Area Sales Director - Robotic Surgical Technologies (North East)

Medtronic; Baltimore (MD); On-site; USD 180,000 - 280,000; Full time

Job summary

Medtronic plc, a global healthcare technology leader, is seeking a field-based Sales Leader to drive regional commercial strategy for the Hugo Robotic-Assisted Surgery ecosystem in the U.S. This role requires leading a Capital Sales Specialists team, building executive-level hospital relationships, and guiding complex capital deals.

Ideal candidates bring 10+ years in healthcare capital sales with 7+ years of people leadership and are prepared to travel 50-75% across the assigned region,

Qualifications

• Bachelor's degree with 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR Advanced degree with 8+ years of healthcare capital sales experience, including 5+ years of people leadership.
• Experience leading complex healthcare capital equipment sales cycles, executive-level customer engagement, and contract negotiations.
• Experience managing regional sales performance, forecasting, and pipeline execution.
• Ability to travel 50-75% within the assigned region.
• Residency within the assigned U.S. sales region.

Responsibilities

• Lead regional commercial strategy and execution to achieve capital equipment, service, and utilization revenue objectives.
• Direct, coach, and develop a team of Capital Sales Specialists through complex healthcare capital sales opportunities.
• Build executive-level relationships with hospital administrators, health system leaders, surgeons, and value analysis stakeholders.
• Drive opportunity management, forecasting accuracy, and pipeline performance utilizing SPANCO methodology and commercial review processes.
• Partner with Marketing, Clinical, Customer Success, Finance, Legal, and Market Access teams to advance strategic opportunities and accelerate customer adoption.
• Develop customer business cases, total cost of ownership analyses, and economic value propositions supporting capital investment decisions.
• Negotiate and execute complex agreements with health systems, integrated delivery networks, and academic medical centers.
• Recruit, develop, and retain top commercial talent while fostering accountability and customer focus.

Skills

Healthcare sales leadership

People leadership

Executive relationships

Forecasting & pipeline

Education

Bachelor's degree + 10+ years healthcare capital sales

Advanced degree + 8+ years healthcare capital sales

Job description

We anticipate the application window for this opening will close on - 2 Nov 2026

Careers that change lives start here. Medtronic is a global leader in healthcare technology with a Mission to alleviate pain, restore health, and extend life. Our 95,000 employees work across more than 150 countries to put patients first - developing innovative medical technologies that improve the lives of 72+ million patients each year. Your unique talents will help shape the future of healthcare while building a career grounded in purpose, growth, and impact.

A Day in the Life

The Surgical Robotics business is commercializing the Hugo™ Robotic-Assisted Surgery (RAS) System, expanding Medtronic's surgical ecosystem across open, laparoscopic, robotic, and digital surgery technologies. This commercial organization partners with health systems, integrated delivery networks, academic medical centers, and community hospitals to advance adoption of robotic-assisted surgery through capital equipment sales, recurring instrument utilization, and service solutions.

This field-based sales leadership role supports an assigned U.S. region and requires residence within the territory. Regular travel to customer sites, regional meetings, and business reviews is required, with expected travel of approximately 50-75%.

Primary Responsibilities

• Lead regional commercial strategy and execution to achieve capital equipment, service, and utilization revenue objectives.
• Direct, coach, and develop a team of Capital Sales Specialists through complex healthcare capital sales opportunities.
• Build executive-level relationships with hospital administrators, health system leaders, surgeons, and value analysis stakeholders.
• Drive opportunity management, forecasting accuracy, and pipeline performance utilizing SPANCO methodology and commercial review processes.
• Partner with Marketing, Clinical, Customer Success, Finance, Legal, and Market Access teams to advance strategic opportunities and accelerate customer adoption.
• Develop customer business cases, total cost of ownership analyses, and economic value propositions supporting capital investment decisions.
• Negotiate and execute complex agreements with health systems, integrated delivery networks, and academic medical centers.
• Recruit, develop, and retain top commercial talent while fostering accountability and customer focus.

Required Qualifications

• Bachelor's degree with 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR Advanced degree with 8+ years of healthcare capital sales experience, including 5+ years of people leadership.
• Experience leading complex healthcare capital equipment sales cycles, executive-level customer engagement, and contract negotiations.
• Experience managing regional sales performance, forecasting, and pipeline execution.
• Ability to travel 50-75% within the assigned region.
• Residency within the assigned U.S. sales region.

Preferred Qualifications

• 5+ years of experience leading sales teams in healthcare capital equipment environments.
• Experience in robotic-assisted surgery, minimally invasive surgery, surgical technologies, or medical device capital equipment.
• Experience managing sales forecasting, pipeline management, and commercial performance metrics.
• Experience developing customer business cases, total cost of ownership models, and procedural economics analyses.
• Experience selling to integrated delivery networks, academic medical centers, and large health systems.
• 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 above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.

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. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific