Director, North American Medical Sales

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.