Regional Sales Director Capital Equipment

JW & Associates; Dallas (TX); On-site; USD 297,000 - 363,000; Full time

Job summary

JW & Associates is seeking an experienced Director of Sales to lead a regional team in the office-based capital equipment market across the Central U.S. region, with a strong emphasis on field leadership and hands-on coaching.

The ideal candidate will travel 50%+ and work in the field with reps, driving revenue growth and talent development for dental and related medical equipment opportunities. This is a leadership role designed for a high-activity, field-oriented professional.

Qualifications

• Proven experience leading field sales teams.
• Strong background in office-based capital equipment sales.
• Dental capital equipment experience strongly preferred.
• Experience selling to practice owners and office-based decision-makers.
• Solid understanding of ROI/value selling and financing considerations.
• Ability to manage and forecast pipeline for a dispersed regional team.

Responsibilities

• Lead, coach, and develop a regional team of sales representatives.
• Drive achievement of regional revenue, pipeline, and performance goals.
• Spend significant time in the field working alongside sales representatives.
• Coach reps on prospecting, demonstrations, ROI/value selling, negotiations, and closing.
• Conduct regular field rides, one-on-one meetings, pipeline reviews, and performance coaching.
• Develop regional sales strategies to drive new business and market growth.
• Help reps navigate high-value capital equipment opportunities from prospecting to close.
• Recruit, onboard, train, and develop sales talent.
• Establish accountability around sales activity, pipeline development, forecasting, and results.
• Develop strong relationships with customers, industry partners, and key stakeholders.
• Partner with senior leadership on regional strategy and growth opportunities.

Skills

Field sales leadership

Capital equipment sales

Dental equipment exp

Healthcare office sales

ROI/value selling

Forecasting & analytics

Coaching & development

Territory management

Account targeting

Job description

Position Overview

Our client is seeking an experienced Director of Sales to lead and develop a regional sales team within the office-based capital equipment market. This hands-on leadership role drives sales performance, develops the team, and executes growth initiatives across a large Central U.S. region.

The ideal candidate has a strong track record leading sales teams that sell high-value capital equipment directly into dental practices, physician offices, clinics, or similar office-based healthcare settings. Dental capital equipment experience is strongly preferred; we will also consider relevant office-based medical capital equipment experience.

We are looking for a leader who believes in being in the field with their team — actively coaching reps, developing talent, driving accountability, and helping move opportunities through the sales process.

This is not a desk-based management position.

The Director will be highly engaged with the field organization, customers, and sales process and should expect approximately 50%+ travel throughout the region.

Key Responsibilities

• Lead, coach, and develop a regional team of sales representatives
• Drive achievement of regional revenue, pipeline, and performance goals
• Spend significant time in the field working alongside sales representatives
• Coach reps on prospecting, opportunity development, product demonstrations, ROI/value selling, negotiations, and closing
• Conduct regular field rides, one-on-one meetings, pipeline reviews, and performance coaching
• Develop and execute regional sales strategies to drive new business and market growth
• Help reps navigate high-value capital equipment opportunities from initial prospecting through close
• Recruit, onboard, train, and develop sales talent
• Establish accountability around sales activity, pipeline development, forecasting, and results
• Develop strong relationships with customers, industry partners, and key stakeholders throughout the region
• Partner with senior leadership on regional strategy, growth opportunities, and overall sales execution

Candidate Requirements

• Proven experience successfully leading and developing field sales teams
• Strong background in office-based capital equipment sales
• Dental capital equipment experience strongly preferred
• Experience with other physician-office capital equipment markets, such as aesthetics, ophthalmology, optometry, or similar healthcare specialties, will be considered
• Demonstrated success selling and/or leading teams selling directly to practice owners and other office-based decision-makers
• Strong understanding of the capital sales process, including prospecting, demonstrations, ROI/value selling, financing considerations, negotiations, and closing
• Demonstrated history of improving sales performance through hands-on coaching and development
• Experience managing a geographically dispersed sales organization
• Strong business acumen with the ability to manage sales metrics, forecasting, pipeline, and regional strategy
• Comfortable holding teams accountable while maintaining a positive, performance-driven culture
• Ability and willingness to travel approximately 50%+
• Texas strongly preferred due to the growth opportunity and geography of the region

Territory: Central U.S. - Texas through Chicago and Ohio

Travel: 50%+

Compensation:

$330,000 per year