Director, Regional Sales

Position Summary

The Regional Sales Director serves as the business leader for an assigned region, responsible for accelerating commercial growth, developing high-performing teams, and executing strategies that expand surgeon adoption, strengthen customer partnerships, and improve patient access. This leader creates a culture of accountability, coaching, and continuous improvement while partnering across the organization to deliver exceptional business results.

Region

This region oversees the following territories: St. Louis, Indianapolis, Kentucky, Cincinnati, Columbus, Dayton, Pittsburgh, and West Virginia.

Focus Areas

• Sales Strategy & Execution: Develop and execute the regional business strategy. Identify new market opportunities. Build sustainable growth, maximize market penetration, and drive adoption. Exceed regional sales goals by executing aligned commercial strategies. Analyze market dynamics and regional data to guide resource allocation and sales optimization. Liaise with Marketing, Market Access, and Sales Operations to execute regional and national plans.
• Team Leadership & Talent Development: Recruit, onboard, and retain high-performing Territory Managers. Build a high-performing sales organization. Develop future leaders, build succession. Create a coaching culture. Coach and develop team members through consistent field visits, feedback, and performance management. Foster a culture of accountability, collaboration, and continuous learning. Partner with Sales Training to ensure team alignment with current training initiatives.
• Customer & Stakeholder Engagement: Personally cultivate executive-level relationships with key orthopedic thought leaders, health systems, and strategic accounts. Support Territory Managers in strategic account planning and key customer engagements. Ensure Vericel is viewed as a trusted partner across healthcare systems.
• Business Leadership: Operate the region as a business, balancing growth, customer experience, talent, and financial performance. Develop annual business plans. Monitor territory and regional performance through regular business reviews. Forecast accurately. Allocate resources. Evaluate ROI.

Qualifications

• Bachelor's degree required.
• 10+ years of experience in pharmaceutical, biotech, or medical device sales, ideally in orthopedics.
• 5+ years of direct leadership experience managing a sales team.
• Must have a track record of exceeding sales goals in an OR environment.
• Strong financial and business acumen with experience in forecasting and budget management.
• Proven ability to lead through change, problem-solve, and influence cross-functional partners.
• Understanding of medical reimbursement (billing, coding, coverage, and payment) in the healthcare system.
• Proven ability to develop and manage high-value accounts, build long-term customer relationships, and drive revenue growth.
• Ability to work independently, manage multiple priorities, and adapt in a dynamic environment.
• Must manage daily travel demands, including occasional overnights and weekend days.

Why Vericel?

• Mission-Driven Work: Help bring potentially life-enhancing cell therapies to patients with serious medical conditions.
• Innovative Products: Work with a first-in-class therapy backed by clinical success and provider trust.
• Career Growth: Be a part of a growing organization with opportunities to expand your impact.
• Collaborative Culture: Join a supportive, cross-functional team that values passion, integrity, and excellence.