Area Sales Manager

Accordance Search Group; San Francisco (CA); On-site; USD 140,000 - 210,000; Full time

Job summary

Global MedTech is seeking an Area Sales Manager to drive adoption of a robotic surgical system across a defined U.S. territory that includes North California, Portland, and Seattle.

You will cultivate strategic relationships with surgeons and administrators, manage opportunities across ASCs, hospitals, IDNs, and academic medical centers, and lead end-to-end sales cycles to close new business. The role demands a proven track record in selling complex capital equipment or surgical robotics,

Qualifications

• 7+ years of medical device sales with quota history.
• Experience selling capital equipment or robotic platforms.
• Proven success navigating complex healthcare sales with multiple stakeholders.

Responsibilities

• Develop and execute territory business plans to meet sales targets.
• Identify and advance opportunities within ASCs, hospitals, IDNs, and academic centers.
• Build relationships with surgeons, administrators, and supply chain leaders.
• Lead full sales cycle: prospecting, demos, evaluations, proposals, contracts, closing.
• Deliver compelling presentations that show clinical and economic value.
• Maintain a robust CRM pipeline and accurate activity forecasting.
• Collaborate with Clinical, Marketing, Training, and Customer Success teams.
• Identify KOLs to support broader market adoption.
• Represent the company at regional/national conferences and events.
• Drive utilization growth and customer satisfaction in installed base.
• Provide market intelligence and competitive insights to strategy.

Skills

Territory planning

Sales cycle leadership

Key stakeholder management

Executive presence

Negotiation

CRM & forecasting

Surgical robotics sales

Healthcare sales

Multi-site selling

Education

Bachelor's degree

MBA or advanced degree preferred

Tools

CRM software (e.g., Salesforce)

Job description

On-site | Commercial | Full-Time

• Seattle
• Oakland
• San Jose
• Portland

Description

Global MedTech company with a mission to expand access to the benefits of robotic surgery through simplified and flexible robotic technology. Robotic surgical system empowers more surgeons and sites of care—including hospital outpatient departments (HOPDs) and ambulatory surgical centers (ASCs)—to adopt robotic-assisted minimally invasive surgery.

Designed to integrate seamlessly into existing surgical workflows, robot is easily moved, quickly set up, and adaptable to operating rooms of any size.

Position Overview:

Seeking a high-performing Area Sales Manager to drive adoption of this robotic surgical system within a defined U.S. territory - North CA (North of Fresno), Portland, Oregon, and Seattle. This role will be responsible for developing strategic customer relationships, identifying and converting new business opportunities, and expanding utilization across ambulatory surgery centers (ASCs), hospitals, integrated delivery networks (IDNs), and academic medical centers.

The successful candidate will have a proven track record of selling complex capital equipment, surgical technologies, or robotic platforms and will thrive in a fast-paced, entrepreneurial environment. This individual will play a key role in establishing this robotic solution of choice for surgeons and healthcare systems seeking flexibility, efficiency, and improved patient access to robotic surgery.

Key Responsibilities

• Develop and execute a territory business plan to achieve and exceed sales objectives.
• Identify, qualify, and advance opportunities within ASCs, hospitals, IDNs, academic medical centers, and VA facilities.
• Build relationships with surgeons, administrators, supply chain leaders, and executive stakeholders.
• Lead the full sales cycle, including prospecting, demonstrations, clinical evaluations, proposal development, contract negotiations, and closing.
• Deliver compelling product presentations and demonstrations that clearly articulate the clinical and economic value of the robotic surgical system.
• Develop and maintain a robust pipeline of opportunities and accurately manage activities within the CRM system.
• Partner closely with Clinical, Marketing, Training, and Customer Success teams to ensure exceptional customer experience and successful account launches.
• Identify and cultivate key opinion leaders (KOLs) who can support broader market adoption.
• Attend regional and national conferences, industry meetings, and customer events to increase market awareness and generate demand.
• Drive utilization growth and customer satisfaction within the installed base.
• Provide market intelligence, competitive insights, and customer feedback to support commercial strategy.

Requirements

Education

• Bachelor's degree required.
• Business, Life Sciences, Biomedical Engineering, Healthcare Administration, or related field preferred.
• MBA or advanced degree is a plus.

Experience

• 7+ years of successful medical device sales experience with a documented history of achieving or exceeding quota.
• Experience selling capital equipment, surgical robotics, operating room technologies, or other complex healthcare solutions strongly preferred.
• Demonstrated success navigating complex healthcare sales environments involving multiple stakeholders and long sales cycles.
• Experience working with ASCs, hospital systems, IDNs, academic medical centers, and physician leadership.
• Proven ability to build new markets and drive adoption of innovative technologies.
• Startup, launch, or high-growth commercial experience preferred.

• Strong business acumen and financial selling skills.
• Ability to communicate compelling clinical and economic value propositions.
• Excellent executive presence, communication, and presentation skills.
• Highly self-motivated with an entrepreneurial mindset.
• Strong negotiation and contract management capabilities.
• Ability to influence cross-functional stakeholders without direct authority.
• Data-driven approach to territory planning, pipeline management, and forecasting.
• Excellent organizational and account management skills.