utilization of the DEXTER® Robotic Surgery System. The trainer works closely with commercial leadership and field teams to establish consistent sales methodologies, provide hands-on coaching, assess talent, and support a disciplined, results-oriented sales culture and Distalmotion’s growth in the US market.

Requirements

Bachelor’s degree required.
Proven success selling high-value capital equipment, including developing financial models, structuring financing proposals, and presenting economic value propositions.
Demonstrated history of consistently achieving sales quotas and ability to close complex, high-value capital sales.
Experience selling disruptive technologies or capital equipment that significantly changes customers’ operations, service delivery, or business approach.
Understanding of clinical, administrative, operational, and economic factors that influence capital purchasing decisions.
Ability to identify, develop, and mobilize influential clinical champions, including surgeon Key Opinion Leaders, to influence purchasing decisions and drive adoption.
Experience building and leveraging surgeon champion networks or coalitions to generate advocacy, accelerate capital acquisition, and support long-term platform utilization.
Ability to partner with clinical sales teams and translate clinical support, surgeon engagement, and case coverage into commercial opportunities and capital purchasing decisions.
Expertise in structured sales methodologies such as SPIN Selling, Miller Heiman Strategic Selling, Conceptual Selling, MEDDIC, or comparable frameworks, and experience coaching teams to use them in complex sales environments.
Demonstrated leadership and influence among peers, including experience as a field sales trainer, mentoring colleagues, participating in leadership development programs, or taking on other leadership responsibilities.
Strong understanding of the ASC environment, including operating agreements, IDNs, payer dynamics, reimbursement models, and state-specific regulatory considerations.
Previous management experience, including hiring, performance management, talent assessment, and developing high-performing commercial teams.

Nice To Haves

Experience in marketing, product positioning, or commercial strategy, particularly within the medical device or healthcare technology industry.

Responsibilities

Develop a curriculum for new ASM and CSS hires covering high-priced strategic capital sales and value propositions for clinical, administrative, economic, and operational buyers.
Develop and deliver training on identifying, engaging, equipping, and mobilizing clinical champions to influence peers and decision-makers toward platform acquisition.
Train ASMs and CSSs to build coalitions of surgeon champions within territories, ASC networks, or IDNs to advocate for the platform and drive capital acquisition.
Coach ASMs and CSSs on structured, reproducible sales methodologies to qualify opportunities, uncover needs, build multi-stakeholder consensus, and advance high-value capital deals.
Help newly hired ASMs and CSSs create territory plans, identify target accounts, and prioritize opportunities based on champion development and clinical coalition-building potential.
Teach teams to position Distalmotion’s value against competitors and use clinical champions’ peer influence and advocacy to communicate differentiation.
Coach teams on integrating clinical support and case coverage with capital selling to convert clinical enthusiasm and champion advocacy into capital decisions and sustained utilization.
Provide talent assessment feedback to leadership.