Director, Capital Sales - West

Merz North America, Inc; San Jose (CA); Hybrid; USD 180,000 - 250,000; Full time

Job summary

Merz North America, Inc. is seeking a Capital Sales Director, West to lead a team of CTMs and CSSs across the Western United States. You will own the regional sales strategy, manage the P&L, and drive revenue growth while ensuring outstanding client experience.

You will recruit and onboard top talent, align pricing with national strategy, and collaborate with Marketing, Clinical, Finance, and Customer Service to close capital deals and expand strategic partnerships.

Qualifications

• Bachelor of Science required.
• 7+ years medical device, aesthetics, or capital equipment sales experience.
• 2+ years sales leadership or people management experience.
• Proven track record of meeting or exceeding capital sales quotas in a complex, consultative sales environment.

Responsibilities

• Lead a team of 7 CTMs and 2 CSSs across the West.
• Build and execute a regional capital sales strategy to meet revenue targets.
• Own the West region P&L for capital equipment sales and related expenses.
• Recruit, onboard, and ramp new CTMs and CSSs to maintain a high-performing team.
• Collaborate with East region leadership to align pricing and best practices.
• Coordinate with Marketing, Clinical, Finance, and Customer Service to support deals.
• Develop and manage relationships with key accounts and KOLs in the East.
• Review and approve capital deal structures and pricing exceptions.
• Provide forecasting, pipeline reporting, and business reviews.

Skills

Team leadership

Strategic thinking

Forecasting

Negotiation

Communication

Presentation skills

Deal structuring

Education

Bachelor of Science (B.S.)

Tools

MS Office

Job description

About Us

Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.

A Brief Overview

The Capital Sales Director, West leads and develops a team of Capital Territory Managers (CTMs) and Capital Sales Specialists (CSSs) responsible for capital equipment sales, including Ultherapy Prime, across the Western United States. The Capital Sales Director owns the full capital sales strategy and P&L for the West region - driving revenue growth, building relationships with key physicians and practices, and ensuring the team consistently delivers a strong customer experience. This role partners closely with the Capital Sales Director, East and other cross-functional leaders to align territory coverage, share best practices, and drive a unified national market approach for the capital equipment business.

What You Will Do

• Team Leadership & Development Lead, coach, and develop a team of 7 CTMs and 2 CSSs across the West territory, providing regular field coaching and performance management.
• Capital Sales Strategy & Execution Build and execute a regional capital sales strategy, including territory alignment, account prioritization, and pipeline management, to meet and exceed revenue targets.
• Territory P&L Ownership Own the capital equipment sales and expense budget for the West region in line with company guidelines.
• Talent Recruitment & Onboarding Recruit, hire, onboard, and ramp new CTMs and CSSs to build and maintain a fully staffed, high-performing team.
• Cross-Regional Partnership Partner and collaborate with the Capital Sales Director, East to align on national pricing strategy, competitive positioning, and shared best practices.
• Cross-Functional Collaboration Coordinate with Marketing, Clinical, Finance, and Customer Service/Support teams to support capital deals from opportunity through installation.
• Strategic Account & KOL Development Develop and maintain relationships with key opinion leaders (KOLs), high-volume accounts, and strategic practice groups within the East region.
• Deal Structuring & Approval Review and approve capital deal structures, financing options, and pricing exceptions within delegated authority.
• Forecasting & Reporting Provide accurate and timely forecasting, pipeline reporting, and business reviews to the National Sales Director.
• Compliance & Business Hygiene Ensure the team follows all company policies, procedures, and regulatory requirements, and submits administrative and expense reporting accurately and on time.

Minimum Requirements

• Bachelor of Science (B.S.)
• 7+ years medical device, aesthetics, or capital equipment sales experience
• 2+ years sales leadership or people management experience
• Proven track record of meeting or exceeding capital sales quotas in a complex, consultative sales environment

Preferred Qualifications

• Aesthetic, plastic surgery, or dermatology background
• Experience managing a multi-state or regional field sales team
• Experience in medical device or capital equipment sales

Technical & Functional Skills

• Excellent planning and organizational skills
• Excellent verbal and written communication, presentation and negotiation skills
• Ability to understand and explain economic value, including helping clients and the team understand the "fit" of Merz Aesthetics capital products within our portfolio
• Strong MS Office skills (Excel, Word, PowerPoint, Outlook etc.) and comfort with a large variety of digital communication tools and AV equipment
• Ability to lead a distributed field team independently and in collaboration with cross-functional partners
• Professional image and influential presence
• Strong business acumen, including experience with deal structuring, pricing strategy, and forecasting
• Strong knowledge about the Medical Devices and Aesthetics market, experience with state-of-the-art sales principles