Regional Sales Manager - Surgical - West

Caldera Medical•Westlake Village, CA

25d•Onsite

About The Position

Caldera Medical is seeking a Regional Sales Manager for its Surgical Division, responsible for driving revenue growth, building and developing a high-performance sales team, and establishing the division as a competitive choice in hysteroscopic tissue removal. This is a field-based leadership role requiring a blend of coaching, strategy, and sales execution. Reporting to the National Sales Director, the manager will oversee regional execution across hospital ORs, ambulatory surgery centers (ASCs), and office-based settings, leading from the front in clinical settings, with key opinion leaders, and alongside the sales team. The ideal candidate is motivated by competitive markets, driven by the company's mission, and focused on achieving results.

Requirements

Bachelor’s degree required.
5+ years of medical device sales experience with a demonstrated track record of exceeding quota.
2+ years of medical device sales management experience, with a minimum of 5 direct reports.
Proven experience selling into the OR; ability to navigate the VAC process and clinical decision-making hierarchies in hospital and ASC environments.
Experience in a fast-growth company or division; comfortable operating in a resource-lean, high-ambiguity environment.
Strong analytical capabilities — ability to translate data into regional action plans with clear commercial impact.
Savvy communicator and presenter — equally effective coaching a rep in the field, engaging a physician in the OR, and presenting to senior leadership.
Must live in California.

Nice To Haves

Advanced degree (MBA, MS) preferred.
Experience in women’s health, urology, urogynecology, gynecology, or minimally invasive surgical devices.
Direct clinical or commercial experience in hysteroscopy, endoscopy, or related procedural specialties.
Consistent track record of achieving quota as both a sales representative and a sales manager.
Proficiency in Salesforce CRM and Excel-based territory analysis.
IDN/GPO selling experience; familiarity with health system contracting dynamics.

Responsibilities

Own and exceed monthly, quarterly, and annual revenue quotas for the region through competitive conversion and new account development.
Build and execute territory-level business plans with clear drivers, tactics, and measurable outcomes, translating corporate strategy into actionable regional priorities.
Drive adoption across all care settings (hospital ORs, ASCs, office-based practices) with differentiated selling strategies tailored to each environment.
Leverage CRM data (Salesforce), market analytics, and payer dynamics to identify high-value opportunities and convert them to revenue.
Navigate and obtain VAC (Value Analysis Committee) approvals; own the full consultative selling cycle from clinical introduction through contracting.
Recruit, hire, and retain top commercial talent, building a team that reflects Caldera’s C4 Values (Care, Collaborate, Challenge, Create).
Coach and develop direct reports through structured field rides, performance reviews, and individualized development plans.
Lead the team through change and ambiguity in a high-growth startup division, modeling adaptability and resilience.
Set clear performance expectations, manage accountability consistently, and take corrective action with urgency and precision.
Foster a culture of clinical excellence, competitive urgency, and patient focus across the regional team.
Build and sustain deep relationships with key opinion leaders (KOLs), high-volume proceduralists, and strategic institutional accounts.
Support the development and growth of IDN systems and GPO relationships in partnership with Strategic Accounts.
Provide regional insights on customer needs, competitive landscape, and payer dynamics to inform national commercial strategy.
Represent Caldera Medical at regional conferences, surgical training events, and clinical education programs.
Maintain rigorous CRM discipline, including pipeline accuracy, activity logging, and forecast integrity.
Monitor regional performance metrics and produce clear, data-driven business reviews for senior leadership.
Collaborate cross-functionally with Marketing, Clinical Affairs, and Product Management to ensure field execution aligns with launch strategies and clinical evidence.
Manage regional budget and resources with P&L awareness, maximizing return on field investments.
Contribute to executive-level business reviews, partnership evaluations, and due diligence processes as needed.