Regional Sales Director - Endoscopy (Eastern US)

About the role

Medtronic is a global leader in healthcare technology with a mission to alleviate pain, restore health, and extend life. The Endoscopy Operating Unit, part of Medical Surgical, focuses on disrupting the status quo in the detection, prevention, and treatment of gastrointestinal cancers and chronic diseases through transformational technologies that improve patient management and standards of care worldwide.

The Regional Sales Director is accountable for the financial and commercial performance of an assigned geography within the Endoscopy Operating Unit. This leader translates OU strategy into disciplined field execution by leading District Sales Managers, Territory Managers, Clinical Specialists, and Area Innovation Managers toward revenue growth, plan attainment, market development, customer value, and sustainable profitability. The role connects strategy, people, process, and performance through funnel management, Salesforce.com, forecasting, performance management, and sales-process execution. The Regional Sales Director reports to the Vice President, US Sales, Endoscopy and leads through a cross-functional matrix.

Leadership Scope and Financial Accountability

• Lead, coach, and develop District Sales Managers (leaders of teams), Territory Managers, Clinical Specialists, and Area Innovation Managers across the assigned geography.
• Own regional revenue, growth, and operating-plan performance, translating objectives into territory, account, and team execution plans.
• Allocate people, clinical resources, innovation resources, and commercial programs to the highest-value markets and opportunities.
• Improve profitable growth through account planning, portfolio adoption, pricing discipline, resource allocation, and close execution.
• Partner with Finance and Sales Operations to understand performance drivers, manage expenses, and recommend corrective action.
• Build an inclusive, accountable culture focused on customer value, teamwork, learning, and results.

Key Responsibilities

Funnel Management, Forecasting, and Salesforce.com

• Establish a consistent funnel-management process from opportunity identification through close, implementation, adoption, and retention.
• Inspect coverage, stage progression, aging, next steps, close dates, conversion, customer commitments, risks, and upside on a regular cadence.
• Ensure team members maintain actionable account plans and high-quality opportunity data in Salesforce.com.
• Lead accurate weekly and monthly forecasting with clear assumptions, commit visibility, upside identification, and risk mitigation.
• Coach teams on qualification, deal strategy, close planning, forecast accuracy, and timely escalation of risks using CRM and business intelligence.

Sales Process and Field Execution

• Drive adoption of the Endoscopy sales process, including account planning, discovery, value messaging, stakeholder mapping, clinical alignment, opportunity advancement, and close execution.
• Set expectations for call planning, customer engagement, follow-up, documentation, and disciplined next steps.
• Lead business reviews that connect activity, funnel health, customer outcomes, and financial results.
• Focus execution on priority accounts, launches, competitive opportunities, and customer commitments.
• Lead District Sales Managers to partner with Clinical Specialists, Area Innovation Managers, Marketing, Medical Education, and Sales Operations to deliver integrated customer and commercial plans.

Performance Management and Talent Development

• Establish transparent expectations tied to financial results, funnel health, sales-process adoption, customer impact, and leadership behaviors.
• Conduct one-on-ones, field coaching, ride-alongs, business reviews, and performance evaluations.
• Address gaps quickly through specific coaching, measurable development plans, and appropriate accountability.
• Use data and observation to identify the right intervention for skill, capacity, process, market, or execution issues.
• Hire, develop, engage, and retain a diverse, high-performing team; build succession plans and future leaders.
• Provide onboarding, capability building, stretch assignments, talent reviews, and differentiated development.
• Champion inclusion and model integrity, accountability, collaboration, curiosity, and a patient-first approach.

Customer and Cross-Functional Leadership

• Cultivate trusted relationships with physicians, nurses, administrators, executives, and other healthcare stakeholders.
• Understand customer priorities, hospital economics, clinical workflows, value drivers, and barriers to adoption.
• Lead strategic customer engagements and coordinate sales, clinical, innovation, marketing, and education resources.
• Navigate the matrix to align stakeholders, gain support, execute measurable plans, and represent Endoscopy with clarity and credibility.

Core Competencies

• Financial acumen and ownership of revenue and operating-plan results
• Funnel management, opportunity conversion, and forecast accuracy
• Salesforce.com proficiency and data-driven business management
• Sales-process adoption and consistent field execution
• Performance management, coaching, and accountability
• Talent development, succession planning, and inclusive leadership
• Strategic account planning and customer value creation
• Executive presence, communication, negotiation, and influence
• Cross-functional collaboration in a matrixed healthcare organization
• Change leadership, adaptability, and continuous improvement

Required Qualifications

• Bachelor’s degree and at least 10 years, or advanced degree and at least 8 years of relevant sales and leadership experience
• At least 7 years of managerial experience, including at least 3 years of direct talent leadership

Preferred Qualifications

• Experience leading Territory Managers, Clinical Specialists, Area Innovation Managers, or comparable field teams
• Experience in medical device, healthcare, capital equipment, procedural, or complex solution selling
• Demonstrated success leading teams to revenue, growth, market-share, and operating-plan objectives
• Human and financial resource management experience, with the ability to analyze complex business issues and develop practical action plans
• Demonstrated ability to manage a sales funnel, produce accurate forecasts, and use Salesforce.com, data, and analytics to run the business
• Strong customer focus, executive communication, and ability to achieve results through others in a matrixed organization
• Track record of using corporate tools, data, and analytics to improve forecast accuracy, funnel conversion, productivity, market share, and customer adoption
• Strong knowledge of hospital and healthcare economics, clinical workflows, and customer value analysis
• History of implementing strategic business plans and sustaining a consistent sales process across a distributed field organization
• Demonstrated ability to influence senior level internal and external stakeholders, including executive
• Experience managing and growing customer relationships, leading complex negotiations, and converting strategic opportunities into organizational wins
• Strong record of operating effectively in complex, cross-functional, and matrixed organizations
• Willingness and ability to lead change, simplify execution, and improve ways of working
• For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. 214.2(h)(4)(iii)(A) is required

Physical Job Requirements

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

U.S. Work Authorization & Sponsorship

At Medtronic, U.S. work authorization sponsorship (H-1B, TN, J, etc.) is offered exclusively for Principal-level roles and above, where specialized expertise aligns with long-term business needs. Roles below the Principal level require candidates to possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.