Director, North American Medical Sales

Envista; Indianapolis (IN); On-site; USD 180,000 - 280,000; Full time

Job summary

Envista’s Metrex infection control business seeks a North American Medical Sales Director to own the U.S. and Canada sales strategy, build a high-performing field organization, and drive sustainable revenue in a regulated environment.

The role leads cross-functional teams, manages complex account plans with health systems, distributors, and GPOs, and guides pricing, contracting, and field activation to maximize customer adoption and market share across North America.

Qualifications

• Bachelor's degree in Business, Life sciences, or related field.
• 7–10+ years of medical device sales experience, including 5+ years in a sales leadership or management role.
• Deep understanding of healthcare procurement cycles and ROI-driven selling.
• Ability to translate strategy into execution, lead through change, develop talent, manage a geographically dispersed team, and use data to improve sales performance.

Responsibilities

• Own portfolio revenue performance across the United States and Canada.
• Design, deploy, and optimize sales organization structure, territories, and objectives.
• Recruit, hire, and mentor sales representatives and leaders.
• Lead change management for commercial transformations and new go-to-market models.
• Lead multi-stakeholder sales engagements and develop strategic GPO/IDN account plans.
• Establish CRM discipline, data quality, and pipeline standards to improve forecast accuracy.

Skills

Leadership

Executive relationships

Strategic forecasting

Data-driven selling

Education

Bachelor's degree in Business, Life sciences, or related field

Master's degree

Tools

CRM software

Job description

Job Description:

The North American Medical Sales Director is responsible for the U.S. and Canada Metrex infection control sales strategy; builds and develops a high-performing field organization; and delivers sustainable revenue, profitability, and market-share growth. The role owns commercial execution across distributor, healthcare-system, and government channels and establishes trusted partnerships with customers, channel partners, and other stakeholders while ensuring disciplined execution in a regulated environment.

ROLES AND RESPONSIBILITIES:

• Own portfolio revenue performance and deliver annual sales, profitability, market-share expansion, and growth objectives across the United States and Canada.


• Design, deploy, and optimize the sales organization structure, coverage model, territories, roles, and management objectives needed to execute the go-to-market strategy.


• Recruit, hire, train, and mentor sales representatives and leaders, building a high-performing sales organization.


• Lead change management for commercial transformations-including new go-to-market models, systems, processes, product launches, and organizational changes-by assessing business and stakeholder impacts, communicating the case for change, building field readiness through training and coaching, addressing resistance, and measuring adoption and business outcomes.


• Lead complex, multi-stakeholder sales engagements and develop strategic GPO and IDN account plans; build executive relationships across health systems, hospitals, clinics, distributors, and channel partners; and guide value-based pricing, RFPs, contracting, value-analysis submissions, negotiations, renewals, implementation, and field activation to increase customer adoption.


• Establish CRM operating discipline, data-quality expectations, pipeline standards, and recurring inspection cadences to improve forecast accuracy and sales execution.


• Develop the annual sales plan, territory and account priorities, resource requirements, and operating budget; track performance against revenue, profitability, and market-share objectives.


• Monitor customer needs, competitive activity, market trends, and field feedback; translate insights into commercial priorities and communicate actionable recommendations to senior leadership and cross-functional partners.


• Lead launch and growth initiatives, identify new market segments (including EVS) and clinical use opportunities, and remove barriers to adoption through evidence-based value propositions and coordinated field execution.


• Strengthen distributor performance and channel effectiveness through joint business planning, clear growth expectations, performance reviews, and coordinated customer execution.


• Partner with internal stakeholders to design, administer, and evaluate sales incentive compensation plans and management objectives that align field behaviors with revenue, product-launch, and strategic-growth priorities.


• Plan and lead national sales meetings, business reviews, and field communications that align the organization on strategy, product priorities, performance expectations, best-practice sharing, and execution plans.


• Set clear objectives and performance standards, coach leaders and field sellers, conduct regular business and talent reviews, address performance gaps, and build succession and development plans.


• Establish individual development plans for sales leaders and representatives and maintain a regular field-coaching cadence focused on customer engagement, opportunity strategy, product and clinical knowledge, and measurable capability growth.


• Partner with Marketing, Legal, Compliance, and Clinical teams to ensure effective product positioning and that sales activities, customer interactions, product communications, contracts, expense practices, and required reporting comply with company policies and applicable healthcare, privacy, quality, and regulatory requirements.

Job Requirements:

• Bachelor's degree in Business, Life sciences, or a related field


• A master's degree is highly desired.


• 7 to 10+ years of medical device sales experience, including 5+ years in a sales leadership or management role.


• Deep understanding of healthcare procurement cycles, clinical workflows, and ROI-driven selling.


• Strong leadership, executive-level relationship building, strategic forecasting, and a track record of exceeding sales quotas.


• Demonstrated ability to translate strategy into execution, lead through change, develop talent, manage a geographically dispersed team, and use data to improve sales performance.


• Experience navigating complex hospital buying processes, executive and clinical stakeholders, contracting, and value-based selling; experience with integrated delivery networks, group purchasing organizations, distributors, or product launches is preferred.

TRAVEL

Ability to travel frequently across North America for customer meetings, field coaching, business reviews, and industry events, including occasional overnigh