Director, North American Medical Sales

Job Description:

The North American Medical Sales Director is responsible for the U.S. and Canada Metrex infection control sales strategy; builds and develops a high-performing field organization; and delivers sustainable revenue, profitability, and market-share growth. The role owns commercial execution across distributor, healthcare-system, and government channels and establishes trusted partnerships with customers, channel partners, and other stakeholders while ensuring disciplined execution in a regulated environment.

ROLES AND RESPONSIBILITIES:

• Own portfolio revenue performance and deliver annual sales, profitability, market-share expansion, and growth objectives across the United States and Canada.

• Design, deploy, and optimize the sales organization structure, coverage model, territories, roles, and management objectives needed to execute the go-to-market strategy.

• Recruit, hire, train, and mentor sales representatives and leaders, building a high-performing sales organization. 

• Lead change management for commercial transformations—including new go-to-market models, systems, processes, product launches, and organizational changes—by assessing business and stakeholder impacts, communicating the case for change, building field readiness through training and coaching, addressing resistance, and measuring adoption and business outcomes.

• Lead complex, multi-stakeholder sales engagements and develop strategic GPO and IDN account plans; build executive relationships across health systems, hospitals, clinics, distributors, and channel partners; and guide value-based pricing, RFPs, contracting, value-analysis submissions, negotiations, renewals, implementation, and field activation to increase customer adoption.

• Establish CRM operating discipline, data-quality expectations, pipeline standards, and recurring inspection cadences to improve forecast accuracy and sales execution.

• Develop the annual sales plan, territory and account priorities, resource requirements, and operating budget; track performance against revenue, profitability, and market-share objectives.

• Monitor customer needs, competitive activity, market trends, and field feedback; translate insights into commercial priorities and communicate actionable recommendations to senior leadership and cross-functional partners.

• Lead launch and growth initiatives, identify new market segments (including EVS) and clinical use opportunities, and remove barriers to adoption through evidence-based value propositions and coordinated field execution.

• Strengthen distributor performance and channel effectiveness through joint business planning, clear growth expectations, performance reviews, and coordinated customer execution.

• Partner with internal stakeholders to design, administer, and evaluate sales incentive compensation plans and management objectives that align field behaviors with revenue, product-launch, and strategic-growth priorities.

• Plan and lead national sales meetings, business reviews, and field communications that align the organization on strategy, product priorities, performance expectations, best-practice sharing, and execution plans.

• Set clear objectives and performance standards, coach leaders and field sellers, conduct regular business and talent reviews, address performance gaps, and build succession and development plans.

• Establish individual development plans for sales leaders and representatives and maintain a regular field-coaching cadence focused on customer engagement, opportunity strategy, product and clinical knowledge, and measurable capability growth.

• Partner with Marketing, Legal, Compliance, and Clinical teams to ensure effective product positioning and that sales activities, customer interactions, product communications, contracts, expense practices, and required reporting comply with company policies and applicable healthcare, privacy, quality, and regulatory requirements.

Job Requirements:

JOB REQUIREMENTS:     

• Bachelor's degree in Business, Life sciences, or a related field
• A master's degree is highly desired.
• 7 to 10+ years of medical device sales experience, including 5+ years in a sales leadership or management role.
• Deep understanding of healthcare procurement cycles, clinical workflows, and ROI-driven selling.
• Strong leadership, executive-level relationship building, strategic forecasting, and a track record of exceeding sales quotas.
• Demonstrated ability to translate strategy into execution, lead through change, develop talent, manage a geographically dispersed team, and use data to improve sales performance.

• Experience navigating complex hospital buying processes, executive and clinical stakeholders, contracting, and value-based selling; experience with integrated delivery networks, group purchasing organizations, distributors, or product launches is preferred.

TRAVEL

• Ability to travel frequently across North America for customer meetings, field coaching, business reviews, and industry events, including occasional overnight and weekend travel.
• Overnight travel - up to 50%

• Ability to work effectively in clinical, office, and field environments and to comply with customer credentialing and site-access requirements, as applicable.

 

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Target Market Salary Range:

Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.

For Field Sales roles, the salary range listed reflects base pay only and does not include incentive pay opportunities under the applicable sales compensation plan

$183,200 - $223,900

Operating Company:

Metrex

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.