Regional Director, U.S. Sales

Inogen

3d•$167,000 - $192,000•Remote

About The Position

The Regional Director, U.S. Sales will lead a regional team of Area Sales Managers (ASMs) and Clinical Area Managers (CAMs) to deliver regional revenue, volume, and margin to plan. ASMs are responsible for DME revenue, contracting, and branch execution, while CAMs focus on creating clinical demand with physicians and care teams. This role integrates these two functions into a single regional plan and oversees the performance of all ASMs and CAMs within the region, typically managing 3-4 ASMs and 8-10 CAMs. The position also collaborates with the Lead, Clinical Success Enablement and the Senior Director, Clinical Success to foster CAM capability and performance development. Candidates for this role should reside in the Western region of the United States.

Requirements

Bachelor’s degree required.
8+ years in medical device, DME/HME or healthcare sales, including 4+ years leading field teams, required.
Track record leading quota-carrying teams in a regulated environment, required.
Intermediate proficiency in Microsoft Office and CRM (Salesforce preferred), required.
Current/active driver’s license with clean DMV record and evidence of auto insurance, required.
Field sales leadership and coaching at scale.
DME commercial fluency, including contracting, pricing and branch readiness.
Territory prioritization and capacity planning.
Ability to lead two distinct field roles toward one plan.
Performance management, including difficult conversations.
Data-driven coaching using CRM and dashboards.
Strong business acumen and results orientation.
Excellent oral and written communication skills.
Willingness to travel (50% to 60%, including overnights).

Nice To Haves

Experience leading clinical or specialist field roles alongside revenue roles, preferred.
Respiratory, oxygen or sleep market experience, preferred.

Responsibilities

Deliver regional revenue, volume and margin to plan.
Build one regional plan that sets ASM revenue goals and CAM clinical demand goals together.
Set goals, conduct performance conversations and own performance ratings for ASMs and CAMs.
Approve territory plans; protect pod-based coverage and productive field time.
Own hire and exit decisions for the region with HR, in consultation with the Senior Director, Clinical Success for CAM roles.
Review each CAM’s strengths, gaps and development priorities with the Lead, Clinical Success Enablement, and coach in the field.
Track each CAM’s progress toward certification within three months of completing the CAM onboarding program, and participate in certification decisions.
Direct ASM contracting and pricing with DME customers within guardrails set by the VP, U.S. Sales.
Translate National Account plans into regional priorities and execution.
Resolve ASM and CAM boundary questions so the roles remain distinct.
Run the regional operating cadence using shared dashboards and CRM data.
Identify territory split triggers using activity, travel and coverage data.
Conduct all activities in accordance with Inogen policy, the Anti-Kickback Statute and patient-choice requirements; never direct or steer patients to a specific DME.